3 Negotiating Lessons from Burgundy, The Nazis & The 3 Walls | Business Lunch with Roland Frasier

Check out The Business Lunch Episode Page & Show Notes 

Key Takeaways

  • If you have an absolute secret you don’t want your negotiating opponent to discover, construct several “false walls” that you can allow them to “breakthrough”
    • Breaching the “false walls” gives them the pleasure of getting something, which will help you to protect your most precious negotiating points
  • “When faced with an opponent who has superior leverage, cooperate with them, and work collaboratively to find out what they really want” – Roland Frasier
  • Realize that you likely won’t be able to get everything that you want
    • However, if you pay attention to what your opponent wants, then you can control the frame by “printing the label” on each negotiating point to achieve your objectives within the terms of their rules

Intro

  • Host: Roland Frasier (@RolandFrasier) is an investor, business mentor, and podcaster

Negotiating Experience

  • Roland was a corporate lawyer for 12 years
  • He has founded, scaled, or sold 24 different 7 to 9 figure businesses ranging from consumer products to industrial machine manufacturing companies with adjusted sales ranging from $3 million to $337 million

Lesson #1: Construct “False Walls”

  • During World War II, after the Nazis occupied France, they would steal large quantities of wine from winemakers
    • The winemakers built multiple false walls to hide the most expensive wine from the Nazis
      • So even if the Nazis discovered one false wall and stole the wine, the best wine was hidden by one or two more false walls
  • If you have an absolute secret you don’t want your negotiating opponent to discover, construct several “false walls” that you can allow them to “breakthrough”
    • Breaching the “false walls” gives them the pleasure of getting something, which will help you to protect your most precious negotiating points

Lesson #2: Collaborate & Infiltrate

  • “When faced with an opponent who has superior leverage, cooperate with them, and work collaboratively to find out what they really want” – Roland Frasier
  • Ask questions to better understand what the other person desires

Lesson #3: “Print the Label”

  • The French literally printed a new label with a new premium wine designation (Premiere Cru) to protect the wine from appropriation
  • Realize that you likely won’t be able to get everything that you want
    • However, if you pay attention to what your opponent wants, then you can control the frame by “printing the label” on each negotiating point to achieve your objectives within the terms of their rules
Business Lunch with Roland Frasier : , , ,
Notes By Alex Wiec

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