How to Master the Art of Negotiation (feat. Sam McAlister)
Negotiation is a dialogue between two or more people to reach a mutually beneficial agreement. These skills are essential both in the workplace as well as in our personal life. It's the key to getting ahead and getting the outcomes we want.
But successful negotiation requires self-awareness, preparation, and practice. My guest, Sam McAlister, mastered this art after relentlessly pursuing scoops for her entire career.
She'll share her secret sauce with us in this episode.
As the BAFTA nominated interview producer on BBC Newsnight, Sam has negotiated with everyone from Buckingham Palace to The White House, Facebook to Tesla. With skills honed over a decade in the BBC's elite news programs, she persuades reluctant individuals to participate in a news program renowned for its rigor and bite and has been called the "booker extraordinaire."
During our conversation, Sam explains how she secured some of the most exclusive interviews in journalism. She also offers her best tips for successful negotiation, including common mistakes to avoid and how to gain leverage even if we don't have a lot to offer.
Interview time stamps:
04:05 ︳Sam shares her career background and specific experiences and qualities that helped her excel in her profession as a journalist
11:31 ︳How to get past a 'no' to the yes in a negotiation
14:39 ︳How to manage your emotions and keep your ego in check
18:03 ︳Sam shares her winning process of setting up, preparing and engaging in negotiations
24:34 ︳The most valuable thing to know when going into a negotiation
27:10 ︳Sam talks about the experience of setting up and shooting the BBC Newsnight Prince Andrew interview
32:19 ︳Sam explains how she secured the BBC Newsnight interview with Prince Andrew
36:28 ︳How to find leverage when you don't have too much power or don't have a lot to offer (and get people onboard)
39:20 ︳The key to dealing with gatekeepers
41:43 ︳The importance of self-care and having a support system
Learn more about about Sam McAlister’s book “Scoops: Behind the Scenes of the BBC's Most Shocking Interviews” here.