Episódios
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In our latest episode, we focus on persuasion and high-stakes negotiation with two exceptional experts: Adele Gambardella and Chip Massey. They share insights from their new book, "Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation", offering listeners practical strategies to enhance their convincing abilities in both professional and personal contexts.
"Convince Me" combines decades of experience from Adele and Chip, providing readers with a deep understanding of persuasion techniques applicable to various scenarios. The book explores high-risk situations, offering insights into developing powerful convincing skills and adapting them to any person or situation.
Adele is an award-winning publicist and crisis communications expert, Adele owned and managed a top PR firm in Washington, DC, for 15 years. She has served as a spokesperson for Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. Adele has also been a PR strategist and crisis management consultant for clients such as the United Nations, Meta, Johnson & Johnson, and President Joe Biden.
Chip is a former FBI Special Agent and hostage negotiator, Chip led high-profile criminal cases, investigated the September 11th terrorist attacks, and spearheaded the New York FBI Office’s Crisis Negotiations Teams. He now applies his high-stakes negotiation skills to the business world, guiding executives and their teams in using sophisticated communication and negotiation techniques in various professional situations.
Together, Adele and Chip co-founded The Convincing Company, a crisis communications and interactive training firm that draws from psychology, neuroscience, public relations, and FBI techniques to offer actionable advice and strategies to build, breakthrough, and repair brands. Tune in to gain valuable insights from their extensive experience and learn how to master the art of persuasion in negotiation.
In this episode, we explore the power of persuasion with Chip, a former FBI negotiator, and Adele, a business communication expert, as they share insights from their new book “Convince Me.” We begin by uncovering their unique partnership—how their distinct backgrounds in high-stakes negotiation and corporate communication inspired them to join forces and write a book that bridges the gap between life-or-death negotiations and day-to-day business interactions. They discuss how their expertise complements each other, shedding light on common misconceptions about persuasion and addressing challenges like resistance to new ideas or building trust in high-pressure situations. Whether it’s resolving conflicts in the FBI or navigating a tense boardroom discussion, Chip and Adele reveal strategies that professionals can immediately apply to improve their ability to influence and connect.
Throughout the conversation, Chip and Adele share actionable tools that build trust and enhance credibility. They dive into practical advice for those struggling with persuasion, offering mindset shifts and first steps that can transform communication effectiveness. The episode also highlights key mistakes to avoid and contrasts the dynamics of persuasion in crisis situations versus corporate settings. Listeners will walk away with a deeper understanding of how to navigate resistance, build trust quickly, and develop a persuasive edge—whether leading a team, pitching an idea, or managing conflicts.
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Joshua Weiss is a negotiation and conflict resolution expert, Senior Fellow at the Harvard Negotiation Project and the co-founder of the Global Negotiation Initiative at Harvard University. He is also the Director of the MS in Leadership and Negotiation at Bay Path University. Finally he has his own private consulting firm where he designs and facilitates customized negotiation and conflict resolution solutions for businesses, organizations, international entities, governments, and individuals.
Known for his work on understanding and managing negotiation dynamics, Josh brings a unique perspective on the importance of learning from failure. His approach encourages negotiators to move beyond ego and blame, focusing instead on resilience and adaptability. Josh's forthcoming book, "Getting Back to the Table: 5 Steps for Reviving Your Negotiations", analyzes strategies for overcoming setbacks, providing a structured framework for returning to negotiations with renewed insight and confidence.
In this episode, we address a topic that often goes unspoken but affects every negotiator: failure. Inspired by insights from Josh's recent project, we explore why failure is an unavoidable, yet crucial part of mastering negotiation. From missed agreements to relationship damage, failures can come in many forms, but they all have one thing in common—they offer invaluable lessons if we’re willing to learn.
We start by defining failure and examining the common types of negotiation failures that happen when negotiators miss their goals or objectives, often failing to secure a successful outcome or striking a regretable deal. This exploration is followed by a look at effective responses to setbacks, highlighting the different ways negotiators can handle failures—whether through blaming others, avoiding further negotiations, or building resilience. The episode then introduces how to foster a resilient negotiation mindset by unlearning counterproductive habits, such as the tendency to compromise prematurely, and replacing them with growth-oriented strategies that emphasize creativity and adaptability.
This episode provides you with actionable steps to transform failure into a stepping stone for success.
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In this episode, we explore how negotiation can serve as a powerful tool for advancing sustainability goals across various contexts, from environmental and social to economic issues. We discuss the evolving role of negotiation theory, emphasizing the need for socially responsible approaches that include long-term impacts and the interests of all stakeholders, even those not directly involved in the negotiation. Drawing on interdisciplinary perspectives, we highlight how negotiation can creatively address complex challenges, mitigate conflict, and create sustainable value for communities and businesses alike.
Our guest, Brian Ganson, brings extensive expertise in this field. He is a professor and the Head of the Centre on Conflict and Collaboration at Stellenbosch Business School, where he leads research on the nexus of business, conflict, and development. With roles at the Peace Research Institute Oslo (PRIO) and Stellenbosch University’s Faculty of Law, Brian offers a unique blend of practical and academic insight. His vast experience includes consulting for leaders in post-conflict societies and developing strategies for sustainable business practices in volatile environments.
This episode dives deep into how negotiation practices could, unintentionally, perpetuate social or environmental harm, even when both parties' interests are met. We discuss practical challenges negotiators face when trying to incorporate sustainability into their strategies, such as balancing short-term outcomes with long-term societal impact.
Our conversation covers the potential for evolving negotiation theory and practice to better include sustainability and social responsibility. We explore what a modernized approach might look like and the crucial role of educators in preparing the next generation of negotiators to make environmentally and socially responsible decisions.
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Shane Ray Martin is on a mission to create a new generation of peaceful and tech-savvy negotiators. As an investor at B Ventures, the first-ever PeaceTech venture capital fund, Shane is driving innovation at the intersection of technology and negotiation. With a passion for empowering others, he is currently writing a book on 'AI Negotiations' aimed at inspiring the next wave of negotiation experts. Shane also shares his knowledge through a free monthly newsletter, offering practical negotiation tactics to a growing community of subscribers.
Beyond his writing and investment work, Shane is the host of a popular podcast, in which he explores the latest trends in negotiation, drawing from his experience closing over $4 million in deals, interviewing 80+ experts, and coaching more than 185 professionals. Shane is a living proof to the power of combining peace, technology, and negotiation skills.
In this episode of the Podcast on Negotiation, we discuss the role of artificial intelligence in the world of negotiations and deal-making. Whether you’re a seasoned negotiator, a tech enthusiast, or simply curious about the future of business, this podcast is your gateway to understanding how AI is reshaping the landscape of negotiation.We bring in experts from various fields—business leaders, AI researchers, and negotiation specialists—to discuss the practical applications, ethical considerations, and the future implications of AI-driven negotiations.
Shane shares insights on the truths and misconceptions about AI's involvement in negotiation processes and recounts personal experiences of using AI in real-world scenarios. We explore practical applications of AI in negotiations today and discuss the skills and strategies human negotiators should develop to effectively collaborate with AI tools. Looking ahead, we examine the future of AI in negotiation and address concerns about over-reliance on technology. The conversation also touches on historical and contemporary figures renowned for their negotiation prowess, reflecting on how AI might redefine the role of human negotiators entirely. Finally, we explore specific AI tools and algorithms currently available that assist in the negotiation process, offering listeners a comprehensive look at the intersection of AI and human negotiation.
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Dr. Daniel Druckman, a distinguished scholar and practitioner in the fields of negotiation, conflict resolution, and international relations. Dan has an extensive and impactful body of work, having published widely on topics such as negotiating behavior, nationalism and group identity, human performance, peacekeeping, political stability, nonverbal communication, and research methodology.
Dan's contributions to the field have been recognized with numerous prestigious awards, including the Otto Klineberg Award for his work on nationalism, the International Association for Conflict Management’s Outstanding Article and Outstanding Book awards, and a Lifetime Achievement Award from the same organization. His excellence in teaching was also acknowledged with a Teaching Excellence Award from George Mason University.
In addition to his prolific writing and research, Dan has served in various academic and leadership roles. He was the Vernon M. and Minnie I. Lynch Professor of Conflict Resolution at George Mason University, where he coordinated the doctoral program at the Institute for Conflict Analysis and Resolution. He is currently a professor at The University of Queensland in Australia and holds academic positions at Sabanci University in Istanbul, National Yunlin University of Science and Technology in Taiwan, and the University of Melbourne in Australia.
With a PhD from Northwestern University, where he was awarded a best-in-field prize for his doctoral dissertation, Dan has also held senior positions at several consulting firms and at the U.S. National Academy of Sciences.
In this episode, we discuss Dan's latest book, a comprehensive volume that encapsulates his remarkable contributions to the fields of negotiation, national identity, and justice. This book, a culmination of over half a century of research, is organized into seven thematic parts that reflect the multifaceted nature of Dan's career.
The volume covers a wide array of topics, from flexibility in negotiation and turning points in conflict to national identity and justice in both process and outcomes. Each section begins with an introduction that sets the stage for the empirical, theoretical, and state-of-the-art articles that follow. Dan's work spans diverse research methodologies, including experiments, simulations, and case studies, addressing subjects as varied as boundary roles in negotiation, nationalism and war, and the application of research in diplomatic training and policy development.
In addition to the academic rigor, the book offers rare personal insights into the networks, sponsors, and events that have shaped Dan's career. It concludes with a reflective look back at how his career connects to classical ideas and the importance of an evidence-based approach to both scholarship and practice, while also charting future directions for research.
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Keld Jensen is a distinguished expert in negotiation, renowned globally for his expertise. With more than thirty years of experience in international management and negotiation, he is a highly sought-after guest lecturer in fields such as negotiation, trust-building, behavioral economics, and impression management at top Executive MBA institutions worldwide.
Keld has written and published 24 books in 36 countries. His notable work, "Negotiating Partnership," has been translated into four languages and is available in over 28 countries. He regularly writes feature articles for both national and international publications and is a respected commentator on global business issues in various media broadcasts. Keld is also a frequent keynote speaker at international conferences and has provided training and consulting services to numerous global corporations.
As the founder and CEO of the Center for Negotiation, a consultancy and training organization, Keld collaborates with private companies and governmental entities across Europe, Asia, North America, and Africa. His impressive client roster includes prominent names like Lego, B&O, Mercedes, ThermoFisher, as well as various governments and NGOs. The Financial Times has recognized Keld as one of the "Leading Business Minds."
In our podcast, we will discuss his new book: "The Elements of Negotiation: 103 Tactics for Everyone to Win in Each Deal".
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Vladimir Bushin is a renowned negotiation, influence, and business relationships coach, whose expertise has shaped the way professionals interact and build trust in the corporate world and beyond.
As the author of the acclaimed rapport-building course, "7 Levels of Nurturing", and a Founding Member of the prestigious Cialdini Institute, Vladimir brings a wealth of knowledge and insight to our discussion. He is also the founder of the Negotiation Practice Community, where he has dedicated over four years to mastering the art of negotiation, training, and coaching.
Vladimir’s journey is enriched by more than two decades of corporate leadership, demonstrating his profound impact on business communication and ethical influence. His mission is clear: to unlock the potential within every leader and transform the way individuals engage, resolve conflicts, and build trusting relationships.
Beyond his professional accomplishments, Vladimir is an avid reader, a passionate windsurfer, a hiking enthusiast, and a dedicated blogger. In this podcast episonde with Vladimir, we will discuss how to build sustainable business relationships.
In this episode, we explore the complexity of building strong business relationships, starting with an overview of Vladimir's background and what sparked his interest in this critical aspect of professional success. We discuss the core principles essential for nurturing robust business connections and discuss common pitfalls individuals often encounter in the process.
Vladimir introduces the concept of the "7 Levels of Nurturing," explaining what nurturing entails in a business context and why it is pivotal for long-term relationship building. The discussion highlights the significance of aligning personal values with business relationships, offering insights into the profound impact this alignment can have on professional interactions.
Listeners will gain practical advice on quickly establishing trust in new business relationships and learn strategies for improving their relationship-building skills. Vladimir shares valuable resources, including books, courses, and other materials, to aid listeners in enhancing their ability to form and maintain effective business networks.
We also hear a key piece of advice for those just starting out in building their business network, emphasizing foundational practices. Finally, our guest reflects on figures renowned for their negotiation prowess, both historical and contemporary, providing inspiration and lessons from the masters of the art of negotiation.
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Beth Fisher-Yoshida is a Professor of Professional Practice at Columbia University School of Professional Studies. She is also a Program Director of the Master in Negotiation and Conflict Resolution and Co-Executive Director of the Advanced Consortium on Cooperation, Conflict and Complexity and Director of the Youth, Peace, and Society program, both hosted by the Climate School / Earth Institute at Columbia University.
Beth collaborates closely with clients to craft tailored strategies aimed at enhancing organizational performance. Leveraging her expertise gained in academia and practical experience, she seamlessly integrates theory with real-world application. As the founder of Fisher Yoshida International, she specializes in guiding organizations through transformative change, emphasizing improved communication and alignment with mission and vision.
A prolific author, she has contributed to numerous publications and is set to release a new book on women and negotiation. Her primary areas of focus encompass Coordinated Management of Meaning, negotiation, intercultural communication, conflict resolution, and transformative learning.
With Beth we will dicuss her hew book: "New Story, New Power: A Woman's Guide to Negotiation," in which she sheds light on the influence of internalized societal expectations, particularly on women, impacting their ability to negotiate effectively in various aspects of life. Despite conflicting cultural messages, women are breaking barriers in leadership roles. Through extensive interviews and research, Beth underscores the crucial role of self-awareness in shaping negotiation outcomes, emphasizing the need for women to challenge negative narratives and harness their inner voice for positive change. By fostering greater self-awareness, she empowers women to redefine their narratives and negotiate with confidence and clarity, transcending societal limitations.
In this podcast episode, we explore the inspiration behind the book and the urgent need for its message in today's world. We briefly sketch the "old story" of negotiation that has long dominated the field and why it’s time for a transformative change.
Beth sheds light on the unique challenges women face in negotiation scenarios that their male counterparts typically do not encounter. We discuss the alternatives to the outdated narratives and how women can adapt to varying contexts more effectively than men. The conversation highlights key lessons from the book, offering practical advice on handling gender bias and turning male-dominated industries to one's advantage.
Confidence is a critical theme in negotiation, and Beth provides strategies for women to build and harness it. Learn how to overcome the fear of being perceived as too aggressive or pushy, and understand the long-term impacts [Author's Name] hopes her book will have on women readers.
The episode also explores the evolving landscape of corporate support for women negotiators, with Beth sharing her observations on positive changes and areas needing improvement. She recounts surprising discoveries made during her research and how her own negotiation strategies have evolved since writing the book.
We also touch on topics she wishes she could have explored further and discuss potential future projects that continue her mission of empowering women in negotiation. For young women at the start of their careers, Beth offers invaluable advice on becoming skilled negotiators.
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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 fields—law, management, psychology, mediation, negotiation, communication, political science, and human resources—share 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 FBI’s 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 Ninja™ 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 Ninja™. 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 philosophy—offering 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 – 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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