My Favorite Mistake — 108: A Martial Arts Black Belt on Overpaying for a Company and Other Negotiating Mistakes: Cash Nickerson

Chairman of the North American business unit of AKKA Technologies


My guest for Episode #108 of the My Favorite Mistake podcast is Cash Nickerson. He’s the chairman of the North American business unit of AKKA Technologies, he’s a negotiation instructor, and a black belt in karate. He’s a visiting professor at Washington University in St. Louis School of Law and has MBA and JD degrees.

Cash is the author of six books including his latest, a WSJ bestseller: Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange.

In today’s episode, Cash shares his “favorite mistake” story about advising a company in a deal where they ended up overpaying for a major acquisition. Why did Cash see this mistake and then repeat it, before eventually learning the lesson?

We talk about that and other topics including:

  • How and when did you take interest in the martial arts?
  • How has that helped you in business and negotiating, more specifically??
  • Why observing your opponent closely is so important in negotiating or in martial arts
  • Things to look out for if you’re concerned about a rash decision, overcommitted?

Find Cash on Social Media:

Support this podcast: