Successful Negotiation Involves Managing Tensions - Top Entrepreneurs Podcast

Cash Nickerson, Chairman of Nickerson Stoneleigh, Inc., a private investment firm, and President of Cash Nickerson, P.C., a law and negotiation consulting firm joins Enterprise Radio. He’s authored seven books, including his latest, The Seven Tensions of Negotiation.

This episode of Enterprise Radio is in association with the Author Channel.

Listen to host Eric Dye & guest Cash Nickerson discuss the following:

You describe 7 distinct sources of tension that can appear in a negotiation; can you share an example and from what circumstances it would likely arise?
What roles do competitiveness and collaboration play in negotiation, and will you share each might play out when deciding how to split a snickers bar?
In high-stakes negotiations, how does one manage tension in order to create leverage from it?
If you don’t know your counterparty in the negotiation, what should you set out to find out about them in advance? How will this help you once you sit down together?
What aspects of the negotiation process can ramp up or relieve what you describe as “process tension?”
How is it possible to put the tension that you’re feeling onto your opponent?
How does understanding the tensions displayed in negotiations help us to achieve better outcomes?

Cash Nickerson is chairman of Nickerson Stoneleigh, Inc., a private investment firm, and President of Cash Nickerson, P.C., a law and negotiation consulting firm.

Previously, he was North America Chairman of AKKA Technologies; and President, CFO, and General Counsel of PDS Tech prior to its purchase by AKKA Technologies.

Earlier roles include corporate attorney and marketing executive for Union Pacific Railroad, partner at Jenner & Block, and chairman and CEO of a tech company.

He has 40 years of negotiation experience and has taught negotiation to law students at Washington University since 2018.

He’s authored seven books, including his latest, The Seven Tensions of Negotiation (Made for Success, Nov. 12, 2024).