NEGOTIATEx: Recent Episodes
Nolan Martin & Aram Donigian
We give you actionable advice so you can elevate your influence through purposeful negotiations—helping you overcome the hurdles you face in business and life to become even more successful.
This episode of the NEGOTIATE X Podcast explores how negotiation preparation serves as a strategic advantage in today’s complex sales landscape. David Chapnick of Vantage Partners shares insights on frameworks like FOCUS, the rise of AI in sales training, and the shift toward virtual negotiations.
He emphasizes aligning internal teams, building trust with clients, and balancing collaboration with co-opetition. Listeners will learn why effective preparation—not just tactics—drives better outcomes, deeper relationships, and long-term value.
With real-world examples and practical advice, the conversation underscores that meaningful negotiation capability is built over time through intentional practice, coaching, and investment in people—not quick fixes.
In this episode of the NEGOTIATE X Podcast, David Chapnick, Partner at Vantage Partners, shares how strategic alignment transforms negotiation, sales, and organizational culture. From a formative internship to leading global initiatives, David reflects on lessons in alliance building, collaborative negotiation, and salesforce transformation.
He emphasizes the importance of listening, understanding customer needs, and building trust in high-stakes environments. Additionally, David outlines how piloting small changes, embracing thoughtful preparation, and shifting away from transactional mindsets create long-term value.
His insights offer a practical roadmap for professionals aiming to improve negotiation effectiveness and drive meaningful, sustainable outcomes across industries.
This episode of the NEGOTIATEx podcast explores how authentic growth in negotiation emerges through failure, introspection, and unlearning. Dr. Joshua Weiss emphasizes the importance of honest self-reflection, identifying systemic causes of poor outcomes, and avoiding surface-level lessons.
He introduces tools like the “weakness chart” and underscores the need for emotional clarity, adaptability, and proactive re-engagement after setbacks. Using personal stories and real-world examples, Joshua illustrates how negotiators can replace limiting beliefs with intentional strategies.
The episode challenges listeners to embrace discomfort, confront internal narratives, and use failure as a catalyst for meaningful learning, deeper self-awareness, and lasting improvement.
In this episode of the NEGOTIATEx podcast, Dr. Joshua Weiss returns to discuss his latest book, Getting Back to the Table: 5 Steps to Reviving Stalled Negotiations. Drawing from personal experience and professional insights, Josh explores why embracing failure is crucial to negotiation success.
He shares a five-step framework to help individuals and teams analyze setbacks, unlearn ineffective habits, and return with greater resilience. Through emotional storytelling, practical guidance, and psychological depth, Josua emphasizes the transformative power of failure in both personal growth and organizational culture—reframing it as a necessary and powerful catalyst for lasting progress.
In this episode of the NEGOTIATEx podcast, Fred E. Jandt reflects on his work with the California Department of Transportation. It’s where he led a transformative initiative to promote negotiation mastery and conflict resolution amid rising demands for accountability. By training managers in structured conflict analysis, he shifted leadership from reactive habits to strategic engagement.
Fred emphasizes emotional regulation—especially anger—as essential to negotiation mastery and explores how virtual platforms and AI have redefined mediation. Addressing power imbalances and ethical challenges, he highlights preparation and empathy as core to effective leadership.
He concludes with actionable strategies for influencing upward, aligning proposals with authority figures’ priorities through clarity, persuasion, and emotional intelligence.
In this episode of the NEGOTIATEx podcast, Fred E. Jandt—renowned author, educator, and conflict resolution expert—shares insights on negotiation, mediation, and intercultural communication.
Drawing from decades of experience, Fred explores persistent myths about conflict, ethical concerns in transactional negotiation, and the cultural dynamics of “face” in diplomacy. He also underscores the shortcomings of avoidance and formal processes in today’s workplaces while highlighting mediation skills to be vital for managers.
With practical wisdom from academia, government, and global diplomacy, Fred encourages leaders to embrace collaboration, challenge assumptions, and cultivate deeper, trust-based approaches to resolving disputes across diverse settings.
In this episode of the NEGOTIATEx Podcast, Chris Wong explores strategies for mastering critical conversations across leadership contexts. He emphasizes understanding communication processing styles to foster trust and avoid miscommunication.
Chris outlines effective mentorship structures, the universality of people challenges, and approaches to handling difficult individuals with empathy and boundaries. He shares techniques for leading organizational change through transparency and active listening.
Chris also discusses giving outcome-focused feedback and framing coaching as supportive guidance. In remote settings, he underscores the value of video calls and emotional intelligence to maintain connection and navigate tough discussions with clarity and presence.
In this episode of the NEGOTIATEx podcast, Chris Wong, founder of Leadership Potential, dives into the heart of navigating difficult conversations. Drawing from years in nonprofit leadership and organizational development, he shares real-world stories and practical strategies that empower leaders to communicate with clarity and compassion.
From managing burnout to balancing empathy with accountability, Chris talks about the factors shaping how we show up in high-stress moments. Further, he unpacks the hidden layers of power dynamics, the mindset shift required for challenging interactions, and how preparation transforms outcomes.
Whether you're managing up, leading through conflict, or just trying to stay grounded, this conversation offers a refreshing, pragmatic take on transforming tension into meaningful connection.
In this episode of the NEGOTIATEx podcast, award-winning storyteller Simon Brooks shares practical insights into mastering the craft of storytelling. He begins with a key piece of advice: avoid using accents unless you have truly mastered them.
Simon also explains his method for internalizing stories by breaking them into seven parts. This approach aligns with how our memory works and helps keep each performance natural, engaging, and authentic.
He encourages storytellers to find and trust their own voice rather than copy others. Throughout the conversation, Simon explores how storytelling can inspire leadership, enhance education, and build deeper human connections. For him, storytelling is not just a skill but a lifelong pursuit.
In this episode of the NEGOTIATEx podcast, we have British storyteller Simon Brooks, who brilliantly entrances the audience with his tales and helps hundreds with presentation skills in his workshops.
Instead of rekindling his profession as a professional photographer, Simon made a career shift and chose his deep passion for sharing stories with kids as a pastime. He expresses his joy in telling stories and how it helps build community transcending the barriers of time and space.
Simon answers how he navigates storytelling in the digital era by highlighting the element of authenticity. The entire discussion maps out the intricacies and the gratifying aspects of storytelling, aiming to connect with audience members and, at large, leave a lasting impression on them.
In this episode of the NEGOTIATEx podcast, Seth Freeman delves into strategies for managing stress and crises, with a particular focus on honing negotiation skills under high-pressure conditions.
He explores the role of reassurances in building trust across personal, business, and international spheres, reinforcing the idea that negotiation skills are essential, learnable, and broadly applicable.
The discussion highlights the importance of strategic preparation and demonstrates how effective negotiation techniques can significantly influence outcomes across a variety of scenarios.
In this episode of the NEGOTIATEx podcast, we explore the profound insights of Professor Seth Freeman, an expert in negotiation and conflict management with affiliations at Columbia University and NYU Stern.
With a transition from corporate law to academia, Seth discusses the joy he found in teaching and nurturing future negotiators. He critiques the zero-sum perception of negotiations, advocating for a balance of strength and kindness to transform negotiations into opportunities for collective success.
Highlighting the importance of preparation, Seth introduces practical tools and negotiation strategies, including role-playing and addressing anchoring in negotiations. Overall, the discussion underscores the complexities and rewarding aspects of negotiation, aiming to reshape conventional perceptions and enhance negotiation outcomes.
In this episode of the NEGOTIATEx podcast, Terry Szuplat delves deeper into public speaking, challenging the overemphasis on body language. He highlights effective communicators like Barack Obama and nonverbal speaker Elizabeth Bonker, stressing the importance of content over physical gestures.
Terry explores techniques such as the strategic use of pauses, humor, and storytelling to maintain audience engagement and emphasize core messages. He concludes by underscoring the significance of authenticity in speechwriting, encouraging speakers to rely on their unique voices and real experiences to connect deeply and inspire action.
In this episode of the NEGOTIATEx podcast, we are joined by Terry Szuplat, a former speechwriter for President Barack Obama and author of “Say It Well.” Terry shares his unique journey from aspiring lawyer to esteemed presidential speechwriter, emphasizing the pivotal role effective communication plays in leadership. He discusses the transformative power of speechwriting, the importance of authenticity in public speaking, and the impact of personal storytelling in engaging audiences. Terry also explores his personal transition from articulating presidential visions to discovering his own voice, offering profound insights into public speaking and leadership.
In this episode of the NEGOTIATEx podcast, Mickey Bergman recounts his challenging experiences negotiating for Otto Warmbier’s release from North Korea. He details his initial efforts in Pyongyang and the profound emotional impact of Warmbier’s return in a coma.
Throughout the discussion, Mickey reflects on the complex nature of international negotiations, highlighting the importance of empathy, trust-building, and emotional intelligence in diplomatic interactions.
He shares insights on managing the emotional toll of such high-stakes situations and the critical role of personal connections in navigating the intricacies of crisis communication and negotiation outcomes.
In this episode of the NEGOTIATEx podcast, we are joined by Mickey Bergman, CEO of Global Reach and expert in strategic and fringe diplomacy. Mickey shares his journey into high-stakes hostage negotiations, beginning with a mission in Sudan alongside Bill Richardson.
He also elaborates on the operations and philosophy of Global Reach, highlighting its independent, humanitarian-focused approach in negotiations detached from political complications. Mickey underscores the importance of empathy over sympathy in negotiations and strategic risk management in hostile territories.
Finally, he recounts the complex negotiation for Danny Fenster's release from Myanmar, showcasing the crucial role of emotional intelligence and personal rapport in successful negotiations.
In this episode, Susan Raines discusses the importance of collaborative negotiation techniques and framing in communication, contrasting competitive and cooperative approaches. She criticizes hard anchoring and underscores the need for adaptability in negotiations, depending on context and relationship dynamics.
Susan extends the discussion to workplace diversity management, highlighting the benefits of diverse teams for business innovation and performance. She advises understanding cultural differences for effective cross-cultural negotiations and emphasizes cooperative problem-solving in mediation.
Finally, Susan encourages listeners to view daily interactions as opportunities to practice negotiation skills, promoting personal and professional growth through engaging in challenging conversations.
In this episode of the NEGOTIATEx podcast, Dr. Susan Raines, a diplomat and academic expert in conflict management, shares her extensive experience and insights into effective conflict resolution strategies for managers. With a background in mediating over 18,000 cases and a prominent role in academia, Susan emphasizes the critical role of conflict management skills in leadership, especially for managers.
She discusses the importance of addressing conflicts through direct communication and maintaining team cohesion by managing difficult conversations. Susan also explores the varying approaches to conflict management across different sectors and highlights the universal need for transparent and proactive communication strategies to foster a positive organizational culture and enhance managerial effectiveness.
In this episode of the NEGOTIATEx podcast, Ambassador Stuart E. Eizenstat explores the intricate process of negotiating with Iran, highlighting the 444-day hostage crisis among other examples to exemplify the complexities involved. He also discusses the US's role in mediating conflicts in places like Namibia and Northern Ireland.
Additionally, Stuart discusses how military force and diplomacy work together in US foreign policy and stresses the importance of strong domestic support for diplomacy. He wraps up by emphasizing the crucial role personal relationships play in achieving successful negotiations.
In this episode of the NEGOTIATEx podcast, Ambassador Stuart E. Eizenstat takes us through his remarkable journey in US diplomacy, from advising President Carter to serving as US Ambassador to the European Union. He shares key negotiation and diplomacy skills that shaped his career, highlighting preparation, courage, and seizing pivotal moments, as seen in the Camp David Accords. Stuart also discusses his dedication to Holocaust restitution and the power of diplomacy in international relations. This insightful conversation offers valuable lessons on negotiation and the lasting impact of skilled diplomacy.
In this episode of the NEGOTIATEx podcast, Ovul Sezer discusses self-awareness and impression management in social interactions. She describes her self-awareness as “self paranoia,” highlighting the fine line between being aware and overanalyzing. Additionally, she critiques “humble bragging” and notes that awareness of cognitive biases like anchoring doesn’t automatically correct them. Advocating for deeper empathy and responsiveness, Ovul stresses the importance of tuning into emotional tones and perspectives beyond words. She highlights this skill’s relevance in personal and professional realms, particularly on social media, underscoring the necessity for genuine engagement and effective communication strategies in impression management.
In this episode of the NEGOTIATEx podcast, we welcome Ovul Sezer, Assistant Professor at Cornell University, who blends her roles as a behavioral scientist and stand-up comedian to investigate "impression mismanagement." Ovul's academic path shifted from mathematics to behavioral science amid the 2008 financial crisis, deeply influenced by behavioral economics. She highlights the synergy between analyzing digital interactions and traditional social science, applying her mathematical skills to decipher large datasets from social platforms. Ovul's research focuses on common errors in impression management and explores how these vary across different cultural and demographic contexts, offering insights into optimizing social interactions.
In this episode of the NEGOTIATEx podcast, Jeff Weiss recounts the impact of the West Point Negotiation Project. The course started as a practical negotiation course and became a pivotal part of army doctrine. This episode highlights Jeff’s deep personal fulfillment derived from his involvement, emphasizing how the project equipped soldiers with critical negotiation skills for high-stakes situations. Throughout the discussion, the narrative explores the application of strategic negotiation techniques in various challenging environments, advocating for purposeful, creative approaches over reactive tactics. The insights uncover that disciplined preparation and genuine engagement are key to achieving substantive outcomes in both military and business contexts.
This podcast episode of NEGOTIATEx features Jeff Weiss, a seasoned expert in strategic negotiations with roles at Mass General Brigham, and contributions to the Harvard Negotiation Project. Jeff shares insights from his mentorship by Roger Fisher, highlighting critical lessons from Fisher’s WWII experiences and their applications in global conflict management. The discussion also explores essential negotiation skills such as managing perceptions, building trust, and fostering creativity, alongside strategies for overcoming power imbalances and navigating complex negotiations effectively. Additionally, Jeff emphasizes the importance of preparation and perspective in achieving successful negotiation outcomes, using personal anecdotes and broader implications for strategic negotiations within organizations.
Welcome to the NEGOTIATEx podcast, where Sakshi Arora and Ashna Sikri explore the transformative process of unlearning for personal and professional growth. This episode dives into the importance of dismantling outdated beliefs and adopting new, empowering perspectives. They discuss strategies such as using positive language, embracing self-affirmations, and leveraging community support to sustain wellness habits. The conversation highlights intrinsic motivation and outlines a comprehensive framework for developing personalized wellness routines. Tune in to learn how to foster a holistic approach to well-being, tailored to individual readiness and autonomy, and drive a proactive shift in mindset and habits.
In this episode of the NEGOTIATEx podcast, Sakshi Arora, a professor and health coach, shares her journey from coping with autoimmune disorders to developing strategies for preventing employee burnout in tech. Her method involves an engineering approach to wellness, utilizing data to tailor programs that enhance well-being. Joining her is Ashna Sikri, a strategist focused on managing ADHD in the tech industry, who discusses the benefits of Sakshi’s program in building her emotional resilience. Together, they explore the impact of personalized wellness programs and advocate for a supportive, empathetic approach to building professional environments.
In this episode of the NEGOTIATEx podcast, Lenn introduces the POLE acronym, representing Positivity, Ownership, Logistics, and Expertise, which guides effective management. He contrasts the supportive, family-like culture of the workshop with typical business environments, comparing its camaraderie to military solidarity. Additionally, the discussion includes the impact of minor changes on morale and operational innovations like the “roof run” system for efficient Christmas Eve deliveries. Lenn also highlights Santa’s empathetic leadership and inclusive approach, stressing the importance of adhering to the organization’s core mission. Finally, he draws parallels with his experiences at Disney, emphasizing the universal appeal of joy and opportunity in leadership.
This episode of the NEGOTIATEx podcast features Lenn Millbower, a former Disney training leader and founder of Offbeat Training, LLC. He is renowned for his Disney-inspired adult learning techniques that enhance business operations. Lenn’s career spans over three decades, during which he applied his diverse skills as a magician, musician, and educator to revolutionize corporate training and leadership. His innovative approach combines entertainment with practicality, leading to significant organizational improvements. In his latest book, “The Santa System: 10 Leadership Lessons from the North Pole,” Lenn draws parallels between Santa’s workshop and effective business strategies, emphasizing creativity, teamwork, and a strong mission-driven culture. Overall, the discussion delves into how these principles can be applied to enhance employee engagement, leadership effectiveness, and overall organizational success.
In this episode of the NEGOTIATEx podcast, Damali Peterman explores the differences between implicit and explicit biases in negotiations, as described in her book, “Negotiating While Black.” She also explains how unconscious biases, or implicit biases, can hinder essential skills like empathy, while explicit biases are recognizable and equally harmful. Additionally, Damali emphasizes the importance of authenticity and leveraging personal strengths to enhance negotiation outcomes. She offers strategies for effective information exchange and managing biases, highlighting the need for preparation and adaptability. This episode also covers handling intense prejudices and advocating for diversity, empowering listeners to navigate complex negotiation scenarios with confidence and insight.
In this episode of the NEGOTIATEx podcast, we welcome Damali Peterman, a distinguished lawyer and expert in alternative dispute resolution with two decades of experience. Founder and CEO of Breakthrough ADR and Damali Law, and author of "Negotiating While Black," Damali shares pivotal experiences shaping her negotiation expertise. From professional challenges, familial dynamics, to negotiations surrounding her book, she reveals how diverse roles and identities have influenced her tactics. Damali also discusses the evolution of her companies and her significant contributions to global peace efforts and dispute resolution, emphasizing the role of emotional complexity in negotiations across various sectors. She delves into the essence of effective, culturally aware negotiation strategies and the importance of elevating diverse voices in negotiation literature.
In this episode of the NEGOTIATEx podcast, Bryan Price discusses the transition from academic to leadership development, critiquing current training for lacking hands-on experience and being limited to high performers. He advocates for “Green Platoon”-like, low-stakes training environments in corporations to build skills without the fear of failure. He emphasizes structured, measurable programs, like those at the Buccino Leadership Institute, and advocates for internal development over outsourcing. Bryan also extends these strategies to athletic training, emphasizing mental resilience for high-pressure situations and ongoing mental updates, akin to software upgrades, for personal and professional growth.
In this episode of the NEGOTIATEx podcast, we delve into the expansive career of Lt. Colonel (Ret.) Bryan Price. A West Point graduate and founder of Top Mental Game, LLC, Price’s career spans from piloting Apache helicopters to leading the Combating Terrorism Center at West Point, where he also taught and published work on counterterrorism. He now leverages his military and academic expertise to enhance leadership across various sectors, emphasizing adaptability and effective communication. His insights address the complexities of transitioning from military to civilian roles, the power of storytelling in leadership, and the universal need for mental resilience across diverse leadership landscapes.
In this episode of the NEGOTATEx podcast, Diana McLain Smith emphasizes the importance of community responsibility and collective action in overcoming societal challenges. She highlights successful grassroots efforts across the US aimed at bridging divides and reducing polarization. Exploring forces that deepen societal splits, including historical hierarchies and cultural biases, she stresses the need for understanding these dynamics to progress. Additionally, Diana critiques sensationalism in the media, proposing the "Engage model" for solution-focused reporting. Through historical and modern examples, she shows how communities can unite for inclusivity and prosperity, urging listeners to actively participate in shaping a more empathetic and united society.
In this episode of the NEGOTIATEx podcast, we explore the extensive career and insights of Diana McLain Smith, who has championed systemic change across various domains for over 35 years.Starting from political activism, Diana transitioned into organizational learning under mentors like Chris Argyris, influencing her approach to managing conflict and fostering adaptive environments. Her discussion delves into the power of personal agency in effecting systemic change, drawing parallels between historical and contemporary societal challenges. Lastly, Diana emphasizes the need for individual and collective responsibility in addressing deep societal divides and building resilience amidst political and social turmoil.
In this episode of the NEGOTIATEx podcast, Kimberly Mlinaz delves into effective negotiation strategies, focusing on cultural awareness and strategic preparation. She explains that a negotiator's tone often mirrors feelings of disadvantage rather than hostility, underscoring the importance of setting clear objectives and taking breaks to stay focused. Kimberly also draws on Geert Hofstede's research to highlight the vast diversity in negotiation practices across different cultures, emphasizing the need for respect and understanding of varying business and cultural norms. Furthermore, she discusses the concept of BATNA (Best Alternative to a Negotiated Agreement), demonstrating its crucial role in improving negotiation outcomes by effectively understanding and leveraging alternative options.
In this episode of the NEGOTIATEx podcast, we are joined by Kimberly Mlinaz, a Juris Doctorate holder with a chemical engineering background who leads negotiation and dispute resolution at the Department of the Air Force. Kimberly discusses her shift from engineering to conflict management, highlighting the importance of critical thinking and problem-solving in various fields. She emphasizes the role of effective conflict management in large organizations, noting that well-handled disagreements can drive innovation and adaptability. Exploring concepts like the "Ladder of Inference" and collaborative negotiation, Kimberly provides valuable insights on resolving disputes and boosting workplace productivity by understanding diverse perspectives and managing emotions.
In this episode of the NEGOTIATEx podcast, Caitlin Meredith offers valuable insights on navigating personal and professional transitions, such as moving or job switches. She explains the importance of setting realistic goals, celebrating small victories, and recognizing the emotional toll transitions can take. Caitlin also shares practical advice on conflict mediation for managers, highlighting the value of active listening and the need for external mediators in complex situations. Additionally, she discusses the role of humor in easing tension during conflicts and the power of open communication. Caitlin concludes by sharing her podcast's origin story, which is aimed at making financial education more accessible and engaging for women.
In this episode of the NEGOTIATEx podcast, we are joined by Caitlin Meredith, a mediator, trainer, and conflict coach. Caitlin shares insights from her diverse career, spanning work with Doctors Without Borders, the criminal justice system, and private mediation. She also discusses her "321 Approach" for navigating difficult conversations, emphasizing empathy, listening, and problem-solving. Additionally, Caitlin highlights the importance of curiosity and vulnerability in building trust and collaboration, while also addressing the challenges of overcoming the instinct to immediately solve problems. Her experiences offer valuable lessons on adapting communication strategies in both personal and professional environments.
In this episode of the NEGOTIATEx podcast, The Value Negotiator, Glin Bayley emphasizes the importance of internal alignment in organizations for successful negotiations. She highlights how misaligned objectives within teams can erode value, urging businesses to strengthen their internal negotiation skills. Glin discusses strategies for emotional control during negotiations, using her "Joker" and "Ace" frameworks to manage impulsive reactions. She also talks about the importance of planning the implementation stage of negotiations during the negotiation process itself to ensure that value is achieved. Additionally, Glin introduces "Annie," an AI tool that enhances the negotiation process. Finally, she advises individuals and organizations to align their identity and values with negotiation goals for long-term success.
In this episode of the NEGOTIATEx podcast, Glin Bayley, known as "The Value Negotiator," shares her journey from a finance executive to an executive coach. With a focus on self-leadership, Glin highlights how personal beliefs can limit negotiation potential. She introduces her VALUE framework, which emphasizes creating mutual value and is applicable across various negotiation contexts. Glin also discusses her upcoming book, The Negotiation Playbook, designed for negotiators at any stage. Additionally, the conversation covers the importance of preparation, the impact of gender dynamics on negotiation styles, and the significance of understanding individual negotiation profiles for effective outcomes.
In this episode of the NEGOTIATEx podcast, Keld Jensen breaks down how to approach seemingly "non-negotiable" points in negotiations, revealing that many can be flexible if the underlying reasons are understood. He highlights active listening as a vital tool for uncovering these reasons and improving the negotiation process. Keld also elaborates on the importance of conducting post-negotiation audits and using strategic checklists to refine future negotiations. Additionally, he discusses the challenges of managing compliance after contracts are signed, critiques cost-over-quality procurement practices, and introduces the "ultimate level" of negotiation mastery. Finally, Keld stresses the global impact of teaching negotiation on people’s ability to communicate, collaborate, and solve problems across cultures and industries.
In this insightful episode of the NEGOTIATEx podcast, Keld Jensen returns to discuss his latest publication, "The Elements of Negotiation." This book introduces a more hands-on toolkit for negotiators. He underscores the importance of nonverbal communication, enriched by his personal experiences and academic research, as pivotal for successful negotiations. Additionally, Keld discusses the crucial role of body language, continuous training, and mathematical strategies, emphasizing the need for ongoing education. He also explores cultural sensitivity in international negotiations and the advanced role of Artificial Intelligence (AI) in refining negotiation skills, offering a comprehensive approach to mastering the art of negotiation.
In this episode of the NEGOTIATEx podcast, Danielle Gilbert provides key insights into hostage negotiations and global security. She discusses the complexities of Brittney Griner's release from Russia and comments on the ongoing Israeli negotiations with Hamas. Furthermore, Danielle critiques the risks of military hostage recovery operations, advocating instead for diplomatic approaches. Drawing from her research on Colombia's civil war, she explores the evolving tactics of hostage-taking. This episode also highlights the importance of negotiation across various sectors in life and the challenges that confront us. Danielle offers career advice for those interested in hostage diplomacy, both academically and professionally.
In this episode of the NEGOTIATEx podcast, we are joined by Danielle Gilbert, an Assistant Professor of Political Science at Northwestern University, specializing in international security and hostage dynamics. Danielle discusses her research on international hostage situations influenced by events like the rise of the Islamic State and Boko Haram kidnappings. She examines "rebel kidnapping" tactics, government hostage recovery policies, and the concept of "hostage diplomacy", highlighting a couple of detention cases in Russia. Additionally, Danielle addresses misconceptions around "no concessions" policies and the role of media and private sectors in shaping public opinion and outcomes. Her insights reveal the complex interplay of ethical dilemmas and strategic decisions in managing international hostage crises.
In this episode of the NEGOTIATEx podcast, Elaine Lin Hering, a renowned facilitator and author, deepens her exploration of silence’s impact on professional and personal communication. She discusses how leaders unintentionally suppress others and examines the cultural and systemic forces that promote such dynamics. Additionally, Elaine offers practical advice for fostering open dialogues in the workplace and stresses on the importance of clear communication of norms and process management. She also addresses the role of emotional awareness in effective communication and concludes with insights on how embracing authenticity enhances leadership and influence, empowering individuals to lead more fulfilling lives.
In this episode of the NEGOTIATEx podcast, communication and conflict management expert Elaine Lin Hering delves into her transformative journey from aspiring litigator to global leadership development specialist. She also discusses her book Unlearning Silence, which challenges the damaging effects of silence in both professional and personal realms. Additionally, Elaine underscores the need for creating workplace environments that encourage open dialogue while exploring the deep-rooted societal and structural forces that perpetuate silence. Her insights champion a mindful approach to deciding when to speak, ultimately cultivating more authentic and effective communication across all areas of life.
In this episode of the NEGOTIATEx podcast, Nolan and Aram continue their discussion with Mark Graham. They talk about common misconceptions and essential skills in negotiation. Mark emphasizes that conflict is inevitable and warns against emotional reactions. Additionally, he identifies three main challenges in teaching negotiation: managing emotions, understanding cognitive biases, and avoiding positional bargaining. Utilizing the Harvard Negotiation Project’s methods, Mark highlights practical applications through class mediation exercises. Mark also discusses his collaboration with mediator Georgia Shaver on complex international issues, such as in Syria. He advocates for interest-based negotiation, emphasizing the importance of preparation and understanding the concept of BATNA (Best Alternative to a Negotiated Agreement).
Welcome to the NEGOTIATEx podcast! We are joined by Colonel (Ret.) Mark Graham, an educator with 26 years at the University of Maryland teaching leadership, negotiation, and conflict resolution. With 27 years in the U.S. Army Judge Advocate General’s Corps, Mark has handled complex legal challenges globally. He shares his journey from high school debater to military legal expert and educator, emphasizing the importance of professional negotiation training. Mark recounts strategic negotiations during his military service, highlighting his adaptability and expertise in managing crises. Join us to gain invaluable insights from Mark's extensive career and experiences.
In this NEGOTIATEx episode, Nolan and Aram continue their discussion with Melissa Fortunato, a retired FBI special agent. Melissa emphasizes active listening in negotiation, highlighting Stephen Covey’s principle of seeking first to understand and humorously compares negotiations with her teenage daughters to those with the Taliban. She shares strategies for silent negotiations, like using intermediaries, and discusses effective questioning and self-reflection. Melissa also addresses adapting crisis negotiation skills to business consulting, the role of mindset and rapport in high-stakes negotiations, and balancing AI integration with human connection. The episode concludes by underscoring deep learning and consistent practice in mastering negotiation skills.
In the latest episode of the NEGOTIATEx podcast, hosts Nolan and Aram are joined by Melissa Fortunato, a retired FBI special agent with over 23 years of experience. Melissa’s unique journey from a counselor and social worker to an FBI crisis negotiator is explored, highlighting her background in psychology as a valuable asset in her role. She shares insights into the complexities of her work, including a challenging kidnapping negotiation in Afghanistan. Melissa also discusses her post-FBI career as a negotiation and conflict resolution trainer and the founder of Alchemy-Team. Overall, the episode highlights the importance of patience, strategic assessment, and effective communication in successful negotiations.
In this episode of the NEGOTIATEx podcast, Coleen Gose addresses biases in professional relationships, emphasizing the need for recognition and adjustment of these often unconscious prejudices to enhance interpersonal connections. She advocates for open communication and the creation of safe spaces for dialogue, fostering a culture of acceptance and innovation. Coleen also discusses the impact of generational differences, noting the importance of understanding and resolving conflicts that may not be readily apparent but contribute to underlying team tensions. Her holistic approach includes promoting authenticity and risk-taking, which are crucial for individual growth and team success. Through such strategies, Coleen aims to build cohesive, dynamic, and effective professional environments.
In this episode of the NEGOTIATEx podcast, we’re joined by Coleen Gose, a seasoned relationship coach and professional speaker. Coleen discusses her transformation from a corporate negotiator to a coach, using her vast experience to foster better communication and relationships in both personal and professional settings. She holds degrees in law and justice, an MBA, and multiple coaching certifications, bringing a rich background to her current role. Today, Coleen will share valuable insights on enhancing interpersonal connections, her innovative “HEART” framework for relationship building, and her strategies for thriving in a post-pandemic world. Join us to explore how great connections lead to a prosperous life.
In this episode of the NEGOTIATEx podcast, Beth Bellman and Lon Moeller discuss effective negotiation strategies, emphasizing the importance of building genuine rapport and recognizing tangible and psychological interests. They advocate for thorough preparation and understanding of one's goals and suggest acknowledging past conflicts can facilitate constructive dialogues. Beth underscores the significance of maintaining personal connections and employing active listening to align parties' interests. They also address power dynamics and the value of emotional intelligence in achieving meaningful outcomes. Additionally, the guests explore the impact of technological advancements, suggesting a balanced approach to integrating AI in negotiation training to enhance but not replace essential human skills.
In this episode of the NEGOTIATEx podcast, Beth Bellman and Lon Moeller discuss effective negotiation strategies, emphasizing the importance of building genuine rapport and recognizing tangible and psychological interests. They advocate for thorough preparation and understanding of one's goals and suggest acknowledging past conflicts can facilitate constructive dialogues. Beth underscores the significance of maintaining personal connections and employing active listening to align parties' interests. They also address power dynamics and the value of emotional intelligence in achieving meaningful outcomes. Additionally, the guests explore the impact of technological advancements, suggesting a balanced approach to integrating AI in negotiation training to enhance but not replace essential human skills.
In this episode of the NEGOTIATEx podcast, hosts Aram and Nolan continue their insightful discussion with Andrew DuBrin, a distinguished professor and author renowned for his expertise in leadership. They explore the critical roles of consistent communication, thorough follow-up, and constructive feedback in effective leadership. The speakers also delve into how negotiation and conflict resolution skills are pivotal for adept management. They touch on vital topics such as ethical negotiation techniques, the importance of humility, leveraging emotional intelligence, the necessity of critical thinking, and fostering innovation. Additionally, Andrew shares his expert insights on keeping up-to-date with management trends, the complexities of authoring textbooks, and the evolving challenges in leadership.
In this episode of the NEGOTIATEx podcast, Nolan and Aram interview Andrew DuBrin, a renowned professor and author. Andrew reflects on his journey as a consultant and professor, noting the influence of his industrial psychology background. He stresses evidence-based decision-making and understanding human behavior for effective leadership and negotiation. Additionally, Andrew outlines leadership principles such as strategic thinking, interpersonal skills, and managing political behavior within organizations. He advises fostering team cohesion by setting clear goals and nurturing an inclusive environment. Lastly, Andrew discusses balancing confidence with humility and navigating crises with directive leadership, communication, and compassion.
In this episode of the NEGOTIATEx podcast, Nolan and Aram continue their conversation with Sally Foley-Lewis about being a trusted advisor and effective manager. They discuss the importance of understanding how senior leaders want information delivered and being consistent in delivering it. They also talk about the balance between assertiveness and respect in negotiations and how self-awareness plays a role in becoming a better negotiator. The hosts and Sally also discuss the challenges middle managers may face in the future, such as embracing technology and shifting from activity to outcome. Lastly, Sally emphasizes the importance of working on oneself and developing self-leadership skills to become a more effective leader.
In this episode of the NEGOTIATEx podcast, Nolan and Aram interview Sally Foley-Lewis, a leadership development expert who specializes in helping middle managers enhance their skills and authority. Sally emphasizes the importance of humor in leadership and explains how it can help individuals cope with challenges and build stronger connections with others. She also discusses the unique position of middle managers and their potential to inspire, collaborate, and influence within an organization. Additionally, Sally highlights the need for middle managers to understand their senior leaders and tailor their communication styles accordingly. She also explains the concept of the “trilogy of success” for middle managers, which involves inspiring the frontline, collaborating across the organization, and influencing upward.
In this episode of the NEGOTIATEx podcast, hosts Nolan and Aram further their engaging discussion with negotiation expert Joan Moon. They delve into how societal norms shape women’s approaches to negotiation and explore strategies for educators to foster negotiation skills in young women early in their development. The conversation also covers the common reluctance among women to negotiate and strategies for overcoming these self-imposed barriers. Joan outlines her methods for measuring the success of her training programs and underscores the critical role of mindset adjustments and psychological safety in effective coaching. Additionally, she highlights the significance of mentorship and peer networks in enhancing and supporting women’s negotiation capabilities.
In this episode of the NEGOTIATEx podcast, Joan Moon, founder of Moon Negotiation, discusses her professional journey, which focuses on training women to navigate gender bias in negotiations. She shares her experience as a teacher in the Bronx and how it led her to pursue negotiation training. Additionally, Joan highlights the demand for negotiation training among women and the prevalence of gendered issues in negotiations. She emphasizes the importance of understanding bias and its impact on negotiations and suggests strategies such as the win-win framing technique. Joan also discusses the need for organizations to focus on fixing structures and processes to overcome biases and create more equitable environments.
In this episode of the NEGOTIATEx podcast, Nolan and Aram continue their conversation with Samuel Dinnar, an entrepreneurial negotiations expert. They discuss the importance of having a trusted advisor in negotiations and the benefits of preparing and debriefing with someone who can provide a different perspective. The speakers also discuss the use of agents in negotiations and the advantages and disadvantages of working with them. Samuel emphasizes the need for entrepreneurs to take ownership of their negotiation process and suggests negotiating the process itself at the beginning of a negotiation. He also addresses the challenges of gender and cultural biases in entrepreneurial negotiations and provides strategies for handling these challenges. The episode concludes with Samuel’s advice for budding entrepreneurs, which is to keep a journal or logbook of negotiations and to make incremental progress in improving negotiation skills.
In this episode of the NEGOTIATEx podcast, Nolan and Aram interview Samuel Dinnar, an instructor at the Program on Negotiation at Harvard Law School and an engineering leadership lecturer at MIT. Samuel discusses his background as an engineer, pilot, and theater enthusiast and how these experiences have influenced his approach to negotiation. The conversation then focuses on entrepreneurial negotiation, with Dinnar sharing advice for young engineering students interested in entrepreneurship. The speakers also discuss Samuel's book, "Entrepreneurial Negotiation," which explores the complexity of entrepreneurship and the critical role of negotiation in each stage of the entrepreneurial journey. Additionally, Samuel highlights the unique challenges faced by entrepreneurs, such as managing risk and uncertainty, building authentic relationships, and avoiding common negotiation mistakes.
In this episode of the NEGOTIATEx podcast, Nolan and Aram continue their conversation with Guy Ellis, a tenured executive leader, M&A expert, and serial entrepreneur. They discuss the importance of building relationships in negotiations and how authenticity, kindness, care, grit, skill, and perseverance are key elements in both sports and negotiations. The speakers also touch on the topic of negotiating in the nonprofit sector, highlighting the challenges of aligning the goals of various stakeholders and the importance of transparent communication and education. The episode ends by Guy urging listeners to negotiate by prioritizing others' needs and to enhance active listening in both personal and business relations.
In this episode of the NEGOTIATEx podcast, Nolan and Aram interview Guy Ellis, a chartered CFO and negotiator. Guy discusses his background in negotiation and the importance of building relationships and trust in negotiations. He shares a story about a challenging M&A deal he negotiated and the key principles he applied to achieve a successful outcome. Guy also emphasizes the importance of mindset in negotiations, including collaboration, active listening, and reflection. He explains how negotiation styles may vary across different cultures and the need for preparation and understanding of cultural nuances. Finally, Guy relates his sports leadership experience to negotiation strategies, highlighting the importance of enjoying the journey and building relationships in negotiations.
In this episode of the NEGOTIATEx podcast, Nolan and Aram continue their conversation with Andy Fairie, a cognitive behavioral therapist, retired police officer, hostage crisis negotiator, and author. They discuss the importance of purpose in negotiations and how it is easy to get derailed from the core purpose. The speakers also talk about the significance of active listening and empathy in negotiations and provide tips on how to improve these skills. Additionally, Andy shares his experience of using negotiation and communication skills to reduce the effects of protest groups in Scotland. He also explains the basics of cognitive behavioral therapy (CBT) and how it can be applied in daily life to bring about sustainable change. The episode concludes with a discussion on the role of emotions in negotiations and the importance of emotional awareness.
In this episode of the NEGOTIATEx podcast, Nolan and Aram interview Andy Fairie, a former British police officer and hostage crisis negotiator. Andy shares his personal journey in negotiation and discusses the key components of the negotiation process used by the police force. He introduces his own model called SIMPLE, which stands for Stop, Introduce Yourself, Make it Possible to Listen, Know Your Purpose, Listen, and Empathize. Andy emphasizes the importance of de-escalating oneself before de-escalating others, introducing oneself to establish a personal connection, creating the conditions for effective listening, and building trust through acceptance, genuineness, and empathy. He also highlights the significance of empathy in negotiations and the power of making others feel heard and understood.
In this episode of the NEGOTIATEx podcast, Lou Carter continues the conversation with Steve Alban Tineo, CEO of Assertive Group. They discuss the conferences Steve offers for individuals seeking to improve their conflict management skills. Steve emphasizes the importance of authenticity and creating a space where people can openly be themselves. He also talks about the role of emotional intelligence in negotiations and conflict resolution, highlighting the need to understand the emotional interests behind rational arguments. Additionally, Steve shares his experiences with Vision for Peace Initiative, which aims to support children and vulnerable individuals. He also discusses his program on swimming with sharks, which focuses on overcoming fear and building resilience. The episode concludes with Steve’s advice on becoming more effective in negotiations, emphasizing the importance of humility, resilience, and taking action.
In this episode of the NEGOTIATEx podcast, Adrian Goodwin discusses her book “Twins In The City.” The book is aimed at fostering understanding for the diverse roles of law enforcement through children’s literature. The narrative showcases officers from various backgrounds engaging in community events to inspire children and educate parents. Adrian’s twins, featured in the book, have greatly embraced their roles, enhancing their public speaking skills and confidence. Adrian emphasizes the educational aspect of her work, highlighting inclusivity within law enforcement and her dedication to changing perceptions through positive engagement and empowerment. The episode also touches on Adrian’s negotiation strategies, emphasizing compassion, active listening, and a collaborative mindset in both professional and personal settings.
In this episode of the NEGOTIATEx podcast, we explore the remarkable journey and insights of Adrian Goodwin, a 19-year NYPD veteran, educator, and acclaimed author. From her formative years in an urban environment to her transition from teaching to law enforcement, Adrian’s story is one of resilience and dedication. She discusses the challenges and opportunities of being a black woman in the NYPD, emphasizing the importance of empathy, mentorship, and diversity in building effective teams. Through recounting a crisis negotiation and her approach to family disputes, Adrian showcases the universal applicability of negotiation skills. She also shares her strategies for self-regulation in high-stakes situations and the integration of real-world experiences into her academic teaching, highlighting the significance of verbal judo in conflict resolution.
In this episode of the NEGOTIATEx podcast, Rich Ramsey explores the essential role of trust in enriching personal and professional interactions. The speakers discuss trust as a cyclical force that grows through collaboration, highlighting its components: competence, sincerity, reliability, and care. They propose extending trust proactively and addressing violations constructively. The episode also covers strategies for dealing with reliability issues, the significance of autonomy in leadership development, and the impact of equine therapy on veterans through Warrior Mission Ranch. It concludes with personal reflections on applying leadership principles at home and the importance of vulnerability in building authentic connections, drawing inspiration from Bruce Springsteen.
In this episode of the NEGOTIATEx podcast we delve into the essence of authentic leadership with retired US Army Lieutenant Colonel Rich Ramsey. Rich is an experienced coach with a rich background in military and leadership development. Firstly, Rich highlights leadership as fundamentally human interactions, advocating for the importance of connecting genuinely with others and the willingness to “drop the armor” of defensiveness and ego to foster real connections. Through examples ranging from military engagements to corporate settings, Rich illustrates how dropping defensive barriers and reassessing narratives can lead to transformative leadership outcomes. He also emphasizes the role of empathy, trust, and open communication in achieving organizational success and personal growth.
In this episode of the NEGOTIATEx podcast, John Lowry delves into the critical role of empathy in negotiations. He illustrates how a deep understanding of the other party’s needs leads to creative and mutually beneficial solutions, as exemplified by a mediation case involving a Top Gun pilot. The discussion also covers the distinction between “learn-it-all” and “know-it-all” negotiators, highlighting the importance of a learning mindset for effective negotiation. Additionally, John explores strategic flexibility using game theory, the significance of preparation in negotiation outcomes, and lessons from Captain Sully’s “Miracle on the Hudson” for decision-making and problem-solving. Finally, he advises young professionals on developing negotiation skills, emphasizing its value in career advancement.
In this NEGOTIATEx podcast episode, Dr. John Lowry, president of Lowry Group, a negotiation expert and author, shares insights from his professional journey and his book “Negotiation Made Simple.” John discusses the key negotiation principles mentioned in his book, including self-management, balancing competition with cooperation, strategic first moves, empathy, and mutual satisfaction to help the listeners become better negotiators. Additionally, John advocates recognizing daily interactions as negotiation opportunities and addresses the negotiation styles of introverts and extroverts. The episode also covers strategies for dealing with uncertainty and bad faith in negotiations, highlighting the importance of strategic thinking and adaptability.
In this episode of the NEGOTIATEx podcast, Maarten van Rossum analyzes gender dynamics in workplace negotiations, noting women’s strengths like empathy and creativity and challenges such as self-diminishment due to societal norms. He advocates systemic changes over adapting to current negotiation cultures. Various negotiation tactics, the importance of relationship-building, and the impact of AI and social media are also discussed in this episode. Maarten reflects on his negotiation experiences, emphasizing understanding stakeholders, joint successes, and avoiding boasting. He outlines the negotiation cycle, stressing the need for clarity, documentation, and cooperative implementation, and offers advice for aspiring negotiators on training, self-reflection, and seeking feedback.
In this episode of the NEGOTIATEx podcast, Maarten van Rossum, an expert in Dutch and international legal frameworks, shares his journey from diplomat to master negotiator. He discusses the importance of understanding human behavior and creativity in high-level negotiations, drawing on his experiences advising Dutch leaders to corporate roles at Heineken. Additionally, Maarten emphasizes the value of a “corporate diplomat” approach in negotiations, highlighting the need for personalized strategies and deep research in cross-cultural settings. He advocates for engaging diverse stakeholder views and prioritizing negotiation over legal battles, offering insights into effective corporate and diplomatic negotiation tactics.
This episode of the NEGOTIATEx podcast features a comprehensive discussion with Mike Inman on purposeful negotiation strategies. Mike delves into the nuances of negotiation, stressing the importance of preparation, emotional intelligence, and authenticity. He distinguishes confidence from cockiness and advises on handling different negotiation tactics, including how to disarm them. The episode covers various aspects, including managing internal stakeholders, the significance of cultural understanding in global negotiations, and adapting to digital communication platforms. Mike also highlights the value of long-term collaboration over short-term gains, advocating for a mutually beneficial approach. This insightful conversation offers valuable lessons for effective negotiation in diverse contexts.
This episode of the NEGOTIATEx podcast features Mike Inman, a distinguished negotiation trainer and managing partner at Table Force. With a background in aerospace engineering, Mike transitioned from an average sales career to purchasing at General Motors, then to diverse roles in airlines, tech, and hospitality, becoming a renowned negotiation expert. He shares three key negotiation principles: effort, planning, and high expectations, emphasizing the need for preparation and aiming for exceptional outcomes. Mike’s insights extend to navigating refusals, leveraging rejections, and understanding the nuances of B2B negotiations, differentiating them from crisis situations. He also highlights the importance of emotional intelligence and authenticity, underlining how initial resistance in negotiations can lead to better deals. This episode offers a comprehensive view of Mike’s journey and expertise, providing valuable lessons for professional and personal negotiations.
In this episode of the NEGOTIATEx podcast, Lisa Sun explores the interplay of likability, competence, and gender biases in leadership, emphasizing cultural influences. She introduces four persuasion superpowers - leadership, performance, creativity, and self-sustenance - essential for personal growth. The discussion covers challenges in self-development, such as the “Satisfaction Conundrum” and the “Superhero Facade,” highlighting the importance of self-appreciation. Lisa also delves into empathy as the basis of giving and the role of specific gratitude in enhancing self-worth. Overall, the episode concludes with insights on leveraging individual strengths for team success and the significance of recognizing personal and collective achievements.
In this episode of the NEGOTIATEx podcast, Lisa Sun, author and founder of Gravitas, discusses redefining ‘gravitas’ and confidence. Growing up as a Taiwanese immigrant’s daughter in California, she overcame financial hardships and excelled academically. After a career at McKinsey and solo world travel, she founded a clothing line emphasizing body positivity. Lisa’s book, Gravitas challenges traditional concepts of confidence, focusing on inner strength and self-belief. Additionally, she introduces eight ‘superpowers’ for building confidence, including leadership, empathy, and resilience. Overall, her insights offer an inclusive perspective on confidence, emphasizing its importance beyond conventional definitions and societal expectations, especially for women.
In the latest episode of NEGOTIATEx, organizational leader and comedian Courtney Bickert recounts real-life scenarios where humor diffused tension and fostered collaboration, emphasizing the need to understand social cues and use humor authentically. The conversation explores the balance between humor and professionalism, highlighting the risks and rewards of integrating the lighter side into business contexts. Additionally, the concept of “persona” in leadership and comedy is discussed, demonstrating its potential to enhance communication and connection. An interactive “Persona Exercise” unveils the power of perception and authenticity in professional interactions.
In this episode of the NEGOTIATEx podcast, Courtney Bickert, an international development expert and stand-up comedian, delves into her multifaceted career journey. From serendipitous opportunities in international development rooted in her Russian language skills to transformative experiences in Albania 2and China, Courtney’s path is both intriguing and enlightening. A pivotal moment occurred in London, where she embraced stand-up comedy. This newfound passion led to the inception of ‘Laughing Matters,’ which focuses on integrating humor in professional settings. This episode explores the science and universality of humor, its role in conflict situations, and its dual power in self-empowerment and influencing others.
In this episode of the NEGOTIATEx podcast, Don Rossmoore, a distinguished author and organizational consultant, explores the intricacies of team communication. He emphasizes the challenges of defensiveness and miscommunication within organizations and introduces an attuned, meditative approach to listening. Drawing from personal anecdotes and his expertise, Rossmoore elaborates on balancing advocacy with empathy, maximizing meeting productivity, and addressing interruptions tactfully. The podcast dives deep into the barriers defensiveness poses to peak team performance and offers techniques to break them down. Central to Rossmoore’s guidance is the interplay of clarity, tone, self-awareness, trust, and compassion in fostering genuine dialogue.
In this enlightening episode of the NEGOTIATEx podcast, organizational consultant and yogi, Don Rossmoore, delves deep into the complexities of team communication. Drawing on decades of experience and his unique insights as a yogi, Don highlights the pervasive challenges of defensiveness and miscommunication within organizations. Additionally, he introduces a transformative approach to listening — an almost meditative state of attunement — and emphasizes the power of asking the right questions. Through anecdotes and actionable advice, Don offers listeners a roadmap to navigate team disagreements, foster genuine understanding, and ultimately achieve organizational harmony. This is a must-listen for anyone looking to elevate their communication skills.
In this episode of the NEGOTIATEx podcast, Shannon Huffman Polson, founder of The Grit Institute, delves into the essence of grit, resilience, and purpose. Drawing from her diverse experiences in the military, academia, and corporate world, Shannon introduces practical exercises to cultivate grit, emphasizing the importance of reflecting on life’s events to shape one’s future narrative. Discussing resilience, she underscores the significance of commitment, embracing failures, and fostering a growth mindset. Additionally, Shannon accentuates the role of adaptability, active listening, and understanding one’s purpose in negotiations and organizational success.
In this Veteran’s Day special edition of the NEGOTIATEx podcast, Shannon Huffman Polson, a former U.S. Army Apache helicopter pilot and author of “The Grit Factor,” discusses her unexpected journey into the military through ROTC at Duke University. She highlights the invaluable ‘make-it-happen’ mindset she acquired during her military tenure and how it bolstered her pursuits in academia, the corporate world, and nonprofit sectors. Additionally, Shannon delves into her definition of ‘grit’ as “dogged determination in difficult circumstances” and shares personal stories emphasizing its significance. The podcast touches upon challenges faced by women in male-dominated fields and the importance of genuine inclusivity in leadership roles.
In this episode of the NEGOTIATEx podcast, Keld Jensen, negotiation guru and founder of SMARTNERSHIP, discusses the universal “golden rule” of negotiations, the impact of artificial intelligence on the negotiation landscape, and the complexities of global negotiations. Keld delves into the shifting dynamics of trust in business dealings and underscores the significance of maintaining human elements in negotiations. He also explores the potential benefits and pitfalls of using AI tools like ChatGPT. The episode concludes with insights from Keld’s newest book, “Negotiation Essentials,” emphasizing the need for a comprehensive study to truly master the art of negotiation.
In this episode of the NEGOTIATEx podcast, negotiation maestro Keld Jensen unveils the intricacies of effective negotiation. Transitioning from self-assumed proficiency to recognized expertise, Keld underscores the need for treating negotiation as a distinct discipline. Additionally, he introduces his signature approach, SMARTNERSHIP, emphasizing strategy, the value of trust, clarity in negotiation rules, and a unique perspective on asymmetric value. Beyond techniques, Keld champions the pillars of strategy, meticulous preparation, unwavering integrity, and the indispensable role of trust in negotiations. Advocating for a transformative “code of conduct,” Keld’s insights challenge the conventional and elevate the importance of transparent, value-driven negotiation practices.
In this riveting episode of NEGOTIATEx, Dr. Clare Fowler serves insights on the parallels between baking and conflict resolution, the impact of humor in mediation, and the nuances of power dynamics in workplace disagreements. Exploring gender’s role in conflicts, she highlights the importance of understanding varied approaches and strengths. Clare also champions transparency and inclusivity for fair conflict resolution and urges individuals to go beyond the 50-50 mindset in relationships. From mediation pedagogy to recommended resources for professionals, this episode is a treasure trove of knowledge, concluding with a profound reflection on human nature’s dualistic desires in conflict scenarios.
In this episode of the NEGOTIATEx podcast, Dr. Clare Fowler, Executive VP of Mediate.com and an expert in dispute resolution, explores the complexities of workplace conflicts. With a rise in workplace burnout, particularly in the post-pandemic return to physical offices, Dr. Fowler highlights the importance of genuine listening and understanding in mediation. Additionally, she introduces innovative concepts from her book, “Rising Above Office Conflict,” where she characterizes common office personalities and their dynamics. Dr. Fowler’s insights advocate viewing conflicts as opportunities to deepen connections and promote effective communication. Overall, this episode is a must-listen for anyone seeking to foster a harmonious professional environment.
In this episode of the NEGOTIATEx podcast, former Scotland Yard detective, Scott Walker, delves deeper into the realities of crisis negotiations. Contrasting Hollywood’s portrayal of hijackings with real-life situations, Scott emphasizes the importance of emotional self-regulation over heroics. He underscores the vital role of empathy in negotiations, exemplified by a high-stakes pirate negotiation where active listening was pivotal. The discussion also explores the complexities of cyber extortion negotiations, the unpredictability of outcomes, and the essence of effective crisis leadership. Scott concludes by stressing the value of embracing joy in the negotiation process, emphasizing the journey over the destination.
In this episode of the NEGOTIATEx podcast, former Scotland Yard detective, Scott Walker, shares insights from his 16-years of experience in covert policing and crisis negotiations, particularly hostage situations. Additionally, he emphasizes the role of emotional intelligence in high-stakes negotiations, explaining the importance of empathy, ego regulation, and effective communication. He also offers a framework for managing emotions during crises, underscoring the significance of self-awareness and self-regulation. Delving into team dynamics, Walker highlights the challenges of internal negotiations within teams, often more complex than external ones. Lastly, he provides strategies for preparing for negotiations with difficult individuals and stresses the importance of setting boundaries, especially in non-exit scenarios like kidnappings.
In this episode of the NEGOTIATEx podcast, Natalie Costa, founder of Power Thoughts, delves into the intricate relationships between parents and children. She emphasizes understanding the underpinnings of children’s emotions, asserting that parents’ past experiences shape their reactions to their children’s behaviors. Highlighting the need for perspective shifts, Natalie stresses recognizing children’s developmental stages, especially with skills linked to prefrontal cortex maturation. Across diverse family backgrounds, she identifies common patterns and addresses the rising anxiety among children due to contemporary global challenges. Through various programs, she aims to empower parents, facilitating more effective interventions. Natalie explores strategies for managing tantrums and fostering emotional resilience in children, emphasizing the need for empathy, understanding, and patience.
In this episode of the NEGOTIATEx podcast, award-winning confidence coach, Natalie Costa, discusses the importance of emotional intelligence in children. Drawing from her extensive background both as an educator and running her foundation, Power Thoughts, Natalie emphasizes the significance of recognizing and addressing children’s emotions, especially anxiety and anger, which have seen an upsurge post-COVID. She also explores barriers parents face, the role of social media pressures, and the shared learning journey between parents and children. The conversation includes strategies such as breathing techniques, the “Name It to Tame It” approach, and the power of physical movement in processing emotions. Natalie’s insights underscore the importance of understanding and navigating the emotional complexities of childhood.
In this episode of the NEGOTIATEx podcast, Juliette Han, CFO and COO of Cambrian Bio shares insights into various aspects of leadership and communication. She emphasizes the importance of empathy and energy in presentations and highlights the art of brevity in executive memos. Discussing introverts in leadership, Juliette outlines their strengths and areas for improvement. The conversation also covers Juliette’s views on the human aspect of leadership, fostering creativity in teams, integrating academic and corporate decision-making, and her lessons learned from negotiation.
In this episode of the NEGOTIATEx podcast, Juliette Han, CFO and COO at Cambrian Bio shares insights drawn from her rich professional background, which spans academia and high-ranking positions in various organizations. Discussing the importance of negotiation, collaboration, and written communication, she outlines the challenges she faces in her current role, dealing with universities, pharma companies, and vendors. Additionally, she emphasizes the importance of the audience's understanding in effective presentations and the value of personal interaction in managing difficult conversations. Despite advancements in AI, she underlines the criticality of mastering written expression for nuanced interpersonal communication.
In this episode of the NEGOTIATEx podcast, negotiation experts Noam and Chad discuss the book, “Star Wars and Conflict Resolution,” examining negotiation strategies through the lens of Star Wars characters. They explore how deeply ingrained conflict modes such as competition, cooperation, accommodation, avoidance, and compromise are reflected in characters like Anakin Skywalker, Finn, C3PO, and Owen Lars. Through a detailed analysis of Darth Vader’s strategic choices, they demonstrate the potential to deviate from default conflict modes. They also discuss the importance of self-awareness, strategic choices, and flexibility in negotiation, offering practical exercises for those seeking to enhance their negotiation skills.
In this episode of the NEGOTIATEx podcast, Noam Ebner and Chad Austin, contributors to ‘Star Wars and Conflict Resolution,’ discuss their experiences and strategies in negotiation and conflict resolution. Drawing on personal experiences, they explore how understanding diversity, self-awareness, and shared humanity can facilitate effective negotiation. They also reveal how they leverage the Star Wars universe to engage a wider audience, making conflict resolution more accessible through popular culture.
In this episode of the NEGOTIATEx podcast, we continue our conversation with Mike Phillips, author of The Naked Negotiator. Mike delves deeper into negotiation strategies, including the influence of emotional investment in salary negotiations, the importance of making the first offer, and how to manage cross-cultural and commercial negotiations. He also highlights common negotiation mistakes and shares valuable insights on internal organizational dynamics and how one should initiate a negotiation.
We are joined today by Michael Phillips, founder and head of Phillips Consulting, a firm specializing in commercial negotiations for both public and private sector companies. With nearly 30 years of experience, Mike has worked with diverse organizations, including the NHS, local councils, and global manufacturing corporations. He has clients globally and has spent decades coaching the science of negotiation. Mike is the author of ‘The Naked Negotiator: How to Negotiate the Salary You Deserve.’
Today we continue our conversation with Valerie Alston, a performance coach, and mental strength conditioning expert. Valerie shares her insights on managing emotions, cultivating resilience, and employing physical movement for mental agility. She offers coping strategies for success-driven stress and guidance for parents of young athletes. Valerie outlines a three-step process—discover, build, apply—for continuous personal growth and development.
Valerie Alston, a performance coach, sports psychologist, and master resilience trainer for the U.S. Army, joins us this week. She shares her personal journey, career transition, and insights into mental resilience training in the military. Valerie explores the psychology of performing under stress, harnessing emotions for high performance, and the role of vulnerability and mindfulness in managing emotions. Alston’s mission is to equip individuals, especially young athletes, with the mental strength needed to succeed in life, sports, and high-pressure environments.
We are back with the second part of our conversation with John Dieffenbach, Managing Director of EY North America. John shares his wisdom on how to set the stage for successful negotiations, overcoming pressures in deal-making, and handling multi-party talks. He discusses the potential pitfalls of poor negotiation processes and the continuous nature of negotiations, even after a deal has been reached. He is a firm advocate for establishing accurate KPIs when measuring negotiation success.
Today we are joined by John Dieffenbach, a highly experienced negotiator with a fascinating career journey. Dieffenbach illuminates the integral role of communication, improvisation, humor, and a keen understanding of the negotiation context in reaching successful outcomes. He emphasizes viewing negotiation as a process of influence and adaptation rather than combat. John shares strategies for handling challenging negotiation scenarios, including walking away when necessary, and highlights the necessity of trust-building.
Dr. Linda Street continues her insightful conversation on negotiation strategies and challenges faced by physicians. She also discusses the importance of aligning physicians' requests with hospital interests, strategies to navigate common employer tactics during contract negotiations, and the need for contractual awareness when exiting toxic work environments.
Joining us today on the NEGOTIATEx podcast is Dr. Linda Street. A maternal-fetal medicine specialist, podcaster and negotiation expert, Dr. Street is also the founder and CEO of Simply Street MD. There she offers negotiation and career coaching services, assisting female physicians in negotiating better compensation packages, with the ultimate aim of closing the gender pay gap in the medical field. In this episode, she outlines strategies for confident and effective negotiation, emphasizing the importance of understanding one’s value and advocating for fair compensation. She shares three empowering steps for hospital physicians to assert their value.
This week we continue our conversation with communication and conflict expert Nicole Posner. She outlines three leadership archetypes influencing communication: people pleasers, warriors, and freshers. Additionally, she unpacks common triggers of team conflicts and presents the ‘MAP’ strategy for navigating difficult conversations. Nicole introduces us to the ‘CURIOUS’ and ‘HEART’ approaches to fostering curiosity and empathy in challenging discussions.
Joining us this week is Nicole Posner, a conflict and communication consultant who helps leaders and business owners minimize workplace conflict through effective communication practices. She offers her expertise through various mediums, including books, coaching, consulting, and training. Today Nicole shares how her journey from PR to mediation led her to coach leaders on handling difficult conversations.
We are back today with another NEGOTIATEx episode with Logan Kessler. Logan is the Engagement Leader at Vantage Partners and he works with clients to develop negotiation strategies and account management processes in various industries. Logan shares how leaders can motivate their teams for successful negotiations by establishing a norm of preparation and using methods such as role-playing and red team exercises. He also suggests making after-action reviews a regular practice at organizations.
We are excited to welcome Logan Kessler, Engagement Leader with Vantage Partners. Logan works with clients to develop negotiation strategies and account management processes in various industries such as healthcare, financial services, and manufacturing. He shares his insights on successfully helping clients transition from receiving one-time training to effectively integrating negotiation concepts into their day-to-day business operations.
This week on the NEGOTIATEx podcast, we continue our conversation with Dr. Belinda Chiu, executive coach and founder of Hummingbird Research Coaching Consulting, as she shares her insights on navigating conflict with mindfulness, self-awareness, and compassion. Belinda discusses the concept of "compassionate candor". She states that it is healthy to separate intention from impact while working through the issues in conflict resolution.
Our guest today on the NEGOTIATEx podcast is Belinda Chiu, an author, speaker, and executive coach. She is the founder of Hummingbird Research Coaching Consulting. Belinda discusses the concept of a compassion strategy, which involves centeredness and mindfulness as key components for successful leadership. Mindfulness is the foundation of the compassion strategy, and it should be used to positively impact others and the world around us.
We continue our conversation with Lousin Mehrabi, a professional negotiator, trainer, and inspirational speaker. In this episode, Lousin discusses the art of active listening. Active listening is fundamental to understanding the other party’s needs, which is why it is important to strike a balance between listening and advocating for oneself in a negotiation.
Today, we have the pleasure of hosting Lousin Mehrabi, a professional negotiator, trainer, and inspirational speaker. Lousin shares her insights on why many people have a negative connotation of negotiation and how those perspectives can be changed. She also discusses a special approach she uses while negotiating: the ABC method. It focuses on three key elements: Authority, Bio, and Capacity to remain calm.
Today we are continuing our conversation with Ian Rowe on the NEOGIATEx Podcast. Ian is a senior fellow at the American Enterprise Institute who focuses on education and upward mobility, family formation, and adoption. In this new podcast episode, we discuss how having a positive attitude towards opportunities in America can help individuals overcome barriers by shifting their belief in Agency.
Today on the NEGOTIATEx podcast are joined by Ian Rowe, a senior fellow at the American Enterprise Institute. Rowe is also the co-founder and C.E.O. of Vertex Partnership Academies, a new network of charter-based International Baccalaureate public high schools in the Bronx. In this episode, Ian illustrates the role of personal agency in empowering young people's lives. Informing young people about the F.R.E.E. framework and the success sequence can help them cultivate agency and make better life decisions.
We continue our conversation with Mark Shapiro, president and CEO of the Toronto Blue Jays. Mark gives his insights on the challenges of high-stakes negotiations in the world of sports, the evolution of a manager's role, and why leadership is synonymous with empathy, compassion and awareness. Tune in as Mark illustrates the importance of understanding alternatives and the necessity of managing expectations when negotiating with our superiors in the workplace hierarchy.
Today, Nolan and Aram interview Mark Shapiro, president and CEO of the Toronto Blue Jays. He has over 30 years of experience in baseball business and league operations. Starting his career in Cleveland, Mark held various leadership roles before becoming the team president in 2011.
Negotiation expert Prof. Dr. Kasia Jagodzinska shares her valuable insights on negotiation strategies and the importance of avoiding the ego trap in negotiations. She discusses the concept of "ego-tiations" and notes that negotiations should never be influenced by ego. Communication is a two-way street, and both parties need to actively listen and understand each other's emotions, feelings, and needs.
Prof. Dr. Kasia Jagodzinska is a negotiation expert who helps others boost their negotiation potential. She is the author of The Financial Times Guide To High Impact Negotiation, available at all major distributors. In her conversation with Aram and Nolan, Dr. Jagodzinska covers the importance of self-empowerment, the dangers of compromising, and the pros and cons of planning vs leaving certain decisions up to chance.
Scott Tillema shares his experience as a professional negotiator and former police negotiator and provides insights into the importance of negotiation skills in various aspects of life. He emphasizes the need for training in different negotiation techniques and strategies to adapt to different situations, whether in crisis negotiation or business negotiation.
Scott Tillema, co-founder and senior associate with the Negotiations Collective and an FBI-trained crisis negotiator joins us today. He is an internationally recognized practitioner, advisor, trainer, and speaker. According to Scott, effective hostage negotiation requires preparation, overcoming nervousness, and forming a connection with the hostage taker. He emphasizes that the goal is not to achieve a specific outcome but to influence the person.
Today we continue our conversation with negotiation experts and academics Naseem Khuri and Rob Wilkinson. Naseem and Rob discuss the importance of vulnerability in persuasion, the use of shared vision and leadership to overcome confirmation bias, and the limitations of presenting facts alone in negotiations. Additionally, they offer insights into the need for intentional leadership, building bridges, and working as a team.
Naseem Khuri is an adjunct assistant professor of International Relations at the Fletcher School of Law and Diplomacy. Robert Wilkinson is a teacher of negotiation and leadership at the Kennedy School of Government at Harvard University.
In today’s episode, our guests converse on conflict resolution and discuss the importance of training the brain to avoid stereotyping and prejudices, so we don't jump to negative conclusions.
Our guest today is a licensed psychologist, George Kohlrieser. George is the author of the internationally bestselling books: Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others and Raise Performance and Care to Dare: Unleashing Astonishing Potential Through Secure Base Leadership.
We continue our conversation with Kirk Kinnell, the former head of the crisis negotiation team for Police Scotland. For Kirk, a mature negotiation team should be humble and willing to learn from their mistakes. They should ensure that they have each other’s backs when they make mistakes instead of pointing fingers at each other because they are in it together.
Our guest this week is Kirk Kinnell, former head of the Hostage/Crisis Negotiation Unit for Police Scotland. Kirk shares his insights on negotiating in hostile situations and how to practice humility when listening to disagreeable or unlikeable people.
We continue our conversation with Max Bevilacqua, the Chief Negotiation Officer of Max Negotiating, a negotiation advisory and training company supporting cyber, humanitarian, and environmental negotiations. On the agenda for today are interpersonal skills, the advantages of co-training, and the challenges of training in prisons.
Max Bevilacqua is the Chief Negotiating Officer of Max Negotiating, a negotiation advisory and training company supporting cyber, humanitarian, and environmental negotiations. In today’s episode, Max tells Aram and Nolan how negotiators are born in the family unit and how negotiation training can help individuals cope with rejection sensitivity.
In today’s episode, columnist Andy Allan tells Aram and Nolan how in order to grow in life, we must have our thoughts and beliefs tested. It's important to be courageous and engage those we disagree with, so we can effectively navigate and resolve conflict.
Our guest on the show today is Andy Allan, author of the article “Five Tips to Avoid Controversial Topics At The Holiday Table.” Today’s episode delves into how you can manage conflict at the dinner table during the holidays. The perfect family doesn’t exist, so we should stop comparing ours to an idealized perfect family.
We continue our conversation with Coach Tony Blauer, founder of Blauer Tactical Systems. On the agenda today is self-awareness, critical thinking, and how critical thinking augments situational awareness, which is an absolute for both business and life.
Coach Tony Blauer has been an expert in martial arts, self-defense, and defense tactics in the combat industry for over four decades. In today’s episode, Tony tells us how anxiety can debilitate people who worry about how they are received or perceived. He explains how building self-awareness can prevent one from going into the fear loop, and avoid making hasty decisions.
We are back with another NEGOTIATEx episode featuring Major Travis Cyphers, an Army officer and the West Point Negotiation Project director. Major Travis explains how negotiation is a process that can be learned and improved. Preparation and empathy can go a long way to equip young leaders to tackle difficult problems.
Our guest today is Major Travis Cyphers, the current West Point Negotiation Project director. As the director, Major Travis aims to enhance the ability of military leaders to negotiate in complex and challenging situations during war and peace.
Disclaimer: All views expressed on this episode are those of Travis and not the US army.
Today we continue our conversation with Sara Laschever, a leading authority on the challenges women face in the workplace. Sara shares the positive and negative effects of the post-pandemic economy on how women approach negotiations.
On the 50th episode of the NEGOTIATEx Podcast, we are joined by Sara Laschever, a leading authority on the challenges women face in the workplace. Sara shares research with Aram and Nolan that shows how women negotiating together reach better agreements than men due to better overall communication. Essentially, women are more focused on finding a win-win solution where everybody comes out in a better position than they were going in.
In today’s episode, Dr. Joshua Weiss deliberates on creativity with Aram and Nolan and how it can help to challenge power dynamics in a negotiation. They also discuss how good relationships and technology can be valuable during negotiations.
Dr. Joshua Weiss is the co-founder of the Global Negotiation Initiative at Harvard University, and a senior fellow at the Harvard Negotiation Project. In today’s episode, Dr. Weiss talks to Aram and Nolan about how storytelling is a very handy leadership and negotiation skill, and how compromise should always be a measure of last resort.
Today we are back with Part B of our conversation with Jay Payleitner, the author of Don't Take The Bait To Escalate: Conflict is Inevitable, Being A Jerk Is Optional. Jay talks about how using humor can go a long way in de-escalating conflict, why you should be a friend and a mentor to your counterpart, and match your emotions to build interpersonal relationships.
On today’s episode, Jay Payleitner talks to our co-hosts Nolan Martin and Aram Donigian about how to de-escalate conflicts. Jay's the author of "Don’t Take the Bait to Escalate: Conflict Is Inevitable. Being a Jerk Is Optional." He suggests that contrary to popular belief, conflict is actually a good thing because it makes companies improve their products and makes people dig deep!
We continue our conversation with Dr. Kenneth Dekleva, a psychiatrist and a senior fellow at the George H.W. Bush foundation for US-China relations. On today’s episode, Dr. Dekleva shares how he influences people to do things they don’t want to do, the role of words in a high-stake negotiation, and the importance of preparation and soft skills in complex negotiations.
This week we are joined by Dr. Kenneth Dekleva. He is a psychiatrist with decades of experience as a diplomat and regional medical officer with the US Department of State. Dr. Ken claims psychologists and psychiatrists are not supposed to be negotiators for various ethical reasons. However, his observations over the years suggest that a good negotiator should always be humane and curious about people
We continue our conversation with Mark Raffan of Negotiations Ninja. Mark is a procurement veteran, speaker, entrepreneur, and well-renowned negotiation expert. On today’s episode, Mark talks to Nolan and Aram about how negotiation training is crucial for organizations as they allow leaders to know whether or not their team has the right skill sets and a unified methodology.
Joining us on the show this week is Mark Raffan, the Negotiations Ninja! Mark is an entrepreneur, procurement veteran, speaker, and well-renowned negotiation expert. On the agenda today are the core concepts laid out in Mark's ebook, "The Four Foundations Of Negotiations Success".
On today’s episode, a continuation from our last conversation with her, Julia Ewert talks to Aram and Nolan about the importance that preparation and practice hold in order for one to become a “Ninja Negotiator”. A prominent sales and negotiation expert from Australia, Julia has worked with several companies from around the globe and helped them develop practical and effective sales and business strategies.
This week, we are excited to have Julia Ewert on the show who is often referred to as “The Negotiator” by many in her circle. A prominent negotiation and sales expert, Julia has worked with some of the biggest companies from around the globe, helping them develop effective and practical sales and business strategies to achieve their goals.
Brian Ahearn, the Chief Influence Officer at Influence PEOPLE returns to the show as we continue where we left off with the Seven Principles of Persuasion. Tune in as Brian shares his personal experiences with unethical influencers, his biggest failure to date (paying an extra $5 every month for 5 years on his car), and how his family uses his principles against him.
This week our guest is Brian Ahearn, the Chief Influence Officer at Influence PEOPLE. Brian is an international trainer, TEDx presenter and consultant, and specializes in applying the science of influence in everyday business solutions. Tune in as we discuss what the principles of persuasion are and why they should be an important part of a negotiator's toolkit.
We continue our conversation today with Andy Prisco, founder of Jumpstart Mastery. On today's agenda is the National Anger Management Association, tackling domestic violence using Jungian Shadow Work and applying mental health crisis tools to identify and prevent mass shootings.
Joining us today is Andy Prisco, the founder of Jumpstart Mastery, a network of public safety, behavioral health professionals who share a common interest in reducing episodes of anger, aggression and violence. Andy is also the founder of the psychiatric emergency response team program for the state of Washington’s care and services system.
We continue our conversation with Hal Abramson, full-time faculty at Tuoro Law School. Your hosts and Hal discuss what negotiators can learn from Nelson Mandela, why understanding interests are key, and good negotiation practices on this episode.
Today we introduce an old friend of Aram, Mr. Hal Abramson: a great thought leader and a skilled practitioner. Hal is a full-time faculty at the Touro Law Center based in New York where he has taught, trained, arbitrated, and mediated while publishing acclaimed books and articles on negotiation.
We continue our conversation with J.B. Andreassi, co-owner of Andreassi Development and a Nest Seekers luxury real estate agent. Today, J.B. shares more stories on how he embarked on his negotiation journey and the difficulties he faced as he improved his emotional awareness.
Our guest this week is J.B. Andreassi, co-owner of Andreassi Development and a realtor who listeners might recognize from the Discovery Plus show “Selling The Hamptons”.
As a real estate advisor and developer, J.B. 's guiding principles are trust, diligence and accountability, and those are the mottos that he lives by as he negotiates on behalf of his clients.
This week we continue our conversation with Gary Ortiz, global sourcing manager at Sonos Inc. From ship cost analysis to finding creative solutions to seemingly insurmountable problems, Gary gives us an insight to negotiating on the cutting edge of the tech industry.
How does negotiation work in the tech industry? Gary Ortiz, global sourcing manager at Sonos, shares insights from his training and experience as a business expert, an engineer and a negotiator who combines these diverse skills.
Today our hosts tackle Network Mapping, or the study of the physical connectivity of networks. As a military strategist or a business strategist, in the end it’s all about mapping a good analysis of the people they have to engage with.
On today's episode Nolan and Aram tackle expectation setting and why understanding your motivations as well as your clients' can help you create win-win situations for all parties involved. Looking at any negotiation from different angles can help gain valuable insights.
This week, we continue where we left off last time in our conversation with Coach Andy Riise. Andy works as a mentality coach for professional sports teams and corporate leaders, and one of the key areas of his focus is on increasing introspection and managing negative perceptions to mitigate biases. Join us as we learn how we can employ psychological resilience to up our game as negotiators.
This week, your hosts are joined by Coach Andy Riise, an expert in leadership and the psychology of resilience in elite performance. A presidential leadership scholar and a member of the American Psychological Association, Andy spent over 20 years in the military leading soldiers in a variety of overseas combat operations.
This week we continue our conversation with Gary Noesner, the former chief of the FBI's crisis negotiation unit. Gary walks us through the steps and principles of the negotiation training he instituted at the FBI and the many challenges he faced along the way. From developing one's ability to empathize with a perpetrator to the importance of teamwork, join us as we learn from one of the original masters of the game.
This week on NEGOTIATEx, we delve into the world of negotiations in law enforcement with Gary Noesner. Given his experience as a prolific FBI negotiator in high-stakes situations, Gary was able to share some very crucial and insightful lessons with Aram and Nolan over the course of this discussion.
Our guest this week is Mike Farag, the CEO and Chief Strategist of Fervor Marketing. Through Fervor, Mike fulfills his passion for serving brands at the intersection of faith and business. Marketing is all about understanding an audience and connecting a message to that audience. Any negotiation at its inception, starts from the same principle; understanding the needs of one’s counterparts.
Aram and Nolan continue their conversation with Mala Subramaniam, a corporate speaker, executive coach, published author and cross-cultural trainer who offers a blend of Eastern and Western philosophies for negotiations. Today they discuss gender and culture specific negotiation questions.
Aram and Nolan are joined by Mala Subramaniam, a corporate speaker, executive coach, and cross-cultural trainer who offers a blend of Eastern and Western philosophies for negotiations. On today’s agenda is Mala’s professional journey from a corporate leader to becoming a negotiations expert and coach; as well as an introduction to the key concepts explored in her book.
This week, we continue our conversation with Moshe Cohen, founder of The Negotiating Table, and senior lecturer at Boston University’s Questrom School of Business. From conflict resolution models to negotiating with bullies, Moshe and the team cover a lot on this episode so tune in!
This week your hosts welcome Moshe Cohen, a senior lecturer at Boston University’s Questrom School of Business. Moshe has been teaching negotiation and conflict resolution since 1995 and has also authored two books, one of which is the subject of today's discussion. Collywobbles or how to negotiate when you are nervous.
We are back with Part B of our conversation with Bryan Rodriguez, Co-Founder of PCS Colorado – The Lana Rodriguez Group. Tune in to find out how Bryan used his negotiations training to build his and his wife’s successful real estate business and how negotiations played a role in him closing a $25m hotel in Colorado!
This week on NEGOTIATEx, we tackle the most burning issue at the forefront- the ongoing Ukraine and Russia conflict. Nolan and Aram speak to Arthur G. Martirosyan, a Yale graduate and international relations expert with more than two decades of experience in the field of strategic dialogue design and implementation.
We often believe real estate transactions are solely a process of concessions, however, the “Principled Agent” can dig into deals to identify interests and create options. Nolan and Aram's guest today is once such principled agent, Bryan Rodriguez. Tune in as Bryan discusses his journey from the military to negotiating on behalf of clients in the real estate sector.
Nolan and Aram continue their conversation with guest Julie Salganik, a leadership coach and sage communicator within the world of negotiations. She’s also the Managing Principal of Avance Global Consulting. On the agenda is the distinct negotiation patterns Julie has encountered in cross-cultural settings.
This week on NEGOTIATEx, Aram and Nolan discuss the very real possibilities of self sabotaging your own success in negotiations with Julie Salganik, the Managing Principal of Avance Global Consulting and a leadership coach with over 20 years of experience under her belt. Throughout her stellar career, she has successfully guided leaders (who often perform negotiations under high pressure situations) to overcome their self-defeating behaviors and deliver exceptional results.
Aram and Nolan’s returning guest today is Joe Bubman, founder and Executive Director of Urban Rural Action (UR Action). Last week they touched upon the importance of reworking strategies when using negotiations to develop understanding through UR Action’s unique framework. This week, we continue that dialogue with Joe on careful listening and community engagement to create impact.
Aram and Nolan’s guest this week is Joe Bubman, founder and Executive Director of Urban Rural Action. He has extensive negotiating experience in the corporate, governmental, and nonprofit arenas.
Nolan and Aram answer another listener’s question in today’s episode: How do you approach instant negotiations with little notice? Is effective preparation even possible on the fly?
Nolan and Aram have another listener-submitted question to answer: How do you know when you’ve reached ideal outcomes for negotiations? What are the indicators? Tune in as our team illuminates the process of determining the desired result.
On the first episode of the NEGOTIATEx podcast for 2022, Nolan and Aram discuss the trickiest of negotiation questions: What to do when a breakdown occurs after an agreement has already been reached? While it may be tempting to react, we take a look at why it may not lead to the best outcome.
On this special Veteran's Day edition of the NEGOTIATEx Podcast, Nolan shares how training to become a better negotiator changed him, both personally and professionally. From learning the ropes to handling subordinates, it’s a rare glimpse behind the curtain.
The NEGOTIATEx team is discussing the pros and cons of the Zone of Possible Agreement (ZOPA). The concept is popular, for better or worse, today.
However, what happens when your ZOPA and the other party’s don’t immediately intersect?
This week on the NEGOTIATEx podcast, Aram has taken time out of his busy professional schedule to list out his must-reads. In other words, he’s highlighting the books that you, as a negotiator need most to be successful.
You’ve probably heard the term “IQ,” but do you know your EQ? The NEGOTIATEx team’s focus today is emotional intelligence. Whether in business or in life, your EQ will affect your results at the negotiation table.
This time on the NEGOTIATEx podcast, the team is focused on the differences between mediation and negotiation. In life and business, you’re likely to be involved in both.
This week on the NEGOTIATEx podcast, Aram and Nolan are focused on company reorganizations. In the Covid19 era, supply chain issues are forcing new approaches left and right. That's why it's so important now to use one's leadership skills to adapt to the changing climate.
Our returning special guest is Mike Baker, a retired LAPD SWAT Crisis Negotiation Team Officer. Continuing the conversation from last week, your NEGOTIATEx team explores the power of review and the importance of asking "Why" during a high stakes negotiation.
Mike Baker, a former LAPD SWAT team officer joins your NEGOTIATEx team this week. His skills and attitude have brought ample success, but it didn’t start out that way. Join Aram and Nolan as they learn from Mike what it takes to be a high stakes negotiator.
Your NEGOTIATEx team has a special guest this week. Luke Hutchison is an original fellow of the Negotiation program at West Point and is the co-founder of Perfect Venue. Today, he’s sharing how those lessons have helped him in the military, business, and beyond.
It’s not always easy getting people into an effective negotiator’s mindset. In fact, there are multiple moving parts in play. This episode will discuss how to foster a negotiations culture.
Today’s topic is conflict transformation. Nolan and Aram discuss how you can address friction productively. It might be hard to believe but sometimes, conflict can lead to good things.
The human tragedy unfolding in Afghanistan is affecting us deeply at NEGOTIATEx. Aram and Nolan have a personal connection to the land and it's people. That is why this week, they have decided to forgo the usual format to have a frank discussion about the relationships they made over there.
A student of Aram’s recently shared how shrewd negotiating helped him get better pay. In fact, the resulting raise more than doubled his pay. That is why this week, your NEGOTIATEx team is talking about the do's and don'ts of negotiating for a pay raise.
Have you ever gotten an ultimatum from across a negotiating table. If the demand is unreasonable, should you leave the negotiation? How do you respond to arbitrary communication attempts? Your NEGOTIATEx team is answering questions like these from a listener.
A listener asks, “Is it feasible or good for you to reach an outcome (solely) for the purpose of hopefully getting something better down the road?” Apparently, they’ve agreed to something, surrendering their own benefit in the process. Does this approach work? Is it generally a good idea? Your NEGOTIATEx team has the answers.
Teamwork doesn’t always happen automatically. Sometimes even gathering the best combination of coworkers without an agenda creates chaos. That's why Nolan and Aram are exploring the multiple facets of a team negotiation this week.
Aram and Nolan are focused on cross-cultural negotiation today. Culture often determines what someone hears. This happens regardless of what you meant to say. Similarly, it impacts how we work together to solve problems. Even transferring from one department to another within a company can be cross-cultural. Regardless of your circumstances, the NEGOTIATEx team has steps to help you excel.
Aram and Nolan are discussing multiparty negotiations today. These can be internal or external negotiations. Whether you’re managing 3 people or 300, the situation gets complex fast. Our hosts break down the process so that everyone is consulted, respected and heard.
This week on the NEGOTIATEx Podcast, Aram and Nolan discuss managing working relationships. This may sound simple but the reality is that a lot of people aren’t sure how to do it well. As a result, bridges get burnt and negotiations fail.
Aram and Nolan tackle a listener-submitted question today: A former student of Aram’s has proposed an operations redesign. Unfortunately, however, her supervisor is resistant. How should she handle it?
Many negotiators operate from comfortable chairs at calm tables. However, you won’t elevate your influence by focusing on the easy times, alone: Are you prepared to handle unfriendly situations?
Nolan and Aram recount their experience on and off the battlefield in this edition of the NEGOTIATEx podcast.
What happens if you find yourself negotiating with someone who’s aggressively obnoxious? How do you handle mean or selfishness counterparts?
In this edition of the NEGOTIATEx podcast, Nolan and Aram share insights on working with the unhelpful.
In our previous episode, Nolan and Aram discussed the 7-Elements of Negotiation: Relationship, Communication, Interests, Options, Legitimacy, Alternatives, and Commitment. You can use these in varying systems of negotiation.
However, some choices will bring more value to clients than others. That’s why this episode is about selecting your best.
On this episode of The NEGOTIATEx Podcast, our hosts explain the importance of having the right mindset when approaching a negotiation.
On the very first NEGOTIATEx podcast episode, we are introduced to our hosts Nolan Martin and Aram Donigian. Nolan is an alumnus of the United States Military Academy, where he learned the negotiation skills that would help him to achieve goals throughout his military career. Aram is a Senior Affiliated Trainer with Vantage Partners: He works with Fortune 500 companies on real-world negotiations.