“The Power of Pause” with ex-Facebook’s Tony Evans
In a recent podcast episode, Amy interviews Tony Evans, an experienced Negotiator with a notable career at Mindshare and Facebook. Tony shares his journey and offers valuable insights into effective Negotiation techniques.
Learning The Art Of Negotiation
Tony’s introduction to Negotiation began in an unexpected place: playing Monopoly with his brothers. Through these early experiences, he developed a knack for making strategic deals. Professionally, his skills were honed during his tenure as a press buyer at Zenith Media, where he learned to leverage data to inform his Negotiations.
Common Mistakes In Negotiation
Tony highlights 3 common mistakes in Negotiation:
Lack of Preparation: Tony emphasises that thorough preparation is crucial. Understanding the financial state and market position of the company you’re negotiating with can provide significant leverage. Under-preparation is a frequent error, while over-preparation is rarely an issue.
Forgetting to Sell: Even as a buyer, it’s essential to sell the idea of why a deal should happen. This means positioning your offer compellingly and persuasively.
Ignoring the Long-Term: Relationships in business are long-lasting. Tony stresses the importance of considering the long-term implications of a Negotiation, not just the immediate win.
The Importance Of Preparation
Tony advises against last-minute preparations, suggesting instead a more deliberate and thoughtful approach. He recommends preparing the day before and using the time to reflect and strategise.
Managing Emotional Reactions
A key lesson Tony wishes he had learned earlier is understanding and managing his emotional reactions. He explains the concept of the amygdala hijack, where stress triggers a fight-or-flight response, impairing rational thinking. By recognizing this response, Negotiators can take a step back, breathe, and make more thoughtful decisions.
i
Techniques For Handling Difficult Negotations
Tony shares that staying calm is vital when dealing with aggressive Negotiators. Recognizing that intimidation tactics often reveal the other party’s insecurities can help maintain composure. He also emphasises the power of silence and observing body language to gauge the other party’s true intentions.
Role Models & Influence
Tony speaks highly of his mentors, particularly Tim McCloskey and Hal Kayali. These individuals taught him the importance of charm, meticulous preparation, and the value of hiring people who challenge and improve your skills.
Authenticity In Negotiation
Tony and Amy agree that honesty is crucial in Negotiations. Misleading tactics, such as lying about having another offer, can damage trust and future relationships. Genuine and transparent communication is always more effective.
Negotiation As A Dance
In a playful conclusion, Tony describes Negotiation as a blend of dance, selling, and debating—a dynamic and multifaceted process.
Final Thoughts
Tony Evans' experiences underscore the significance of preparation, emotional intelligence, and authenticity in successful Negotiations. By learning from his insights, aspiring Negotiators can enhance their skills and approach Negotiations with greater confidence and effectiveness.
