Episode #153: Allan Tsang
Bridging the Knowing and Doing Gap
Allan Tsang was Born in Hong Kong, raised in Africa, and educated in the US, Allan’s early career took him throughout the country before finally settling in Virginia. His global experiences shaped his perspectives and enhanced his ability to bridge cultural gaps. Allan provides negotiation coaching to help companies with sales, conflict resolution, as well as merger/acquisitions. His passion is helping people master negotiation in order to stay safe. Startup to multi-billion dollar global corporations consider him to be their secret weapon, someone in their corner that they can count on.
[00.52] Allan defines Negotiation – When two or more parties engage in a process to come to an agreement by solving problems, resolving conflicts or coming up with solutions that works for everyone without having to resort to violence.
[01.20] Allan explains how negotiation is important for business – Allan suggests that if you are doing business, you’re negotiating.
[01.55] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Allan feels that it comes down to three things. 1) They don’t have a system, 2) they go to what they have learned from TV or 3) Old school success. They don’t like it because it’s hard.
[03.10] How do you plan and execute a high stakes negotiation – Negotiation involves strategy. Plan, execute and be brief.
[04.25] What are the attributes of a good sales negotiator – Allan believes that curiosity, creativity, collaboration, respect, mission focus and an ability to embrace negotiation.
[05.45] Allan shares his top negotiation tools and strategies – Allan cares less about the tools and more about the thoughts and behaviours of the person who is going into the negotiation.
[07.05] Bonus question: Can curiosity be trained? Allan believes it can be and shares how using rapid repeat listening skills.
[07.59] Allan shares his top three negotiation Do’s and Don’ts – HATS Don’t negotiate when you are Hungry, Angry, Tired or Stressed. Do, Listening, being respectful, and discovery.
[10.43] Allan shares his favourite negotiation story – Allan shares two short negotiation stories, the first story about a couple who were selling their business and were offered $50K for their domain name and eventually sold their domain for $2.6 Million.
More About Allan
What was the last book you read?
“The Like Switch”. An Ex-FBI Agent’s Guide to Influencing, Attracting, and Winning People Over
Who / What inspires you?
My Father and his tenacity (Sold into servitude in China, and escaped to Hong Kong as an illegal immigrant, and finally working in Africa). His desire to help and teach people along the way.
What aspect of your own negotiation skills are you most focused on improving at the moment?
Listening. Always can be a better listener.
My hobby is helping people with negotiation. Other than that, work has taken me away from martial arts. But looking forward to starting that back up again – this time for health. Also have something in common and bond with my 10 year old. She seems interested.
How can our listeners contact with you?
88owls.com, firstname.lastname@example.org, Linkedin (connect with me and that way they can private message me)