Podcast on Negotiation: Recent Episodes
Remi Smolinski
As a negotiation professor, I've spent my academic career trying to answer a question what it means to negotiate well and helping my students and executives achieve better negotiation results.
In the Podcast on Negotiation, I invite negotiation scholars and professionals to discuss the most recent research findings, analyze ongoing negotiations, and review negotiation strategies and tactics that really work!
In this episode, we welcome Nuno Delicado, negotiation expert, founding partner of Pluris, and author of Impact Negotiations Toolkit. With experience advising, training, and supporting negotiators across countries, sectors, and complex situations, Nuno brings a practical and deeply human perspective on what it means to negotiate well.
Together, we explore why he wrote Impact Negotiations Toolkit and why the word “impact” is at the heart of his approach. Rather than seeing negotiation only as a way to win, close a deal, or secure an immediate outcome, Nuno invites us to think about negotiation through its lasting effects: on relationships, organizations, communities, and the wider world.
The conversation looks at how impactful negotiation differs from traditional frameworks, what negotiators can do before, during, and after a conversation, and why reflection is essential for learning and long-term success. Nuno shares insights into the main components of his toolkit, including preparation, connection, creativity, decision-making, and continuous improvement.
We also discuss what separates negotiators who consistently create meaningful results from those who do not, how to navigate strong power imbalances, and whether there are universal principles of negotiation across cultures and sectors. Nuno challenges common myths about negotiation and reflects on how hybrid work, artificial intelligence, and cross-cultural collaboration are reshaping the way we negotiate today.
This episode is for anyone who wants to move beyond short-term wins and learn how negotiation can become a tool for better decisions, stronger relationships, and positive change. We close with Nuno’s view on what makes someone a truly great negotiator and the one idea he hopes every listener takes away from Impact Negotiations Toolkit.
More free tools from Nuno's great book can be found at: https://www.impactnegotiations.org/.
In this episode, we talk with David A. Hunsaker, Hong Zhang, and Alice J. Lee, authors of the paper “Beyond Propensity: Thresholds, Costs, and Interventions in Negotiation Avoidance,” about why people often choose not to negotiate, even when negotiation could benefit them.
The conversation begins with the origins of their research project on negotiation avoidance, a phenomenon that is both common and surprisingly underexamined. Starting from a relatable observation that even negotiation scholars sometimes avoid negotiating, we ask why people decide not to negotiate at all, before they ever reach the bargaining table.
We discuss the paper’s finding that negotiation avoidance is widespread: more than 95% of participants reported avoiding negotiation in at least some situations, and people avoided negotiation up to 51% of the time. The episode explores why studying the decision to initiate negotiation is just as important as studying what happens once people are already engaged in the negotiation itself.
The authors introduce two key concepts from the paper. The first is Threshold for Negotiation Initiation, which refers to the point at which a person decides that negotiation is “worth it.” We examine how people make that decision, including the role of percentage-based thinking: the same dollar savings may feel more or less worthwhile depending on the total price of the item.
The second concept is Willingness to Pay to Avoid Negotiation. We explore the striking finding that nearly half of participants were willing to pay extra to avoid negotiating, and consider what people may really be trying to avoid: time, discomfort, conflict, embarrassment, or the fear of seeming inappropriate.
The episode also looks at the tension revealed in the car-buying scenario: many people preferred having the possibility of negotiation, yet later said they would pay to avoid actually doing it. This opens a broader discussion of the cognitive, emotional, and social barriers that keep people from initiating negotiations.
Finally, we discuss the interventions tested in the paper. A financial comparison showing that negotiation could be worth more per hour than a person’s usual wage did not significantly increase negotiation initiation, while a social norm intervention, showing that negotiation is common, did. The conversation considers why financial logic may not be enough, why social permission matters, and what practical advice the authors would give to consumers, employees, managers, and negotiation educators.
We close by asking what future research should explore next in understanding when, why, and how people decide to negotiate.
In this episode, we sit down with Dr. Greg Williams, a leading expert in negotiation, body language, emotional intelligence, and microexpressions, to explore what is really happening beneath the surface of every negotiation.
Most people focus on the words being spoken in a negotiation. But tone, posture, facial expressions, eye movement, gestures, silence, and subtle behavioral shifts often reveal just as much as the conversation itself. Dr. Williams has spent decades studying how these nonverbal signals influence trust, tension, confidence, power, and decision-making.
Drawing from his book, Body Language Secrets To Win More Negotiations, Greg explains why body language is not about guessing what someone is thinking, but about becoming a more careful observer of patterns, context, and emotional change. We discuss what nonverbal cues can reveal, what they cannot reliably tell us, and why misreading body language can damage trust if negotiators jump to conclusions too quickly.
Throughout the conversation, Greg shares practical insights on how to recognize important signals at the negotiation table, including microexpressions, subtle shifts in behavior, emotional triggers.
We also explore how negotiators can manage their own body language to project confidence, openness, and control without appearing artificial, aggressive, or manipulative. Greg offers guidance for anyone who wants to become a better listener, a sharper observer, and a more emotionally intelligent communicator.
The conversation begins with Greg reflecting on what first drew him to the nonverbal side of negotiation and how his decades of work shaped the central message of Body Language Secrets To Win More Negotiations. From there, we examine what body language can and cannot reveal, the first signals negotiators should watch for when entering a conversation, and the microexpressions or behavioral cues that are often missed when people focus too heavily on words alone.
Greg also discusses why context is essential when interpreting body language, including the influence of culture, personality, stress, power dynamics, and high-stakes pressure. We look at the most common mistakes people make when trying to read others, how to respond when someone’s words and body language do not seem to align, and how to avoid making assumptions that could weaken trust.
Later in the episode, Greg explains why some people seem naturally better at reading body language, whether this skill can be learned, and how negotiators can become more aware of the signals they are sending themselves. He also shares a practical exercise listeners can begin using immediately to become sharper observers in everyday conversations.
Whether you negotiate in business, leadership, sales, law, conflict resolution, relationships, or everyday life, this episode will help you better understand the signals people send before they ever say a word.
In this episode of the Podcast on Negotiation On Negotiation Stories on the Path to Peace, we speak with Joshua Weiss about the human stories that shape negotiation, conflict resolution, and peacebuilding. Josh reflects on his own path into the field, what first drew him to negotiation and mediation, and how his work has evolved through scholarship, practice, and teaching.
We also revisit his recent work on failure in negotiation, exploring what failure can teach us and why it remains such an important and often overlooked part of learning. From there, the conversation turns to the power of stories: why they matter so deeply in negotiation, what they reveal that courses and workshops alone sometimes cannot, and how personal experience can open new ways of understanding conflict, connection, and change.
A major focus of the episode is Josh’s new project, a community-based database of negotiation stories. He shares what inspired the initiative, how he hopes people will use it, and what makes it different from more traditional negotiation clearinghouses such as those at PON and DRRC. We also explore the kinds of stories that stay with us and what makes a negotiation story especially meaningful.
In the second part of the episode, we turn to the Abraham Path Initiative. Josh introduces the vision behind this work and reflects on what drew him personally to it. Together, we discuss how encounter across cultures and communities can create new possibilities for understanding and peacebuilding, and how movement, listening, and shared human experience can become part of a larger path toward peace.
Throughout the episode, we explore Josh’s personal journey into negotiation, mediation, and conflict resolution, the lessons from his work on failure in negotiation, the role of stories in negotiation and peacebuilding, and the promise of his new database of negotiation stories from the community. We also discuss how this project differs from traditional negotiation case collections, the vision and significance of the Abraham Path Initiative, the way encounter across cultures can open space for peace, and the deeper connection between stories, understanding, and hope.
In this episode, we host Robin Kencel, a leading real estate broker in the U.S. Robin has been recognized on The Wall Street Journal's RealTrends rankings (including The Thousand/America’s Best lists), placing her team among the top performers nationally and in the top 1-1.5% across the U.S., with repeated state-level top-100 distinctions.
Together with Robin, we unpack how real estate negotiations really work, who holds leverage at different stages and how to align agents, principals, lenders, and lawyers. We look at pricing and anchoring in volatile markets, from comps and cap rates to when ignoring the “asking” price is the smartest move. Robin shows how to use structure as a bargaining tool, from contingencies and seller financing to creative concessions that unlock value, and how disciplined diligence, zoning, environmental risk, tenant rolls, can legitimately reopen terms without undermining trust. We talk BATNAs that truly matter, time pressure, managing multiple offers ethically, and the fine line between tactics and relationships: reading signals, countering nibbling, and keeping counterparties on-side to reach closing. You’ll hear where residential and commercial playbooks overlap (and where they don’t), plus two vivid case stories, a bidding war flipped into collaboration, and a near-miss rescued by reframing interests. We wrap with practical takeaways you can use immediately: questions to ask before the first call, a concession matrix for inspection findings, and a closing checklist, lessons that apply well beyond property, from leases for founders to any negotiation requiring speed, diligence, and structured creativity.
This episod is especially interesting to: buyers, sellers, founders negotiating leases, asset managers, and anyone who wants sharper due-diligence and deal-structuring skills.
In this episode, we sit down with Keld Jensen, a world-renowned negotiation expert, to discuss his groundbreaking new book Smart Negotiator. With decades of experience in teaching, researching, and advising negotiators across the globe, Keld brings a fresh perspective to a field that is often thought to be already saturated. So why Smart Negotiator now? Because the negotiation landscape is evolving rapidly, and today’s challenges from AI integration to shifting trust dynamics, demand new tools and mindsets.
Together, we explore how the world of negotiation has changed in recent years and what new pressures negotiators must navigate. Keld introduces us to the concept of NegoEconomics, his framework for uncovering hidden value in deals, and explains why trust remains at the heart of every successful outcome. We dive into the fascinating interplay between human insight and artificial intelligence, including real-world examples where AI surfaced breakthroughs that human intuition alone might have missed.
The conversation also covers practical guidance: how to measure and rebuild trust mid-deal, how to design contracts in the age of AI, and how to avoid the most common mistakes, even those made by seasoned professionals. Keld explains the mindset and signals needed to build a true SMARTnership, a collaborative paradigm that transcends zero-sum tactics, and offers tactics for uncovering the “hidden surplus” present in every negotiation.
We also look at cutting-edge topics such as using AI for real-time negotiation feedback, countering authority bias when dealing with powerful counterparts, and the evolving role of contracts as tools for long-term alignment rather than just legal safeguards.
Finally, Keld reflects on where the journey of Smart Negotiator might lead next and how the integration of AI will continue to reshape the way we negotiate in the years to come.
Shane Ray Martin is a venture capitalist at B Ventures Group, where his mission is to back founders whose solutions deliver both profit and peace. He’s also a negotiation advisor, author, and trusted voice at the intersection of technology and conflict resolution.
In this episode, we explore how artificial intelligence is reshaping the field of peacebuilding. We discuss how AI is being used in early warning systems that anticipate conflict, and how AI-mediated diplomacy is emerging as a tool in negotiations. We also unpack the deep ethical dilemmas that come with deploying AI into real conflict zones, where the stakes are high and mistakes can have life-or-death consequences.
Shane walks us through his path into venture capital via B Ventures, a “peace VC” fund that supports tech founders who pursue both social impact and financial returns. He talks candidly about the hurdles these founders face when pitching peace-tech ideas to investors, who often prioritize clearer profit models.
We also turn our attention to negotiation and mediation, and examine concrete ways AI can strengthen those practices. Shane offers practical advice for anyone interested in fusing technology, public policy, or peace work to achieve meaningful change.
If you’re curious about where AI, diplomacy, and conflict resolution converge, this episode is made for you.
In this episode, we sit down with Leonardo D’Urso, one of Europe’s pioneers in mediation and conflict resolution and the CEO of ADR Center. We begin by exploring his personal journey, what first drew him into the field, and move on to the heart of his work: explaining what mediation really is, and who can (and cannot) become an effective mediator.
Leonardo takes us inside his new book, SOLVE: Mastering Conflict Resolution with the SOLVE Mediation Matrix, and introduces listeners to a structured framework that guides parties from conflict to resolution. He explains the five stages of the SOLVE Matrix: Set the Stage, Open the Process, Listen & Understand, Validate Options, and Enable Resolution, and illustrates how these work in practice with examples from commercial, community, and even victim-offender mediations.
We also discuss why the book goes beyond process steps to include targets, strategies, activities, keys, and skills, and what this level of detail contributes to real-world dispute resolution. Leonardo shares memorable mediation stories, insights into what people often misunderstand about mediation compared to litigation, and surprising lessons from applying the same approach across such diverse contexts.
Looking ahead, Leonardo reflects on the future of mediation and its role in addressing today’s global conflicts. He also offers practical advice for listeners: how anyone, whether or not they’ve ever been in a mediation room, can start adopting a mediator’s mindset in everyday life.
Finally, we ask him to capture the essence of his book, and to reflect on who he considers truly great in the world of negotiation and mediation.
Lobbying is often portrayed as a mysterious arena where influence meets policy. But at its heart, lobbying is built on negotiation, balancing interests, crafting agreements, and building trust under pressure.
In our next episode, we sit down with Michael Koplovsky, a multilingual EU lobbyist, former senior diplomat, and professor whose career spans five continents and some of the most complex political and crisis environments in the world. From forging civil-military cooperation in war zones to advancing public-private partnerships in Europe’s political institutions, Michael has seen lobbying and negotiation at their most intense.
In this wide-ranging conversation, Michael takes us through his unique career journey, explaining how his path from diplomacy to academia and ultimately into lobbying unfolded and why negotiation has always been the common thread linking them together. He sheds light on what lobbyists really do beyond the usual stereotypes, and why their work is so often misunderstood. We explore the surprising similarities between lobbying and negotiation, as well as the subtle differences that shape how each plays out in practice.
Michael shares vivid stories from the “war rooms” where advocacy campaigns are mapped out, and from the high-level tables where policy shifts are decided. He speaks candidly about both successes and failures in lobbying, highlighting the lessons negotiators can draw from each. We discuss the challenge of negotiating when multiple stakeholders with competing interests are at the table, and how to strike the right balance between quiet relationship-building behind the scenes and formal deal-making in the spotlight.
The conversation also touches on the ethical responsibilities lobbyists carry when shaping policy outcomes, and how much of their work depends on integrity and trust. Michael reflects on how lobbying has changed in recent years, shaped by technology, social media, and even the rise of AI, and what this means for the future of influence and negotiation. Looking back across his career, he distills the single most important negotiation lesson he has learned and shares who comes to his mind when he thinks about true greatness in negotiation.
With advanced degrees in National Security, Strategic Studies, and International Relations, and years of teaching negotiation, leadership, and communication, Michael bridges theory and practice like few others can. His vivid anecdotes from political capitals and crisis zones alike offer insights you won’t find in textbooks.
Whether you are a negotiation professional, a student, or simply curious about how influence is really shaped in the political world, this episode pulls back the curtain on lobbying as negotiation in action.
AI is entering the negotiation room, not as a silent observer, but as a highly effective tool shaping how we prepare, communicate, and reach agreements.
From guiding our preparation to AI-driven coaching, from real-time performance feedback to agent-based simulations, artificial intelligence is beginning to revolutionize the way we approach negotiations in business, diplomacy, and beyond.
To explore this exciting frontier, I’m joined by Yadvinder S. Rana, a negotiation expert who bridges research, practice, and AI innovation. With a background in cross-cultural negotiations and B2B dealmaking, Yadvinder has spent his career investigating how professionals can consistently achieve optimal outcomes, even in environments marked by uncertainty, limited trust, or overwhelming complexity.
His recent work explores how AI can support human negotiation, responsibly and effectively. His empirical research shows that AI-augmented support can lead to 48% better individual outcomes and up to 84% more joint value when both parties use structured AI tools. To put these findings into practice, he developed the ALIGN Framework, a methodology that provides 24/7 expert-quality negotiation assistance powered by AI, no steep learning curve required.
Yadvinder works with procurement and sales leaders navigating complex B2B negotiations, helping them adopt AI tools that drive superior preparation and value creation. He also partners with consulting and training firms to integrate AI-enhanced negotiation into their services.
In our conversation, we explore what AI can, and crucially, cannot do in the context of negotiation, examining both its practical capabilities and its current limitations. We discuss how AI is already being used in negotiation training and education, from intelligent simulations to personalized feedback systems. We also dive into the ethical and relational dilemmas that arise when AI tools are introduced into real-time negotiations, including questions of trust, transparency, and agency. A key part of our discussion focuses on whether machines can truly grasp complex human dynamics like power, trust, and cultural nuance. Finally, we reflect on how negotiation professionals can best prepare for an AI-augmented future and what skills will remain essential in an increasingly automated world.
Following our earlier episode on Immanuel Kant and the role of truth and lies in negotiation, we return to the world of philosophy, this time with a thinker who approached ethics from a different angle: Aristotle.
What would Aristotle say if he were advising a modern-day negotiator?
In this episode, we’re joined by Rudolf Schüssler, a distinguished philosophy professor from the University of Bayreuth, to explore how Aristotle’s timeless ideas can shed light on negotiation.
Together, we discuss Aristotle’s concept of phronesis, or practical wisdom, and ask what it truly means to be a wise negotiator, not just someone who wins deals, but someone who understands what is good, fair, and sustainable in the long term. We also examine Aristotle’s famous triad of persuasion, ethos (credibility), pathos (emotion), and logos (logic), and discuss how this rhetorical framework can help negotiators craft more compelling arguments, build trust, and communicate more effectively across differences.
As we move into the ethical dimension, Rudolf reflects on whether Aristotle’s virtue ethics can be applied to modern negotiations. Is there space for integrity in a world often driven by power and outcomes? And what kind of character traits should a negotiator cultivate to not only be persuasive, but also remain principled and respected?
Ultimately, we ask: What might an “Aristotelian negotiator” look like today? And how can Aristotle’s thinking help us become better not only at negotiation, but also through negotiation, as individuals and as members of a shared moral community?
Whether you’re an academic, a business professional, a student of philosophy, or simply curious about how ancient wisdom meets modern strategy, this episode offers a rare and insightful conversation that bridges two worlds and may just change the way you approach your next negotiation.
In this episode, we disucss one of the most essential and most elusive elements of successful negotiation: trust. What exactly is trust, and why does it matter so much at the negotiating table? Our guest, Mariusz Sikorski, who is a practitioner and researcher specializing in intercultural negotiation, walks us through the foundations of trust, unpacking its definition and exploring the many ways it influences negotiation outcomes, often before a single word is spoken.
Our conversation is rooted in a comprehensive literature review on this topic:Sikorski, M. T. & Albrecht, A., (2025) “Trust in the Context of Intercultural Negotiations - A Systematic Review”, Negotiation and Conflict Management Research 18(1), 1-41. doi: https://doi.org/10.34891/a0mc-jx98 published at the Negotiation and Conflict Management Research journal (NCMR). We explore the process behind this selection and the patterns that emerged across decades of research. From there, we discuss the challenges and opportunities of trust-building in intercultural negotiations, where assumptions, values, and expectations often collide.
Is it true that we naturally trust people who are more like us? And if so, what happens when the person sitting across from us has a completely different background, worldview, or communication style? We examine how cultural similarity and difference affect our ability to connect, and how negotiators can bridge that gap intentionally. Our guest shares strategies for building trust both with culturally similar and dissimilar counterparts, going beyond surface-level rapport to deeper forms of relational trust.
A key theme in the episode is cultural adaptability: how negotiators can read the room, interpret cues, and flex their own behavior to create more trusting environments. We also uncover some of the surprising and even contradictory findings from the literature, instances where conventional wisdom about trust doesn't hold up, or where cultural context changes the rules entirely.
Beyond theory, this episode is packed with practical advice for negotiators and companies operating across borders. Whether you're closing a deal, managing a partnership, or leading a multicultural team, the insights shared here will help you build trust more consciously and effectively. We also reflect on the gaps in the literature, what we still don’t know about trust in negotiation—and where future research could go next.
Whether you're a seasoned dealmaker or just starting to negotiate across cultures, this episode offers a thoughtful, research-backed, and actionable perspective on one of negotiation’s most human dimensions.
In this episode we host Rajiv Vaid Basaiawmoit, an innovation educator, sustainability advocate, and Head of Sci-tech Innovation & Entrepreneurship at Aarhus University. Rajiv is also the co-founder of Biosymfonix EduGames, where he develops innovative educational tools that bridge science, sustainability, and real-world problem-solving. With years of experience designing and running interactive learning experiences, Rajiv is passionate about making complex topics accessible, engaging, and actionable.
Rajiv takes us inside the creation of Pactopolis, a research-based board game designed to simulate negotiations for sustainable development. In Pactopolis, players represent different industry sectors, governments, and civil society, all trying to co-develop a region while staying true to sustainability goals. The game throws you into the messy, dynamic world of multi-party negotiation: balancing economic, environmental, and social objectives, facing resource crunches, responding to policy triggers, and dealing with the realities of both collaboration and competition.
During our conversation, Rajiv shares the inspiration and research journey behind Pactopolis and explains how the game models distributive versus integrative negotiation strategies. He reflects on surprising lessons learned from playtests in business schools, environmental programs, and international classrooms, and discusses why gaming can often reveal more about negotiation behavior and human nature than traditional classroom methods. We also talk about how Rajiv’s own experiences have shaped his approach to education and sustainability innovation, and what he’s learned about the challenge of fostering real collaboration, fairness, and change. Join us for a thought-provoking conversation that explores the power of game-based learning, the future of negotiation research, and what it really takes to drive sustainable change.
What if the key to unlocking better deals, stronger relationships, and greater confidence in negotiations was simply... asking better questions?
In this episode, we’re joined by Linda Swindling, internationally recognized negotiation expert and author of Ask Outrageously! The Secret to Getting What You Really Want. Linda brings a rare combination of legal insight, executive coaching experience, and practical negotiation wisdom to the table. Together we'll discuss why questions are your most underrated negotiation tool.
We begin by tracing Linda’s professional journey from a prospective lawyer to a negotiation professor and disucss how her legal training shaped her unique perspective on high-stakes communication. She shares the moment she realized that asking boldly, strategically, even outrageously, was the secret sauce behind successful negotiations.
From there, we dig deep into the psychology of asking: what makes certain questions effective, why some questions are avoided even when they could change the outcome, and how different types of questions: open-ended, probing, reflective, and more, can be used to guide conversations, diffuse tension, and uncover hidden opportunities.
Throughout the episode, Linda explains why questions are often more powerful than statements in negotiation, and how understanding the purpose and impact of a question can dramatically shift the direction of a deal. She reveals when and how to use specific types of questions at different stages of the negotiation process, helping you build rapport, uncover needs, and drive outcomes with intention. She also unpacks what it truly means to “ask outrageously,” not recklessly, but courageously and unapologetically, and shares how this mindset has helped her clients and audiences achieve unexpected wins.
Linda also highlights the common mistakes professionals make when crafting questions, such as asking too timidly, leading with assumptions, or failing to listen to the answers. She provides clear strategies to avoid these pitfalls and offers practical tools for developing stronger questioning techniques.
Reflecting on her career, she recounts one of the most challenging negotiations she ever faced and how the strategic use of questions became the turning point in its resolution. For those hesitant to speak up or afraid of asking the "wrong" question, Linda offers empowering advice to reframe their mindset and step into conversations with confidence.
To close the episode, Linda shares her top recommendation for anyone looking to level up their negotiation game: adopt one essential practice related to questioning that can make all the difference. She also suggests a few exercises and resources for professionals who want to refine their skills and start asking more purposefully today.
Whether you're negotiating a raise, a contract, or your next big career move, this conversation will equip you with tools to ask with more clarity, confidence, and courage.
Here are the links to free material on Linda's website (Code "TNC"):
- How well do you ask - https://www.lindasentme.com/ASK/quiz1/registerask.php
- What's Their DEAL Style? https://www.lindasentme.com/theirdeal/registertheirdeal.php
- What's My DEAL? https://www.lindasentme.com/deal/registerdeal.php
In this episode, we focus on first offers and negotiation impasses with Martin Schweinsberg, Associate Professor of Organizational Behavior at ESMT Berlin. Drawing from his cutting-edge research, Martin reveals the science behind why first offers set the tone for negotiations, how they shape expectations, and whether making the first move truly gives you an advantage.
But what happens when negotiations hit a deadlock? Martin shares his insights on why impasses occur, the psychological traps that keep us stuck, and proven strategies to break through stalemates—whether in business deals, salary negotiations, or personal conflicts.
Interestingly, there’s a strong link between first offers and impasses. A well-calibrated first offer can anchor the negotiation and steer it toward a mutually beneficial outcome, while an overly aggressive or unrealistic first offer can backfire, creating resistance and leading to deadlock. Martin explains the psychological mechanisms at play and how to craft first offers that maximize value without pushing the other side away.
Martin's study of 26 million eBay negotiations, highlights how initial offers significantly impact final prices—higher first offers often lead to better outcomes but also increase the risk of impasse. Our conversation explores what impasses are, their common causes, and how negotiators can recognize and prevent them. While impasses are often seen as negative, they can sometimes lead to better long-term deals. Martin shares practical strategies for overcoming deadlocks, emphasizing the influence of communication channels, time pressure, and relationships. They also offer advice on making effective first offers while minimizing negotiation breakdowns and discuss their current research interests. The episode concludes with reflections on great negotiators from history and their unique approaches to successful deal-making.
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.
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.
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.
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.
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.
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".
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.
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.
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!
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.
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.
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.
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.
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.
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.
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.
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.
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.The 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. Practical tips and strategies are shared to guide newcomers toward mastering negotiation skills and achieving success.The architecture of practice sessions within The Negotiation Club is unveiled, 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.As the conversation looks to the future, the expert provides a visionary outlook on the evolution of negotiation training and practice. The role of The Negotiation Club in shaping this evolution is elucidated, emphasizing its potential to contribute to the growth of negotiation skills on a global scale.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.
Ladies and Gentlemen, meet 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 will discuss their negotiation experience, their road to TNC for Professionals, their experience during the competition, their biggest lessons they learned, and their recommendations for other negotiators.
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.
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.
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.
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.
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?
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 Saïd 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 Simón Bolívar, where he taught at both the graduate and undergraduate levels, was on the Dean’s Research Committee, led the Behavioral Engineering Section, directed Teachers’ Education for the USB Open University, and, as part of the “Assistance to Industry Program”, 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 University’s School of Arts and Sciences, the Indian School of Business, Reykjavik University, Universidad Católica de Lima, and Universidad Lead in San Jose, Costa Rica, among others. He studied at Texas A&M, Simón Bolívar 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.
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 (Süddeutsche 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.
Noam Ebner is a professor at Creighton University and former chair of Creighton’s 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 I’ve-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.
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 university’s Institute for Women’s 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.
Prof. Seth Freeman is globally recognized for his insight and teaching about negotiation and conflict management. He has taught the subject to thousands of future and current leaders around the world - executives, lawyers, government officials, and other professions – and to people in many other walks of life. An award-winning teacher at Columbia University and a highly sought-after professor at NYU Stern, he has also served as a visiting professor at several programs abroad, including the World Economic Forum, Zhongshan University’s Executive MBA program in Guangzhou, China, Beijing University, Bordeaux School of Management in France.
In his training, consulting, coaching, and speaking practice he has worked with a wide variety of clients including United Nations diplomats, KPMG, AmLaw 50 law firms, Pepsi and other Fortune 500 companies, the New York City Board of Education, All Angels Episcopal Church, Acumen Fund, and several other non-profits and start-up ventures. He has also served as a trained mediator for the Queens Mediation Center.
He is often sought after by leading journalists on the subject of negotiation & conflict management. His interviews and op-ed columns have appeared in the New York Times, Bloomberg TV, the Washington Post, Fortune.com, Huffington Post, New York Magazine, the Christian Science Monitor, and USA Today.
Seth is the author/presenter of the best-selling, The Art of Negotiating the Best Deal from the Great Courses– one of their highest rated offerings.
His scholarly passion focuses the surprising ways people create remarkable peace, prosperity, and fairness by combining seemingly opposite qualities, finding ways to be strong and kind, connected and protected. His research has shown that there are several ways to combine these qualities using negotiation skills, preparation, non-obvious listening, nudges, structures such as Trust Mechanisms that fill the trust gap, scripts such as discussion ground rules and crew resource management, and replacing behavioral controls with outcome controls, to name a few.
In our conversation, we introduce his upcoming book: "15 Tools to Turn the Tide: A Step-by-Step Playbook for Empowered Negotiating", which reveals his patented method for getting the best out of truly difficult situations. With a narrative organized around the four defining principles that guide any successful negotiation—preparation, strategic planning, in-the-moment poise, and deciding whether or not to accept the offer—Seth empowers readers with a full kit of the 15 tools necessary for success. Understandable, memorable, and groundbreaking, the tools range from Build a Swiss Army Knife for Adversity (Tool 2) to Win Warmly (Tool #8), from Become a Godzilla Whisperer (Tool 9) to Decide with Three Birds in the Bush (Tool 13).
Prof. Dr. Alisher Faizullaev is a scholar, author, diplomatic and negotiation skills trainer, coach, and former Ambassador of Uzbekistan to the United Kingdom, Benelux countries, the European Union, and NATO. He has the diplomatic rank of Ambassador Extraordinary and Plenipotentiary. He was a Fulbright Scholar at The Fletcher School at Tufts University and the Institute for the Study of Diplomacy, Georgetown University, as well as a Visiting Scholar at McGill University, University of Cambridge and Western Washington University. He published 9 books and numerous articles on social and behavioral sciences. His scholarly articles have appeared in Review of International Studies, Diplomacy and Statecraft, Negotiation Journal, PINPoints - Process of International Negotiation, The Hague Journal of Diplomacy, Journal of International Relations and Development, Brill Research Perspectives in Diplomacy and Foreign Policy and other journals. His short stories have been published in Uzbekistan, the United States, Russia, and the Republic of Korea. His tho latest books Symbolic Insult in Diplomacy: A Subtle Game of Diplomatic Slap (2018) and Diplomacy for Professionals and Everyone (2022) were published by Brill in Leiden and Boston.
In this episode, we explore the links between diplomacy and negotiation. Alisher shares what it takes to become a great diplomat and why some of these skills are universally applicable in a broader social context. He defines the concept of social diplomacy and explains why we all are diplomats and how we can do it better. Alisher introduces also his new book: "Diplomacy for professionals and everyone" and why and for who he wrote it. Finally, we talk about the importance of becoming a conversationalist, story-telling and what we can we learn about negotiation from fairytales!
Robert Bordone is an internationally-recognized expert, speaker, author, coach, and teacher on negotiation, mediation, consensus-building, dialogue, and facilitation. Currently a Senior Fellow at Harvard Law School, he served as the Thaddeus R. Beal Clinical Professor of Law at Harvard Law School for more than two decades where he also founded and directed the Harvard Law School Negotiation and Mediation Clinical Program.
He has taught thousands of executives, government leaders, healthcare professionals, military officials, and diplomats over the last two decades through tailored executive education and leadership programs for companies, schools, government and non-profits as well as through Harvard’s Program on Negotiation’s Negotiation and Leadership Executive Education Program and through the Harvard Negotiation Institute at Harvard Law School. He has also served as a visiting faculty member at the Georgetown University Law Center and at Boston University’s School of Theology.
In our negotiation courses and training, we mainly focus on how to reach agreements and resolve disputes. And that's good! Ultimately, it's what we want our students and executives to learn. However, sometimes it might create a bias that every negotiation or conflict setting is reconcilable, which is clearly not true.
With Bob we discuss why we live in increasingly polarized societies and what happens when we encounter irreconcilable conflict situations and still need to co-exist, live and work together with those we fundamentally disagree with. We define the concept of conflict resilience and how it differs from conflict management. Bob shares his experience with building conflict resilience, explains how to learn and train it, and what is the role of conflict management professionals during this process.
Will Baber has combined education with business throughout his career. Currently he is teaching and researching negotiation and business models as an Associate Professor in the Kyoto University Graduate School of Management at Kyoto University. He has also taught as a visiting professor at Universität Wien and University of Jyväskylä. His experience includes also economic development in the State of Maryland and supporting business starters in Japan. He is lead author of the textbook Practical Business Negotiation and co-editor of Transforming Japanese Business. His recent articles include Confirming the Impact of Training on Negotiators and Organizations and Transition to Digital Distribution Platforms and Business Model Evolution as well as Identifying Macro Phases Across the Negotiation Lifecycle.
Many business deals and diplomatic agreement are not negotiated by individuals but by teams. Negotiating teams are also the focus of this episode of the Podcast on Negotiation. Together with Will, we discuss advantages and disadvantages of negotiating in teams and try to pinpoint an ideal size of a negotiating team. We go through the roles that team members can assume in a negotiation and discuss how to assign them. We also expound the topic of leadership in team negotiations and discuss the role that lead negotiators play in them. Finally, we analyze the implications of negotiating in teams on the preparation and the negotiation process.
Mikhail Troitskiy is an international affairs analyst in Moscow. Throughout his career, he has worked as a researcher, university professor and manager of training and research projects, as well as a program officer for a major international donor. His interests include negotiation theory and foreign policy analysis, arms control and conflicts in Eurasia. He is a co-author and co-editor, with Fen Osler Hampson, of "Tug of War: Negotiating Security in Eurasia" (CIGI-McGill-Queen's UP, 2017).
With Mikhail, we discuss the following points:
- Genesis of the conflict – when and how did the conflict between Russia and Ukraine really start?
- Interests - what in your opinion are the interests of the fighting parties?
- Was this war avoidable? What should have happened, but it didn’t or shouldn’t have happened, but it did? Is there anything anyone could have done to prevent it?
- The events prior to and on February 24. Especially, whether a military conflict was expected in Russia and whether the tension was detectable?
- Why have negotiations have failed to prevent and resolve the conflict between Russia and Ukraine so far?
- What might be the next chapter of the Russian-Ukrainian. Where is this conflict heading?
- What needs to happen for the parties to resume their negotiations? Can this conflict be solved?
- Many people around the world are currently thinking how credible are Putin’s and Medvedev’s nuclear threats? Are we heading towards a nuclear conflict?
- What have we learned from Russian-Ukrainian conflict so far? As international relation scientists, as negotiation professionals and as mankind?
Mihhail will also share who he considers great negotiators and what we can learn from them.
Joanna Kalowski is an experienced mediator, facilitator and judicial educator. She is the Founder and Managing Director of a management consultancy specialising in dispute resolution, cross-cultural communication and organisational development. For over twenty years, Joanna has worked in Australia and New Zealand, as well as in Singapore, Thailand, Hong Kong and India. Joanna has also run workshops in Italy, Germany, England, Denmark, Spain, Switzerland and France. She has mediated over 300 cases: indigenous land claims, environmental matters, community involvement in public infrastructure projects, commercial, industrial and academic disputes.
With Joanna we discuss the very core of a mediator's job, it's purpose. We talk about why mediators become mediators and what should drive their efforts. Joanna shares her experience on how to reconcile core values and beliefs with commercial interests. She also reveals the secret of successful mediators and share her advice for the young generation of mediators.
Joel Lee has been training in the martial arts for 30 years and is the Chief Instructor of the Singapore Wing Tsun Training Centre. Apart from being an exponent of Wing Tsun. He has also experience in Jeet Kune Do, Kali and Aikido. By day, his secret identity is mildmannered Negotiation Professor at the Faculty of Law, National University of Singapore, where he teaches conflict resolution and furthers the development of mediation in Singapore. Joel has received the National University of Singapore’s highest teaching award and an Honorable Mention by the International Institute for Conflict Prevention and Resolution.
In our podcast, we talk about the similarities between martial arts and negotiation and what we can learn from them. Joel also shares how to become a gongfu master and what the shortest way to self-mastery is. He also explains the concept of congruence and why it is relevant for conflict resolution. We touch upon Joel's favorite movie "Kungfu Panda" and talk about its deep philosophical meaning and the panda bear effect. We also discuss why Bruce Lee said that the best martial art is "fighting without fighting" and why “the best self-defense is to make a friend.” Finally, we touch upon the meaning of competitions in martial arts and in negotiation and their role in attaining mastery.
Mark Young is a consultant, trainer, writer and lecturer in the field of mediation and negotiation skills training and analysis. His company, Rational Games Inc, serves a variety of clients in the public and private sectors in the US, UK and Germany. Mark’s business career has afforded him ample opportunities to do so, as he has served as a corporate lending officer at Chase Manhattan Bank, a strategic consultant at McKinsey & Company, a partner at Price Waterhouse Corporate Finance and a trade negotiator in the U.S. Department of Commerce.
With Mark we discuss whether negotiation is a fight or a game/dance and how we can become better negotiators. Mark also explains why the shortest way to achiving great negotiation results leads through playing games. He also shares his experience with using the power of games in conflict resolution in various places around the world.
Jeswald W. Salacuse is one of the most renown professors in the field of negotiation and does not need an introduction. Nevertheless, for all those who have not come across his legacy yet, here are a few words about him.
Jes is Distinguished Professor Emeritus and a former Dean of The Fletcher School of Tufts University. His teaching and research interests include international negotiation, leadership, law and development, and international investment law.
He has taught in all around the world including Nigeria, Congo, Lebanon, Sudan, United Kingdom, France, Spain, Italy, and of course at some of the best schools in the US.Jes has worked as consultant to multinational companies, government agencies, international organizations, universities, foundations and foreign governments and served on board of various prestigeous organizations, as the chairman of the Institute of Transnational Arbitration, chairman of the board of the Council for International Exchange of Scholars, the founding president of the Association of Professional Schools of International Affairs (APSIA), chairman of the India Fund, president and member of international arbitration tribunals of the World Bank's International Centre for Settlement of Investment Disputes, lead independent director of the Legg Mason closed-end funds, and the executive committee and faculty of the Program on Negotiation at Harvard Law School. Wow! What an impressive list!
Jes wrote twenty books and in our podcast, we took a closer look at one of them: "Real Leaders Negotiate! – Gaining, Using, and Keeping the Power to Lead through Negotiation". We discussed the similarities and differences between negotiation and leadership. Jes introduced 7 main tasks of leaders (negotiating direction, integration, motivation and education, resolving conflicts, and representing organizations) and explained, why each of them requires and involves negotiation. He shared how to recognize leadership potential in others and what other skills except negotiation, great leaders need to demonstrate.
A must watch for all current and aspiring leaders!
Valerie Rosoux is a Research Director at the Belgian Fund for Scientific Research. She teaches International Negotiation and Transitional Justice at the UCLouvain in Belgium. Valerie is a member of the Belgian Royal Academy and an External Scientific Fellow at the Max Planck Institute Luxembourg and at the Max Planck Institute Halle. She has a degree in Philosophy and a Ph.D. in Political Sciences. Her research interests focus on post-war reconciliation and the uses of memory in international relations. In 2010-2011, she was a Senior Fellow at the United States Institute of Peace (Washington DC). In the past twenty years she trained diplomats, NGO workers, military officers, and students in Europe, Africa, and the USA.
With Valerie we discussed what is reconciliation and why it is often more important than negotiation or mediation. We looked at the prerequisites for a successful reconciliation process, defineed what it is and go through its consecutive steps. Finally, Valerie will shared her recommendations for managing successful reconciliation processes.
European Union was designed to handle complex multi-issue, often multilateral negotiations between the Member States and external stakeholders. Alain Guggenbühl, PhD has analyzed countless EU negotiations and derived key success factors that we can learn from them. In our podcast:
- we discussed the EU's negotiation competencies and how they can be improved,
- we looked at the main negotiation challenges of the EU diplomats and how to master them
- we went through Alain's 6 success factors in the EU negotiations
- Alain explained why Talleyrand was the greatest negotiator of all times
Alain is a founder of DNA Consulting Europe, a Brussels based company advising on the processes of diplomacy, negotiation, and arbitration of interests. He has specialized in the science of negotiation in two ways. First academically, by teaching courses and publishing on EU policy-making, negotiation theory, and international negotiations. Second, by working with officials and diplomats from EU institutions and national administrations on the management of interstate and interinstitutional negotiations. He has also directed an EU Law Office in Brussels and managed litigations. He holds a PhD in Political and Social Sciences from Université catholique de Louvain, two master degrees from the College of Europe, and has graduated in International Public Affairs.
NEW BOOK ALERT!
Barney Jordaan, negotiation professor at Vlerick Business School, has just published his new book: "Negotiation and Dispute Resolution for Lawyers" and during our podcast, we took a closer look it and discussed the most important lessons we can learn from it.
Barney originally comes from South Africa and is a lawyer by training. Having obtained a BA (law) LLB and a doctorate in law from Stellenbosch University, South Africa, he started his academic career and became professor of law at his alma mater. He has held multiple appointments as visiting professors at some of the best law and business schools in South Africa and Europe.Over the years, Barney has successfully combined his accomplished academic career with legal practice in the areas of employment relations, negotiation, mediation and dispute/conflict resolution. He is a seasoned international mediator, served as external consultant to The World Bank Group's Office of Mediation Services and has helped resolve some of the most complex disputes and conflict around the world.
With Barney we discussed:
- seismic changes in the legal practice
- whether legal negotiations are distinctly different from other negotiations
- why laywers need a dedicated book on negotiation and dispute resolution.
- why Barney decided to write it
- what the book is all about and who and why should read it
- most common mistakes laywers make in their negotiations
- Barney's recommendations for young lawyers.
- whether lawyers are good negotiators
This time in the Podcast on Negotiation I hosted Francesco Marchi, Adjunct Professor of Political Science and Director of the Research and Training program “Negotiators of Europe” at the Institute for Research and Education on Negotiation (ESSEC IRENE). Francesco has has trained hundreds, if not thousands officials of various European institutions (European Commission, European Parliament, and EEAS), and diplomats around the world. He has also advised and supported countless EU negotiation teams in their most complex bilateral and multilateral negotiations.
With Francesco we talked about:
- negotiation as an organizational capability
- organizations' negotiation maturity
- how organizations can build their negotiation capabilities and increase their negotiation maturity beyond the skill development on the individual level
- organizations with the highest negotiation capabilities and explained how they acquired them
- the EU and its negotiation maturity
- the outcomes of high negotiation maturity levels in commercial and non-commercial organizations.
In this episode of Podcast on Negotiation, I hosted Kavya, Brandon and Sewit, who successfully represented Berkley Law in The Negotiation Challenge for Students 2022 and won the title of Negotiation World Champions!
With Team Berkeley Law we talked about:
- how they prepared for the competition
- why diversity is so important in negotiation
- their experience, key takeaways and lessons learned from the competition
- their reflection upon the value of negotiation competitions
- key differences between negotiation courses, training and negotiation competitions.
- recommendations for future contestants.
Rudolf Schüssler is a philosophy professor at Bayreuth University and a member of the Steering Committee at the PIN group.
With Rudolf we talked about truth, lies and... Immanuel KANT!
- Was Kant a good negotiator?
- Has he ever lied?
- How categorical and culturally universal is his categorical imperative really?
- Was Kant emotionally intelligent and did he enjoy his life?
- Why he never married?
- Would he get along with our today's society?
- But above of all, is it possible to be a great negotiator without lying?
Paul Meerts is an international expert on diplomatic negotiations, co-founder of The Clingendael Institute, member of the Steering Committee of the Process of International Negotiation (PIN) and the founder of Program on International Negotiation Training (POINT).
With Paul we discussed:
- how playing games had led to launching negotiation training for diplomats?
- how PON (Program on Negotiation at Harvard Law School) and PIN (Process of International Negotiation) had started and what is the difference between them?
- the differences between the European and US negotiating styles?
- who is a great negotiator and why?
- how to deal with egotiators?
- his advice to young negotiators!