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Have you ever realized that at the core of Star Wars lies an eternal conflict? It's a clash as old as time itself: Jedi Knights pitted against Sith Lords, rebels challenging the might of the empire, and the eternal struggle between dark and light, good and evil. But beyond the mesmerizing visual spectacle, Star Wars serves as a mirror to our own existence, reflecting how we struggle with opposing interests, gravitating towards one side or the other, and wrestling with the consequences of our choices. From the sweeping battles of the Clone Wars to the struggles within characters' hearts, every aspect of Star Wars resonates with the tension of opposing forces. Whether it's the clash of lightsabers or the moral dilemmas faced by heroes and villains alike, conflict is the cornerstone upon which the vast and immersive universe of Star Wars is built.
... and what's better than a book on Star Wars and conflict resolution? Yes, you're right! A sequel of such book!
In "Star Wars and Conflict Resolution: My Negotiations Will Not Fail," beautifully orchestrated by Jennifer Reynolds and Noam Ebner, experts from various fieldsâlaw, management, psychology, mediation, negotiation, communication, political science, and human resourcesâshare their insights on negotiation and conflict management. Using examples from the Star Wars saga, the book offers valuable lessons on negotiation and leadership. It proposes alternative approaches, suggesting how the Jedi could have preserved peace by mediating disputes rather than resorting to aggressive tactics, potentially averting the downfall of the Galactic Republic and the rise of the Empire. By applying these insights to everyday interactions, the book empowers us to enhance their negotiation and conflict resolution skills, bridging the gap between the galaxy far, far away and our own.
We begin this episode by sharing our immediate associations evoked by Star Wars, reflecting on its iconic imagery and cultural impact. From there, our discussion naturally transitiones to the root causes of conflict in the galaxy. This leads us to analyze negotiation within the Star Wars universe, particularly prompted by the subtitle of the book, "My negotiation will not fail." We debate whether negotiation consistently fails within the franchise, despite characters' assertions to the contrary. Our conversation also touches upon the leadership styles of characters like Padmé Amidala and Palpatine, focusing on the lessons we can learn from them. We examine critically the failures of the Jedi Order in maintaining peace in the galaxy, questioning whether they were adequately trained to prevent conflict and resolve it peacefully. Moreover, we consider faction one might prefer to work for, weighing the merits and drawbacks of the Republic, Trade Federation, Empire, and Alliance. Our exploration extendes to negotiating like a Sith, analyzing their negotiation styles and the perceived power of the dark side. Finally, we reflect on the character of Luke Skywalker, questioning whether he is truly a hero or if we can learn more from his mistakes.
Tune in and may the Force be with you!
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In this episode, we are privileged to be joined by negotiation expert Mike Inman. With a wealth of experience accumulated over more than a decade, Mike has trained the managers many of the world's leading Fortune 500 companies. His tenure as a negotiation trainer spans six continents, during which he has equipped over 7,000 B2B negotiators with the tools and strategies needed to thrive in competitive business environments. Mike's expertise extends is grounded in real-world practice, making him an invaluable resource for anyone seeking to enhance their negotiation skills.
We discuss negotiation expertise, exploring what it truly means to be an experienced negotiator. Through reflective discussions and insightful anecdotes, we unravel the evolution of negotiation skills over a career trajectory.
Mike shares personal experiences, recounting pivotal moments where their negotiation abilities underwent transformative growth. From navigating early career challenges to leveraging accumulated expertise for strategic advantage, each anecdote offers valuable lessons in negotiation.
We explore the relationship between experience negotiation outcomes, probing the significance of practice, repetition, and experiential learning versus formal training. Our conversation also touches on the dynamics between negotiating with experienced versus inexperienced counterparts, uncovering common pitfalls and mitigation strategies.
Drawing from Mike's experience, we explore the impact of guidance on negotiation development. Additionally, we examine areas for continued growth and improvement, emphasizing the importance of remaining adaptable and open to new approaches.
At the end, we distill practical advice for individuals seeking to enhance their negotiation skills, providing actionable strategies to maximize learning opportunities and accelerate growth in this dynamic field.
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Ransomware negotiations constitute the complex and often ethically challenging process of communication and compromise between targeted entities and cybercriminals seeking financial gain through extortion. In the aftermath of a ransomware attack, negotiators, typically representing the victimized organizations, engage in dialogue with hackers to navigate the terms of payment, decryption keys, and the potential release of sensitive information. This high-stakes exchange involves a delicate balance between securing the affected data and succumbing to the demands of malicious actors. Negotiators grapple with moral dilemmas, legal constraints, and the urgency to minimize business disruptions, making ransomware negotiations a complex and evolving aspect of the cybersecurity landscape.
In this episod of the Podcast on Negotiation, we speak with Pim Takkenberg, the General Manager of Northwave Investigations and his special guest Boris about ransomeware negotiations, We discuss the complexities of negotiating with cybercriminals, debunk common myths, and discuss the emotional challenges involved. Highlighting prevalent ransomware types and evolving attacker tactics, the guest recounts some of their cases and successful strategies. The conversation covers preventative advice, the evolving landscape of ransomware, the importance of law enforcement collaboration, and ethical considerations in ransom negotiations. With an eye on the future, they explore the impact of technology advancements and cryptocurrency on ransomware attacks, emphasizing the necessity of ongoing education and proactive cybersecurity measures to mitigate risks and protect vulnerable sectors.
Northwave Cyber Security is a leading firm specializing in comprehensive cybersecurity solutions, providing expert services to safeguard organizations against evolving digital threats. With a strong focus on proactive defense strategies, Northwave offers a range of services encompassing threat intelligence, risk assessment, incident response, and vulnerability management. The company is renowned for its innovative approach, leveraging cutting-edge technologies and seasoned cybersecurity professionals to deliver tailored solutions that address the unique challenges faced by its clients. Northwave's commitment to staying ahead of emerging threats, coupled with its dedication to client collaboration, establishes it as a trusted partner in the ever-changing landscape of cybersecurity, contributing significantly to the resilience of businesses against cyber threats.
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Michael W Phillips is the founder and head of Phillips Consulting, a niche management consulting firm specializing in commercial negotiations for public and private sector companies. For almost 30 years he has led negotiations for organisations as diverse as the NHS, local councils and global manufacturing corporations. He's negotiated contracts for everything from nursing home placements to cinema screens, orthopaedic implants to sewage pumps, liquid helium to truck leases. With clients in the UK, Europe, USA and Asia, Michael has travelled the world for decades practicing and coaching the science of negotiation.
Are you interested in securing a higher salary but feel nervous and unsure about how to approach the conversation? You're not alone. Studies reveal that about a third of men and more than half of women find asking for a pay raise uncomfortable. This isn't a minor issue. Throughout your career, consistently accepting a salary below the market rate for your role can mean missing out on hundreds of thousands of dollars or euro. But it doesn't have to be this way.
Michael's book: "The Naked Negotiator" offers an engaging and entertaining guide, equipping you with the knowledge and confidence needed. In the face of what may seem like an uneven playing field between experienced, knowledgeable managers and seemingly powerless employees, you no longer need to fear this challenging aspect of your career.
Join us in the latest episode of the Podcast on Negotiation, where we discuss the secrets of successful salary negotiations. Mike, a seasoned negotiation professional, shares invaluable insights and strategies to help you secure the salary you deserve. We discuss how to overcome the fear of asking for more and understand our fair market value. Mike shares his practical tips for a successful salary negotiation and real-life success stories.
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Andreas Winheller is an experienced professional with a diverse academic background and extensive expertise in the fields of negotiation, mediation, and cognitive neuroscience.
In addition to his academic achievements, Andreas has successfully completed an Executive Scholarship Program for "Management and Leadership" at the Northwestern University - Kellogg School of Management. His commitment to continuous learning and professional development is evident through his certifications, including being a licensed MBTI-MasterTrainer and MasterTrainer for the Team-Management-System (TMS), as well as a certified NLP-Trainer recognized by DVNLP and The Society of NLP. Furthermore, Andreas holds the title of Business Mediator (DGM) and is a negotiation instructor trained by The Program on Negotiation at Harvard Law School and Northwestern University - Kellogg School of Management. He is also an alumnus of the Harvard Advanced Negotiation Master Class.
Currently, Andreas Winheller is actively engaged with major corporations, unions, political parties, and pressure groups, addressing issues related to negotiation, conflict management, and team dynamics. His specialization lies in designing, implementing, and facilitating negotiation performance development processes, contributing to the success of various organizations.
Adding to his impressive repertoire, Andreas is a published author, having written influential books on mediation, negotiation, and communication. Through his writings and practical contributions, Andreas continues to make significant contributions to the fields of negotiation, mediation, and effective communication.
This episode builds upon our discussion with Gary Noesner on the FBI negotiation methods in crisis negotiations and explores their applicability to business negotiations.
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Gary Noesner looks back at a 30-year career in the FBI, serving as an investigator, instructor, and negotiator. His focus included investigating Middle East hijackings victimizing American citizens. Noesner spent 23 years as an FBI hostage negotiator, culminating in his role as the Chief of the FBIâs Crisis Negotiation Unit. Throughout his tenure, he handled diverse crises, ranging from prison riots and militia standoffs to religious zealot sieges, terrorist embassy takeovers, airplane hijackings, and over 120 overseas kidnapping cases involving Americans.
Gary continues to consult independently and speaks at global law enforcement conferences and corporate events. His expertise has been featured in numerous television documentaries and major publications, and he authored the book "Stalling for Time: My Life as an FBI Hostage Negotiator," published by Penguin Random House in 2010. The book served as the basis for a six-part mini-series on Waco, airing on the Paramount Network on January 24, 2018.
During this episode, we discuss how to effectively influence our negotiation partners and get what we want even in the most difficult negotiations. Gary recalls the main challenges he faced in his career, highlighting the importance of effective negotiation in crisis situations. He shares insights from impactful negotiations, emphasizing that crisis negotiation methods, like the Behavioral Change Stairway Model (BCSM), have proven efficacy and are applicable also in other situations. We discuss BCSM, a method Gary developed during his active service at the FBI. We explore the learnability of active listening and the challenge of developing empathy and building rapport. We talk about the prerequisites for BCSM's effectiveness and its applicability to different personality types. We stress the general assumption that influencing behavior is easier if the other party likes us. At the end, Gary shares his advice for aspiring negotiators, emphasizing key skills and qualities. The interview concludes with a question about individuals who exemplify greatness in negotiation.
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Mark Raffan, an acclaimed negotiation trainer, speaker, podcast host, and renowned entrepreneur, hails from a family of entrepreneurs. His affinity for sales, negotiation, and conflict management has been a constant throughout his life.
Before founding Negotiations Ninja, one of the best negotiation podcasts in the world, Mark climbed the corporate ladder through sales and procurement roles, gaining exposure to diverse industries. However, the allure of entrepreneurship and a passion for promoting effective negotiation practices became irresistible. Mark initiated a blog and podcast to champion negotiation excellence, giving rise to the widely successful Negotiations Ninjaâą platform.
The blog and podcast quickly garnered a global audience, leading to numerous training requests for Mark and the pivotal decision to leave the corporate realm and dedicate himself entirely to the development of Negotiations Ninjaâą. The platform gained rapid recognition, expanding its reach to major companies worldwide across North America, Central America, Europe, Asia, and Africa.
In this episode, we introduce Mark's new book: "9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations", which includes a practical framework designed to optimize the negotiation outcomes for B2B salespeople written from a perspective of a senior procurement professional. Mark provides a brief overview of the background and the journey that led him to writing the book. Our discussion revolves around the key principles and secrets outlined in the book. In a nutshell, Mark distills the essence of his work, offering a sneak peek into the actionable ideas that can elevate B2B negotiations to new heights. We explore the most recent dynamics in the nature of the field and talk about AI and the impact it will have on B2B negotiations in the future. We also discuss the importance of negotiators adapting their strategies. The title of the book emphasizes influencing stakeholders, and Mark shares how negotiators can effectively manage and influence key stakeholders in a B2B context. Navigating the fine line between additional economic gains and ethics is a critical aspect of negotiations. Mark shares his approach to ethical standards in negotiations, ensuring an optimal outcome. Mark leaves our listeners with a powerful message and a piece of advice regarding B2B negotiations, drawing from their wealth of knowledge and experience. As always, our conversation concludes with Mark reflecting on greatness in negotiation, highlighting historical or contemporary individuals who negotiate exceptionally well.
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Bill Snow is a distinguished expert in the area of mergers and acquisitions, renowned for his wealth of experience in representing both buyers and sellers in diverse industries. With a career that spans more than three decades, including almost two decades as an investment banker, Bill has established his position as a trusted and seasoned professional in this field. In addition to his work in M&A, Bill is an accomplished writer, having authored multiple articles for online publications and books, including "Mergers & Acquisitions for Dummies." He is also a sought-after speaker, delivering engaging presentations at universities like Northwestern University, DePaul University, and Harvard Business School. Bill has shared his insights at prominent events and presented to esteemed organizations. In this podcast episode, we discuss mergers and acquisitions focusing on the negotiations accompanying this process. We highlighting the importance of understanding valuation and its determinants and their influence on the deal structure. We talk about trust and relationship building that play a critical role in M&A negotiations and the impact of due diligence on the negotiation process. Bill shares experiences in handling negotiations with various stakeholders and addresses common challenges in earn-out provisions. We provide examples of successful negotiation strategies and caution against common M&A negotiation mistakes. The episode explores emerging trends in M&A negotiation and introduces the Bill's new book on the subject. The book is recommended to all readers interested in M&A, offering practical insights and strategies.
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Keld Jensen is a recognized negotiation expert, who does not need an extensive introduction. With over three decades of experience in global management and negotiation, he is a sought-after guest lecturer in negotiation, trust-building, behavioral economics, and impression management at prestigious Executive MBA institutions worldwide. Keld has authored and published 24 books across 36 countries. His renowned work "Negotiating Partnership" has been translated into four languages and published in over 28 countries. He contributes feature articles to both national and international press and appears on broadcasts as an esteemed commentator on global business matters. Keld is a frequent keynote speaker at international conferences and has collaborated with numerous global corporations, providing training and consulting services. Keld Jensen is the founder and CEO of the Center for Negotiation, a consultancy and training organization that collaborates with private enterprises and governmental entities across Europe, Asia, North America, and Africa. His impressive client list includes major names like Lego, B&O, Mercedes, ThermoFisher, as well as various governments and NGOs. Keld is recognized as one of the "Leading Business Minds" by the Financial Times. In our podcast, we will talk about his latest book "Negotiation Essentials," in which Keld simplifies the complexity of negotiation and breaks down the process into easily digestible segments. The book delves into significant negotiating concepts, encompassing distinctions between exceptional, proficient, and ineffective negotiators; optimal timing, location, and strategies for negotiation; the art of declining; interpretation of nonverbal cues; the influence of emotions, stress, and personal dynamics on decision-making; and behavioral tendencies of highly successful negotiators. "Negotiation Essentials" is structured into three main sections: THE ESSENTIALS - elucidates how to recognize a negotiation, assess the winning party, appreciate the role of preparation, formulate a successful negotiation strategy, and more. THE ESSENTIALS APPLIED - commences with an evaluation to identify areas for negotiation improvement, then instructs on the application of ten crucial negotiation phrases, elucidates five distinct negotiation styles and their utilization, and much more. BEYOND THE ESSENTIALS - delves into cross-cultural negotiation, the impact of emotions, stress, personal dynamics, and trust in negotiations, differentiation between face-to-face and online negotiations, and the principles of the award-winning Negotiation Economics philosophyâoffering the potential to realize up to 42% additional value. Each chapter of "Negotiation Essentials" concludes with essential takeaways, assessments, diagrams, color illustrations, and actionable steps. The book wraps up with a Negotiating Essentials Toolkit, featuring pre- and post-negotiation checklists for professional negotiators.
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In this episode, we delve into the transformative power of deliberate negotiation practice with the insightful Philip Brown. With over 25 years of successful procurement experience, Philip realized that traditional training falls short without consistent practice. Join us as we explore how he identified this crucial gap and, in response, created The Negotiation Club, a thriving community designed for honing negotiation skills. During our podcast, Philip shares how he discovered the importance of negotiation practice during his impressive procurement career. He describes challenges he has encountered in traditional negotiation training, and how those experiences led him to create The Negotiation Club. Philip introduces The Negotiation Club's role as a nurturing space for practicing negotiation. We learn about the motivating factors that drove the establishment of this platform, which seeks to empower individuals with the tools to excel in negotiation scenarios across various contexts. Our discussion then shifts to the practical aspect of The Negotiation Club â its practice sessions with Philip's negotiation cards. A detailed glimpse is provided into how these sessions unfold, shedding light on the structure, methodologies, and engagement strategies that make these practice opportunities effective and transformative. One of the challenges addressed is the common fear of negotiation that many individuals experience. Philip sheds light on how regular practice within The Negotiation Club plays a pivotal role in dismantling this fear, cultivating confidence, and nurturing individuals into adept negotiators.For those embarking on their negotiation journey, seeking guidance on effective practice methods, the interview provides invaluable advice from the expert. Philip shares also practical tips and strategies to guide newcomers toward mastering negotiation skills and achieving success. He unveiles the architecture of practice sessions within The Negotiation Club, emphasizing the commitment to continuous improvement. The structured approach ensures that members are consistently enhancing their negotiation prowess through purposeful exercises and feedback mechanisms. Throughout the interview, the transformative impact of The Negotiation Club's practice-focused approach is underscored by the sharing of success stories and real-world examples. Individuals who have greatly benefited from the platform's strategies and insights exemplify the effectiveness of this unique community. The interview concludes with Philip's description of the best negotiator he has ever encountered. If you're looking to enhance your negotiation skills, this episode is a must-listen.
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In this episode, we introduce the negotiators, who won the last editions of The Negotiation Challenge for Professionals, our unofficial Negotiation World Championship:
Derek Pead
Giulia Villirilli
Frederick Altrock
Theodora Tzortzoglou.
During our event, we discuss their negotiation experience, their road to TNC for Professionals, their experience during the competition, their biggest lessons they learned, and their recommendations for negotiators interested in pursuing the path to negotiation mastery.
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Stephen Weiss is a negotiation professor with over 40 years of experience. He specializes in personalized feedback and advice for negotiation and communication in international arenas. He offers guidance and support for effective interaction among diverse individuals, groups and organizations. His academic career has been devoted to international business negotiation as a field of knowledge and practice. Steve holds a full-time, tenured faculty appointment at the Schulich School of Business - York University in Toronto, Canada. He also taught for several years at HEC Paris in France and at NYU Stern School of Business in the USA. An award-winning teacher, he has given classes or research seminars at over 50 universities in 15 countries. As a consultant and coach, Dr. Weiss has delivered a variety of open-enrollment and customized programs. His 30 clients to date include companies such as AT&T, American Express Canada, Celestica, Citi (India), and Dassault Aviation and government organizations such as the European Patent Office, Beijing (China) municipal officials, the Ontario Public Service (Canada) and the Southern African Development Community. With Steve we talk about how he became interested in negotiation before it got established as a serious academic discipline, how much this field has changed over the last decades and what were the main drivers of those changes? We also discuss the role of culture in international negotiation and whether our interest in culture has decreased recently. Steve also recalls the real-life international negotiations that he has converted into mega simulations and shares the main lessons we can learn from them. We also phantasize together how the field of international negotiation will be evolving in the future, and what trends will shape the way that people negotiate in the years to come. Finally, Steve shares his advice to the governments around concerning climate negotiation and to aspiring negotiators.
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Hans van den Berg is the Founder and President of The Young Diplomat. He is an expert on international negotiation in the political, public and private arena. Specifically on developing and applying strategies, and where the public and private field meet. Hans holds a masters degree in Public Administration from Leiden University, specialising in International and European Governance. He has held a teaching position from 2018 to 2022 at Erasmus University Rotterdam, where he became Chair of the University Council in 2019 until 2022. Currently he is also working at the Center for International Legal Cooperation in projects relating to strengthening the rule of law in Eastern Europe and the Balkan, as well as teaching at Leiden University. In this episode, we talk about Hans recent initiative: The Young Diplomat, its mission, structure and the target group. We also discuss the evolution of diplomacy and the challenges it needs to face in the future. Finally, Hans shares his advice for young people who aspire to become diplomats.
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For over two decades, Moshe Cohen has been helping people unlock their potential to negotiate more effectively, communicate more skillfully, lead more purposefully, and manage conflict more artfully. His book, Collywobbles: How to Negotiate When Negotiating Makes You Nervous, combines negotiation with emotional intelligence to help you overcome emotional barriers, apply your skills, and become a more effective negotiator.
Moshe has been helping people improve their skills since 1995 when he founded The Negotiating Table and has been teaching Questrom School of Business, Boston University since 2000. Moshe has worked with thousands of students as well as companies and organizations all over the world. As a mediator he has worked to resolve hundreds of matters, and has also coached executives, managers, and individuals on negotiating more effectively.
In this episode, Moshe, a physicist and an engineer by training, explains how he got into the field of negotiation and whether his technical background helps him at the negotiation table. He also shares what inspired him to write "Collywobbles" and gives a brief overview of the key themes and topics covered in his book. Moshe also explains why negotiation makes us nervous and what are the consequences of nervousness in general and in particular in negotiation. We also discuss how we can achieve better negotiation results despite nervousness and anxiety.
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Michael Mcilwrath is a global leader in dispute resolution. He has dedicated his career to resolving conflict through international negotiation, mediation, arbitration, and court litigation, and also by promoting broader access to civil justice that is fair and efficient.
Michael has conducted mediations and arbitrations around the world under the rules of the leading international and regional institutions as well as domestic and international ad hoc procedures.
Michael spent 22 years as in-house counsel leading dispute resolution teams, most recently as Vice-President of Litigation for Baker Hughes, an energy technology company. Prior to that he was Global Chief Litigation Counsel for GE Oil & Gas, and GE's lead litigation lawyer for Europe. His experience spans the range of disputes arising in technology and services industries, including oil & gas, renewable energy, transportation infrastructure, environmental, healthcare, M&A, and intellectual property.
In our chat, Michael recalls how he got into the field of negotiation and dispute resolution and shares the most memorable dispute he has ever resolved. He also lists the most common issues that arise during the processes of resolving disputes around international commercial contracts and the aspects that individuals and businesses should focus on when negotiating them. Michael also answers a question from Chat GPT: What is the most effective approach to negotiating international commercial contracts and why? He also talks about what inspired him to write his book: "Negotiating International Commercial Contracts" and gives a brief overview of the key themes and topics covered in his book. He also reflects upon the recent changes in the global business environment and how they have impacted international contract negotiations. We also speculate whether Chat GPT or other AI machines will replace us at the negotiating table. Concluding, Michael shares practical tips or advice for those looking to enhance their negotiation skills in the context of international commercial contracts.
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Giuseppe Conti is the founder and CEO of Conti Advanced Business Learning, a firm that offers customized training in the field of negotiation and influencing.
Giuseppe is an award-winning lecturer, recognized for his lively and interactive training workshops across a number of the leading business schools in Europe.
Giuseppe is a Professor in Negotiation & Influencing and regularly runs workshops on four continents. To date, corporate leaders from multinational corporations and individuals from over 145 different countries have attended his workshops.
Giuseppe is an accomplished negotiator and integrates into his training over 25 years of executive-level experience at Blue Chip corporations (Procter & Gamble, Novartis, Firmenich, Merck).
With Giuseppe we talk about what it means to influence others and what knowledge, skills and behaviors we need to be good at influencing. We define the concepts of push vs pull energy and their impact on influencing. We also discuss the differences between negotiating with external parties and influencing internal stakeholders and how to deal with demanding internal stakeholders. Giuseppe introduces his great 5P influencing framework and shares his advice how we can improve our ability to influence internal stakeholders?
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Sherman D. Roberts has extensive professional experience in executive education, consulting, graduate and MBA teaching, and research on topics in the areas of negotiation, leadership and the fundamental processes of human performance.
He is the Founding Academic Director of the Oxford Programme on Negotiation, OPN at SaĂŻd Business School, University of Oxford (SBS). He provided the initial design for OPN in 2003 and served as Academic Director until 2015.
As Director of Executive Seminars at Harvard Kennedy School, he designed and taught in two sets of modular leadership programs.
While at Harvard, Sherman founded The Ivy Faculty Consortium with the support of senior professors at Harvard, Princeton, Chicago, UC Berkeley, and other Ivy League and Ivy Caliber universities. Other experts soon joined from top universities in the US, the UK (e.g. Oxford and Imperial College, London), and in Western Europe (e.g. ESSEC in Cergy-Pontoise, and HEC, Paris). Recently re-branded as IvyFaculty, this network responds to the demand for high-quality executive education by sending experts affiliated with such major universities and business schools to deliver on-site executive education programs, short courses, and keynote addresses for private, public and nonprofit organizations worldwide.
As Deputy Director of the Cambridge Center for Behavioral Studies, he created its Executive Education area, which included programs on leadership, decision making, persuasion, corporate healthcare and behavioral economics.Prior to accepting a position at the Cambridge Center he pursued an academic career in Caracas. Sherman was Professor of Behavioral Science at Universidad SimĂłn BolĂvar, where he taught at both the graduate and undergraduate levels, was on the Deanâs Research Committee, led the Behavioral Engineering Section, directed Teachersâ Education for the USB Open University, and, as part of the âAssistance to Industry Programâ, did consulting for Venezuelan petroleum, aluminum, iron and steel industries and agricultural cooperatives.Sherman has taught at other universities around the world, including Carnegie Mellon University, Texas A&M Universityâs School of Arts and Sciences, the Indian School of Business, Reykjavik University, Universidad CatĂłlica de Lima, and Universidad Lead in San Jose, Costa Rica, among others. He studied at Texas A&M, SimĂłn BolĂvar University, and Harvard University and holds advanced degrees in political science and psychology.
With Sherman we discuss what is the dominant western approach to negotiation and why it is right and wrong at the same time. We also touch upon Sherman's new book describing his results-driven negotiation method.
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Jack Nasher studied and taught at the University of Oxford and is a professor at Munich Business School. In his professional and academic work, he has focused mainly on negotiation and lie detection.
Jack is the founder and CEO of the NASHER Negotiation Institute, which offers trainings, talks, and negotiation consulting. Jack is considered "one of the leading negotiation advisors" (Forbes) and experts on lie detection (SĂŒddeutsche Zeitung). His books became bestsellers and appeared from China to the USA, he has been featured in radio and TV shows, and has about 10 million views on YouTube.
With Jack we discuss his selection of the world changing negotiations for 2023 and what we need to master them successfully.
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Noam Ebner is a professor at Creighton University and former chair of Creightonâs online graduate degree program in negotiation and conflict resolution. Besides over twenty years of experience teaching negotiation and conflict topics at academic institutions around the world, Noam has practiced as an attorney, negotiator, mediator, and trainer. But long before that, he was a kid in a movie theater watching a ship getting pulled in with a tractor beam. With Prof. Jennifer Reynolds of the University of Oregon, he established the Star Wars and Conflict Resolution Project. The Project has just published Star Wars and Conflict Resolution, a book introducing the knowledge of the negotiation and conflict resolution fields to the general public of Star Wars fans ranging from Iâve-only-seen-one-movie-but-liked-the-Ewoks beginners to the I-can-recite-it-all-backwards-dare-me-to community. This book is about to be published and we'll take a quick look at it, go through its content, and discuss why we all need to read it!
In our chat, we recall our first encounters with the Star Wars universe and discuss what has fascinated us about it the most. We also talk about our favorit episodes and characters and how we interpred the light and the dark side of the Force. We hypothesize whether the war was avoidable and what had to be done to prevent it. Following which, Noam shares how he came up with the idea for a book that ties Star Wars with conflict resolution, explains the main idea behind it and why we shall read it. We also discuss the most important lessons we can learn from Star Wars for leadership and negotiation and the characters we can learn it from.
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Andrea K Schneider is a Professor of Law and Director of the Kukin Program for Conflict Resolution at Cardozo School of Law.Andrea was the previous director of the nationally ranked ADR program at Marquette University Law School in Wisconsin, where she taught ADR, Negotiation, Ethics and International Conflict Resolution for over two decades. In addition to overseeing the ADR program, Andrea was the inaugural director of the universityâs Institute for Womenâs Leadership.Andrea is also 2009 Woman of the Year, an award grated by the Wisconsin Law Journal and the Association for Women Lawyers. She was named the 2017 recipient of the ABA Section of Dispute Resolution Award for Outstanding Scholarly Work, the highest scholarly award given by the ABA in the field of dispute resolution.Since 2005, Andrea has co-authored three textbooks in the field, Dispute Resolution: Beyond the Adversarial Model (with Carrie Menkel-Meadow and Michael Moffitt) as well as Negotiation: Processes for Problem-Solving, (with Menkel-Meadow) and Mediation: Practice, Policy, and Ethics, (with Menkel-Meadow) all in their third editions.Andrea received her A.B. cum laude from Princeton School of Public and International Affairs and her J.D. cum laude from Harvard Law School. She also received a Diploma from the Academy of European Law in Florence, Italy.
In this episode, we discuss why research on gender differences in negotiation has been like studying how to use a hammer, where instead of just hitting the nails, we need to build a house.
We talk about that gender is not a reliable predictor of negotiation behavior and that gender effects in negotiation are at best situational and yet in situations, in which gender is more salient and which are characterized by a high degree of ambiguity, we are likely to observe gender differences in negotiations putting women at a disadvantage.
Andrea explains also why women are much better negotiators than many might have thought and what negotiation skills are women particularly strong at. She also explains which aspects of negotiation training are universal and which need to be gender specific and what are the dos and don'ts on women's path to negotiation mastery. Finally, Andrea recommends what organizations can do to take advantage of the women negotiation superpowers.
We conclude by mentioning a few great female leaders and great negotiators and why we need more of them to make our world better.
- Se mer
