S10-Ep38: The Three Steps for Successful Negotiation from a Former Ford Exec

Innovating Leadership: Co-Creating Our Future

Guest: Greg Moran, Former Ford Senior Executive

How do you negotiate the best deal possible?

Our guest, Greg Moran, shares the three key elements he discovered negotiating for Ford and other top corporations. The ultimate success, he found, came when both parties found great benefit in the results.

Here's what Greg and Maureen cover:

1. Why going for the win is less important than finding the win-win;
2. Why the other party isn’t the enemy – it’s something else entirely; and
3. Why the other side tries to instill a sense of fear in you over losing the deal.

Other episodes you'll enjoy:

• Let’s Talk: Four Steps to Bridging Workplace, Political, & Family Disagreements with Michael Morrow-Fox
• Work, War, & In-Between: An International Peace Negotiator’s Top Tips for Resolving Conflict with John, Lord Alderdice
• The Career Toolkit: Essential Skills for Success No One Taught You with Mark Herschberg

For daily wisdom from our guests, be sure to follow us on LinkedIn. We’re onTikTok, Threads, and Twitter, too!

RESOURCES:

Our host Maureen Metcalf posts a newsletter every week on LinkedIn. You can subscribe here.

Maureen’s latest book is Innovative Leadership & Followership in the Age of AI. You’ll find details about it at https://bit.ly/LeaderInAI, or check out the Kindle version at https://amzn.to/44buVz8. The audiobook version is now available at https://amzn.to/4dTCleZ.

Her other 10 books are available on Amazon here.

Books we’re reading for fun or personal development right now include:

• Take Back Your Power: 10 New Rules for Women at Work by Ancestry CEO Deb Liu, on how to overcome the obstacles women still face in the workplace – especially in tech. It’s in hardback at https://amzn.to/47OUO9E, and audio at https://amzn.to/3Y6EmOQ.
• Covert Cows and Chick-fil-A by Steve Robinson; it’s available in hardback at https://amzn.to/460LnmQ, on Kindle at https://amzn.to/3RVXhZs, and as an audiobook at https://amzn.to/3xPjBgn.
• The War of Art by Steven Pressfield. Paperback = https://amzn.to/3VEl7cU, Kindle = https://amzn.to/45JGm1L, and audiobook = https://amzn.to/3RPhC2y
• Everyday Ubuntu: Living Better Together, the African Way by Mungi Ngomane. Hardback (https://amzn.to/48Doh6j) and audiobook (https://amzn.to/48YCRF4)

NOTE: As an Amazon partner, we may make a small commission from books you buy through these links.

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OUR PODCAST TEAM:

Host & Executive Producer: Maureen Metcalf

Editor & Executive Producer: Dan Mushalko

Video & Graphics Editor: Devon Mushalko

Booking Producer: Jenna Reik

Theme Music by Pavel Bekirov from Pixabay.

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LinkedIn: https://bit.ly/ILI-LinkedIn2

TikTok: @innovativeleadership

Website: InnovativeLeadershipInstitute.com

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About Our Guest:

Greg Moran is a C-level digital, strategy and change leadership executive with extensive global operations experience. He led corporate strategy for Ford and designed the plan that Alan Mullaly used to turn around the company. Greg held C-level IT positions in app dev, infrastructure, and core banking applications at Ford, Nationwide Insurance, and Bank One/JPMC, respectively. He began his career in consulting with Arthur Andersen Accenture, working across industries with 100 companies over the course of a decade. He is passionate about leadership and culture, and teaches part time on the topic at Ohio University.