Summary of PINKAS FLINT BLANCK 1. ARANTZAZU EUZKO ETXEA LIMA.
The video features Dr. Pinkas Flint Blanck, a highly accomplished lawyer and president of the Peruvian Law Society, delivering an insightful presentation on the art and science of business negotiation. Drawing from his extensive international education and experience, including Harvard and Oxford, Dr. Flint emphasizes that negotiation is a universal, everyday activity—not just a specialist skill—and that most people negotiate poorly due to lack of preparation.
He humorously illustrates negotiation concepts with relatable examples, such as trying to negotiate the price of a bitten apple versus buying all the apples in a store, demonstrating that everything is negotiable depending on the context. He also touches on extreme examples like negotiating with criminals to highlight the ubiquity and complexity of negotiation.
Key highlights of his talk include:
- Preparation is Key: 80% of negotiation success happens before sitting at the table. Preparation involves anticipating objections and having a "devil’s advocate" to challenge your position and prepare responses.
- Separate People from Problems: Maintain respect for individuals while focusing on resolving the actual issue, avoiding personal conflicts.
- Focus on Interests, Not Positions: Understand the underlying reasons behind a person’s stated demands to find creative, mutually beneficial solutions.
- Use Objective Criteria: Base negotiations on fair, external standards (like legal rights or market value) rather than subjective feelings or sunk costs.
- Goal of negotiation: The objective is not just to close a deal but to achieve a better outcome than your best alternative outside the negotiation.
Dr. Flint also stresses the importance of non-verbal communication, first impressions, and the order in which you approach parties in multi-stakeholder negotiations. He jokes about how dressing inappropriately (like flip-flops and a poncho) can sabotage your credibility in a business setting.
Throughout, the presentation blends practical advice with engaging anecdotes and light humor, making complex negotiation principles accessible and relevant, especially for young entrepreneurs and businesspeople in Peru.
Personalities in the video:
- Dr. Pinkas Flint Blanck (main speaker)
- Estrella (moderator or host)
Category
Entertainment