Cash Nickerson is chairman of AKKA North America’s Business Unit. He was President, CFO, General Counsel, and the second largest shareholder of PDS Tech prior to its purchase by AKKA Technologies. Previous roles include attorney and marketing executive for Union Pacific Railroad, associate and then partner at Jenner & Block in Chicago, and chairman and CEO of an internet company. He teaches Negotiation as a Professor of Practice at Washington University in St. Louis, School of Law. Nickerson has authored several books, with his latest book, Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange (Made for Success, July 2, 2021), named “Best New Release in Business Negotiations” by the Wall Street Journal. In this episode Jason and Cash discuss:Working smart and working hardFrom mindset to skill setNegotiating as a listenerLearning to love “why” Key Takeaways: Working smart could mean that a person is willing to work really hard in order to get educated and to get better at what they do. Success is achieved by people who can work both hard and smart. Working on your mindset is the first step, and applying your mindset with your learned skill set is the next. Skill set is what you have to do to execute your mindset. Treating negotiation as a battle of wills is a lose-lose situation. You’ll get suboptimal deals and will lose out on the opportunity to continue to cultivate relationships. Be a listener and ask questions instead.Learn to love the word “why.” Don’t focus on the “what.” People have a reason why they want whatever it is they’re negotiating for. Go deeper than what the conversation seems to be about.  “The people are the problem and opportunity. Don’t separate the people from the problem, get to understand the person. Negotiation is a process of discovery. Negotiation is human.” -Cash Nickerson Check out Cash’s book on Amazon by clicking this link: https://www.amazon.com/Negotiation-Martial-Art-Techniques-Exchange-ebook/dp/B098LZLWKB Connect with Cash Nickerson:Twitter: https://twitter.com/cashnickersonLinkedIn: https://www.linkedin.com/in/stevencashnickersonPinterest: https://www.pinterest.com/cashnickersonjd/Facebook: https://www.facebook.com/cashnickersonauthorWebsite: https://cashnickerson.com Connect with Steve and Jason:LinkedIn: Jason or SteveWebsite: Rewire, Inc.: Transformed Thinking Email: [email protected]  Show notes by Podcastologist: Justine TallaAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

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