Getting the “yes” requires a lot of “why”

13 minutes

•  Negotiations guru Cash Nickerson says it helps to know martial arts

•  “I’m talking about internal martial arts”

(Total Recorded Time is 12:25)

Cash Nickerson has learned a thing or two in 36 years of handling all types of negotiations.

Especially why getting to an agreement can be helped by applying principals of martial arts.

“When I talk about martial arts, I’m talking about internal martial arts,” says Mr. Nickerson.  “What the martial arts can bring us – especially internal martial arts – is lessons from more intense negotiations.”

Cash Nickerson offers insights into why negotiation success may depend on backstories, martial arts and the magic word “why” in this Bizgnus podcast.

Please click here to watch the Bizgnus interview:

Cash Nickerson is chairman of AKKA North America’s Business Unit. Earlier, he was president, CFO, general counsel, and the second largest shareholder of PDS Tech prior to its purchase by AKKA Technologies. Previous roles include attorney and marketing executive for Union Pacific Railroad, associate and then partner at Jenner & Block in Chicago, and chairman and CEO of an internet company.

A professor of negotiations with the School of Law at Washington University in St. Louis, he has also authored several books, with his latest being “Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange” (Made for Success, July 2021).

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