Max Reisner: Negotiation Success — Using Behavioral Insights to Reduce Stress | Work in Progress #68

This episode welcomes back Max Reisner, an applied behavioral scientist and founder of Decision Science. He explores the often overlooked realm of negotiations and the accompanying stress that can arise.

Meet Max Reisner

Max Reisner is an applied behavioral scientist and the founder of Decision Science, an organization dedicated to enhancing negotiation skills through behavioral insights. With a deep understanding of human behavior and decision-making processes, Max specializes in providing masterclasses and courses that equip individuals with the tools necessary to navigate negotiations confidently.

About the episode

Max starts by redefining what negotiation means. It’s easy to think of negotiations as high-stakes boardroom encounters or salary discussions. However, everyday interactions — like deciding who does the dishes at home — are forms of negotiation too.

This realization can empower you and remind you that negotiation is not just a skill for the elite; it’s a fundamental part of your everyday interactions. By developing these skills, you can enhance your relationships and outcomes personally and professionally.

Max shares that even seasoned negotiators feel stress, particularly during pivotal moments. The key to overcoming this stress lies in preparation and practice. Just as you can improve your public speaking through rehearsal, you can refine your negotiation skills by understanding human behavior and decision-making processes.

What does it mean to succeed in a negotiation? According to Max, success is about creating extra value for all parties involved. This concept of fairness, where both sides feel they have gained something, should be at the heart of every negotiation.

Max shares actionable techniques throughout the episode to help you confidently navigate negotiations. Here are some highlights:

Active listening. Truly understanding the other party’s perspective is essential. By asking questions and listening actively, you can uncover underlying needs and desires that may lead to a mutually beneficial outcome.
Breath work. Max advocates for breath exercises as a means to calm the mind before entering a negotiation. Techniques like diaphragmatic breathing can help ground you, allowing for clearer thinking and better decision-making.
Humor and humanity. In tense situations, a little humor can go a long way. Max encourages using humor to defuse tension and remind all parties that they are working toward the same goal.
Empathy and making the other side’s case. Understanding and articulating the other party’s position can create a bridge to agreement. It shows that you value their perspective, which can foster goodwill and collaboration.

In conclusion

Max urges you to experiment with different techniques to find what resonates with you. Whether it’s breath work, active listening, or simply taking a moment to reflect, the journey of self-discovery in negotiation is as important as the outcomes themselves.

He says that there’s no “silver bullet” for negotiation success. Instead, it’s about embracing the process, learning from each experience, and recognizing that stress can be transformed into a tool for authenticity and connection.

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