Expert Authority Effect® Interviews with Mario Fachini

0343 | Christine McKay

·40 min·3 clips

A car salesperson questioned Christine's moonroof request, leading to a negotiation lesson on hidden desires.

In episode 343 of EA Interviews, host Mario Fachini welcomes Christine McKay from Venn Negotiation to discuss her approach to negotiation. McKay begins by challenging the common view of negotiation as a point-in-time event, such as signing contracts, and reframes it as an ongoing process involving preparation, engagement, and relationship maintenance. She uses the analogy of her 28-year marriage to illustrate how deals must evolve over time. McKay explains that many people get taken advantage of in negotiations without realizing they are in one. She advises business owners to have advisory boards to avoid pressure during deals. A key insight is that 42% more value is often available in negotiations if parties are curious about each other's needs. McKay shares personal stories, like a car-buying experience where a salesperson dismissed her moonroof request, highlighting the importance of understanding hidden desires. She discusses the concept of 'invisible negotiators'—people who influence decisions even if not present. In the imperfect action round, McKay recommends spending wisely, asking for what you want confidently, and renegotiating relationships to maximize customer lifetime value. She prefers complex negotiations, such as movie rights or cannabis deals, over transactional ones like real estate. The episode includes sponsor promotions for Fachini's book on publishing business books.

As heard by us

A practical negotiation conversation about the unseen approvers who can determine whether a promising deal gets signed.

Christine McKay's negotiation approach starts with the people who often shape a deal without being in the room. In conversation with Mario Ficini, she looks at the unseen negotiator: the owner, board, or other authority who may still need to approve an agreement.

Read the full review in PlayNext →

Why you'd press play

If a friendly yes still has to survive someone else's approval, this is your pressing-play moment.

Read the full recommendation in PlayNext →

Listen to the show on

Apple Podcasts Spotify

Play clips from this episode More from Expert Authority Effect® Interviews with Mario Fachini