Note: This course was created by the American Negotiation Institute. We are pleased to host this training in our library.
Skill Level Beginner
- [Voiceover] This is an Audio Course. No need to watch, just listen. Welcome to the latest edition to LinkedIn Learning - Podcasts. We've curated some of the best business podcasts and made them even easier to listen to. Each episode is split into sections. Use the links in the Contents Area to skip to whichever section you like. We're always looking for new ways to help you learn, and we'd appreciate your feedback. Thanks for listening. - [Kwame] Mike, thanks for joining us today. - [Mike] Hey, Kwame, thanks for having me. Very happy to be here. - [Kwame] Yeah, it's a pleasure to have you. So how about you start us off by telling us a little bit about yourself and what you do. - [Mike] Absolutely. So, again my name is Mike. I've been in retail and sales for the past 13 or so years. And I am currently a Regional Sales Manager for Equinox. I coach and manage high-performing sales teams in Westchester, Connecticut, and Long Island, based out of New York. Got into negotiation after I became a Sales Manager. And I found that when I was reading about negotiation there were many, many similarities between what I learned in sales and what I was learning about negotiation. So, there are a lot of, again, similar themes. But really the one that peeked my interest the most, was this whole concept called "Saving Face." And this was actually familiar to me from my time in college as a history major. And I read a lot about U.S. History and Foreign Policy and especially the Cuban Missile Crisis is definitely, probably, one of the best examples of when this came into play; and many people could even argue that, you know, John F. Kennedy and his administration; their ability to help the Soviet Leaders find a way to "Save Face" during the Cuban Missile Crisis; so did the world. So, when I started seeing this in negotiation literature and then sales literature, it was definitely a little bit familiar but also still very interesting for me to learn more about. But my struggle, kind of, in that was even though you could find this topic everywhere you never can really find any detail. I had a very hard time finding, like, exactly what it meant. I'm kind of a very curious person when I get into things, I want to know every single facet. But, there was really nowhere to find every single facet. So, I started reading more into Social Psychology and Sociology, and I finally did find specific information and description of what the whole theory of "Face" is and basically, after reading more about that and other topics in Social into Psychology, I started a blog called "Saving Face," to share the insights that I've learned.