Shows
NEGOTIATExEpisode 19: Crisis Negotiation Skills Every Leader Needs | Negotiate X in RewindIn Episode 19, retired SWAT hostage negotiator Scott Tillema joins Nolan and Aram to share the crisis negotiation skills every leader needs. He explains how understanding, timing, delivery, and respect form the foundation of influence in high-pressure situations. Scott shows why leadership improves when connection becomes the goal and ego moves aside. He discusses the value of patient listening, the importance of emotional awareness, and the impact of intentional communication. His insights reveal how crisis-tested skills can help leaders guide teams, reduce conflict, and build trust in daily interactions across professional and personal settings.
2025-11-2010 min
NEGOTIATExEpisode 18: Military Lessons on Leadership and Negotiation | Negotiate X in RewindIn Episode 18, Travis Cyphers, instructor at the United States Military Academy at West Point, joins Nolan Martin and Aram Donigian for a powerful discussion. He explains how leadership and negotiation are deeply connected, each grounded in empathy, trust, and understanding. Drawing on his teaching experience, Travis shares how recognizing people's motivations and perspectives helps leaders build consensus and influence effectively. From leading upward to mentoring future officers, he reveals how communication and collaboration drive stronger outcomes across missions, organizations, and everyday relationships.
2025-11-1310 min
NEGOTIATExEpisode 17: Leading with Compassion & Purposeful Play | Negotiate X in RewindIn Episode 17, Leading with Compassion & Purposeful Play, hosts Nolan Martin and Aram Donigian speak with Belinda Chiu, founder of Hummingbird, about redefining leadership through compassion, mindfulness, and intentional play. Belinda explains how centeredness helps leaders make wiser decisions, and why purposeful play unlocks creativity and resilience. By combining neuroscience with humanity, she shows that leadership isn't about control—it's about connection, curiosity, and courage. Through compassion in action and playful experimentation, leaders can build trust, manage chaos, and create environments where people and ideas thrive together.
2025-11-0611 min
NEGOTIATExEpisode 16: Mastering Difficult Conversations in Leadership | Negotiate X in RewindIn Episode 16 of Negotiate X in Rewind, hosts Aram Donigian and Nolan Martin speak with leadership coach Nicole Posner about mastering difficult conversations in leadership. Nicole breaks down the three leadership archetypes—the People Pleaser, Warrior, and Fresher—and reveals how each affects communication. She also explains the dangers of untested assumptions and introduces her MAP framework: Manage your mindset, know what to Achieve, and Plan ahead. By preparing intentionally and communicating with empathy, leaders can transform conflict into connection and guide their teams through challenging discussions with confidence and purpose.
2025-10-3008 min
NEGOTIATExEpisode 15: Rules for Effective Negotiation | Negotiate X in RewindIn Episode 15 of Negotiate X in Rewind, Nolan Martin and Aram Donigian welcome Mala Subramaniam to explore the rules for effective negotiation. Blending business insight with Eastern philosophy, Mala explains how alignment, empathy, and mindset turn conflict into collaboration. She emphasizes focusing on the problem, not the person; asking "what" instead of "who"; and visualizing success to build trust and creativity. Through relatable stories and practical guidance, Mala shows how credibility, composure, and connection transform negotiations into opportunities for genuine partnership and growth.
2025-10-2312 min
NEGOTIATExEpisode 14: Uncovering Interests in Negotiation | Negotiate X in RewindIn Episode 14 of Negotiate X in Rewind, hosts Nolan Martin and Aram Donigian explore the art of uncovering interests in negotiation and why it's essential for lasting success. They break down how identifying both organizational and individual motivations—beyond surface-level positions—leads to stronger collaboration and smarter outcomes. Using real-world examples, they illustrate how strategic, operational, and personal goals intertwine in every deal. From managing risks and relationships to understanding human needs through Maslow's hierarchy, the episode reveals how empathy and curiosity transform negotiations into meaningful, mutually beneficial problem-solving conversations rather than positional battles.
2025-10-1609 min
NEGOTIATExEpisode 13: Trust, Strategy & the Science of Negotiation | Negotiate X in RewindIn this episode of Negotiate X in Rewind, hosts Aram Donigian and Nolan Martin sit down with negotiation strategist Keld Jensen to explore the intersection of Trust, Strategy & the Science of Negotiation. Keld reveals why negotiation isn't instinct—it's a learned discipline grounded in research and structure. Additionally, he introduces his SMARTnership approach, explaining how trust, clear strategy, and measurable value creation transform deals into true collaborations. From redefining partnership to using data-driven insights that uncover hidden value, this episode challenges professionals to approach negotiation scientifically—balancing analytical rigor with human connection for lasting results.
2025-10-0910 min
NEGOTIATExEpisode 12: How Humor Eases Negotiations | Negotiate X in RewindIn Episode 12 of Negotiate X in Rewind, organizational leader and stand-up comedian Courtney Bickert joins hosts Nolan Martin and Aram Donigian to reveal how humor eases negotiations. She explains the science behind laughter, showing how it reduces stress, sparks creativity, and strengthens bonds that foster collaboration. Courtney also shares practical tips on setting a positive tone, using humor authentically, and finding the right moments to lighten the mood. Through stories from corporate retreats to tense international encounters, she demonstrates that humor is more than entertainment—it is a powerful tool for trust, connection, and successful outcomes.
2025-10-0213 min
NEGOTIATExEpisode 11: Mastering Constructive Disagreement in Negotiation | Negotiate X in RewindEpisode 11 of the Negotiate X in Rewind series brings Robert Wilkinson and Naseem Khuri into conversation with Aram Donigian and Nolan Martin to unpack the art of mastering constructive disagreement in negotiation. The guests explain why conflict is inevitable but not inherently destructive, emphasizing that leaders must learn to distinguish between harmful struggles and productive tensions. Additionally, they highlight the importance of slowing down before reacting, knowing when to provoke debate versus building unity, and modeling conflict skills at home and in professional life. This episode demonstrates how constructive disagreement fuels growth, innovation, and stronger connections.
2025-09-2511 min
NEGOTIATExEpisode 10: The Secret to Overcoming Resistance in Negotiations | Negotiate X in RewindEpisode 10 of the Negotiate X in Rewind series addresses a listener's question on stalled projects and pushback from supervisors. Nolan Martin and Aram Donigian explore the secret to overcoming resistance in negotiations, showing why success comes from stepping into the other party's shoes. They discuss why resistance often makes sense from the other side's perspective, how to uncover hidden concerns, and why listening and inquiry are more effective than debating. With practical models like the Ladder of Inference, the episode highlights how negotiators can reframe "no" into dialogue, build trust, and transform resistance into collaborative agreement.
2025-09-1809 min
NEGOTIATExEpisode 9: Balancing Relationships & Substance For Effective Negotiation | Negotiate X in RewindEpisode 9 of the Negotiate X in Rewind series explores one of the most common traps in negotiation: the belief that relationships and results must be traded off. Nolan and Aram explain why balancing relationships & substance for effective negotiation is not a compromise, but a discipline. They unpack why common tactics—like small talk, buying trust with concessions, or ignoring emotions—backfire. Instead, they advocate for unconditionally constructive strategies that combine respect, empathy, and problem-solving. Through practical stories and examples, this episode demonstrates how negotiators can achieve durable results while strengthening trust and connection at the same time.
2025-09-1113 min
NEGOTIATExEpisode 7: The Interplay of Mind, Body, and Voice in Effective Communication | Negotiate X in RewindEpisode 7 of the Negotiate X in Rewind series features Don Rossmoore in a powerful discussion on The Interplay of Mind, Body, and Voice in Effective Communication. Don explains how leaders can prepare for tough conversations by clarifying their message, anticipating reactions, and approaching discussions calmly. He emphasizes the importance of compassion, encouraging leaders to imagine how their words sound from the listener's perspective. From building trust in teams to staying focused in virtual settings, Don offers practical advice for fostering connection. His insights reveal that mastering communication requires practice, empathy, and alignment of mind and body.
2025-08-2807 min
NEGOTIATExEpisode 6: Top Negotiation Tips: Solving Problems with Creativity & Empathy | Negotiate X in RewindEpisode 6 of Negotiate X in Rewind brings John Lowry, President of The Lowry Group, into focus as he shares top negotiation tips that transform everyday conversations into opportunities for stronger outcomes. John explains how negotiation is not just a transactional skill but a strategic communication process central to professional success. He highlights why internal negotiations can be more challenging than external ones, and how both introverts and extroverts can leverage their natural strengths at the table. By weaving empathy, creativity, and problem-solving together, John shows that great negotiators focus on solutions that satisfy all sides....
2025-08-2109 min
NEGOTIATExEpisode 5: The Mind Power of Empathy | Negotiate X in RewindIn Episode 5 of the Negotiate X in Rewind series, The Mind Power of Empathy, Andy Fairie reveals how empathy and active listening can reshape conversations, build trust, and ease tension. He explains the difference between sympathy and empathy, sharing practical ways to develop emotional awareness through labeling emotions, practicing with people you disagree with, and expanding your vocabulary. From his work with protest groups in Scotland to his insights as a CBT therapist, Andy shows how self-awareness and small communication shifts can transform interactions. This episode offers real, actionable strategies to strengthen empathy in both li...
2025-08-1416 min
NEGOTIATExEpisode 4: Real Stories of Negotiation in Life and Work | Negotiate X in RewindIn Episode 4 of the Negotiate X in Rewind series, real stories of negotiation in life and work take center stage. Gary Ortiz and J.B. Andreassi share honest examples from their professional and personal experiences, revealing how trust, communication, and strategy shape outcomes. From navigating internal dynamics in technical teams to managing subcontractors and clients on job sites, they show that negotiation is not limited to formal deals. It happens in everyday moments that matter. This episode offers practical insight into how influence is earned, relationships are built, and decisions are guided through effective negotiation....
2025-08-0708 min
NEGOTIATExEpisode 3: Mastering Crisis Management & Communication | Negotiate X in RewindIn this episode of Negotiate X in Rewind, we revisit powerful insights on crisis management and communication from Michael Baker and Kenneth Dekleva. Michael emphasizes that crises are deeply personal and must be understood from the other person's perspective. He highlights the power of active listening to uncover root causes rather than addressing surface-level issues. Kenneth shares real-world experiences from hostage negotiations, illustrating why flexibility, patience, and human-centered solutions are vital in complex, high-stakes situations. Together, they reveal how prioritizing empathy over rigid protocols can build trust, protect victims from further harm, and ultimately lead to better o...
2025-07-3108 min
NEGOTIATExEpisode 2: How to Negotiate a Raise Like a Pro | Negotiate X in RewindIn episode 2 of the Negotiate X in Rewind series, Nolan and Aram explore how to negotiate a raise like a pro through real-world stories and practical strategies. They discuss the importance of building strong relationships, understanding mutual interests, and communicating transparently. Listeners learn why negotiation is not always necessary, how to assess their true value, and what creative solutions employers can offer when budgets are tight. Whether you are seeking a raise or managing compensation, this episode provides clear, actionable advice to help you approach salary conversations confidently, purposefully, and professionally.
2025-07-2409 min
NEGOTIATExEpisode 1: Negotiating With Confidence: From Inner Barriers To Bigger Outcomes | Negotiate X in RewindIn this episode of the Negotiate X in Rewind, we explore what it truly means to negotiate confidently. Experts Moshe Cohen, Julie Salganik, Aram Donigian, Nolan Martin, and Sara Laschever explore the emotional and psychological barriers that often hold people back, even when they have the right tools. From managing fear and reframing self-doubt to navigating salary discussions and confronting systemic bias, the conversation shows that confidence is both an internal mindset and a strategic skill. Listeners will gain practical insights into self-advocacy, emotional preparation, and recognizing when change must come from the system, not just the i...
2025-07-1710 min
NEGOTIATEx119 B: Rethinking Power In Negotiation Across Roles & Industries | With Jonathan HughesIn this episode of the Negotiate X Podcast, Jonathan Hughes explores the dynamics of power in negotiation across business, military, and government contexts. He unpacks how empathy, legitimacy, and human behavior shape influence more than authority or force. The conversation dives into internal vs. external negotiations, managing up with humility, and why internal alignment often feels harder than dealing with outsiders. Jon also reflects on how teaching deepens leadership and emphasizes that aggression often stems from fear, not strength. His insights offer a powerful reminder: effective negotiation is not about control, but about understanding, connection, an...
2025-07-0326 min
NEGOTIATEx119 A: Collaborative Conflict Resolution In High-Stakes Consulting | With Jonathan HughesIn this episode of the Negotiate X Podcast, Jonathan Hughes, a global consulting leader at BDO USA, shares insights from over 30 years of experience in strategy, innovation, and supply transformation. He explores how collaborative conflict resolution transforms high-stakes negotiations, strengthens partnerships, and fuels innovation. Jon emphasizes the importance of empathy, curiosity, and understanding the people behind business decisions. He also cautions against overreliance on technology in supply chains, advocating for a balanced approach that combines competitive pressure with long-term trust. His insights offer a practical, human-centered framework for navigating complexity in today's fast-evolving business environment....
2025-06-2622 min
NEGOTIATEx118 B: Negotiation Preparation: The Key To Sales, Trust & Value | With David ChapnickThis 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 practi...
2025-06-1927 min
NEGOTIATEx118 A: How Strategic Alignment Transforms Sales & Negotiations | With David ChapnickIn 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 ou...
2025-06-1225 min
NEGOTIATEx117 B: Accept Failure To Grow Into A Better Negotiator | With Dr. Joshua WeissThis 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, an...
2025-06-0528 min
NEGOTIATEx117 A: Embracing Failure To Fuel Negotiation Growth| With Dr. Joshua WeissIn 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.
2025-05-2929 min
NEGOTIATEx116 B: A Guide To Negotiation Mastery & Conflict Resolution In 2025 | With Fred E. JandtIn 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 action...
2025-05-2217 min
NEGOTIATEx116 A: Using Negotiation & Mediation Skills To Resolve Conflict | With Fred E. JandtIn 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 disput...
2025-05-1519 min
NEGOTIATEx115 B: A Leader's Guide To Mastering Critical Conversations | With Chris WongIn 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 cl...
2025-05-0821 min
NEGOTIATEx115 A: Navigating Difficult Conversations: A Leadership Masterclass | With Chris WongIn 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...
2025-05-0121 min
NEGOTIATEx114 B: Storytelling Techniques For Authentic Delivery & Lasting Impact | With Simon BrooksIn 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 b...
2025-04-2423 min
NEGOTIATEx114 A: How To Be A Good Storyteller Using Timeless Techniques | With Simon BrooksIn 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 d...
2025-04-1721 min
NEGOTIATEx113 B: Negotiation Skills For Managing Crises, Building Trust & Influencing Outcomes | With Seth FreemanIn 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.
2025-04-1025 min
NEGOTIATEx113 A: Top Negotiation Strategies To Help You Win | With Seth FreemanIn 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 dis...
2025-04-0327 min
NEGOTIATEx112 B: Fundamentals Of Impactful Public Speaking & Speechwriting | With Terry SzuplatIn 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.
2025-03-2722 min
NEGOTIATEx112 A: Lessons In Public Speaking From A Presidential Speechwriter | With Terry SzuplatIn 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.
2025-03-2020 min
NEGOTIATEx111 B: Emotional Intelligence Habits To Navigate Diplomatic Negotiations | With Mickey BergmanIn 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.
2025-03-1324 min
NEGOTIATEx111 A: Insights Into High-Stakes Hostage Negotiations | With Mickey BergmanIn 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 ro...
2025-03-0623 min
NEGOTIATEx110 B: Navigating Conflict Through Collaborative Negotiation | With Susan RainesIn 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 ch...
2025-02-2722 min
NEGOTIATEx110 A: A Guide To Developing Conflict Management Skills For Managers | With Susan RainesIn 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 c...
2025-02-2028 min
NEGOTIATEx109 A: Strategic Approaches To Global Diplomacy And Negotiation Challenges | With Stuart E. EizenstatIn 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.
2025-02-1326 min
NEGOTIATEx109 A: Diplomacy Skills To Move Mountains | With Stuart E. EizenstatIn 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.
2025-02-0625 min
NEGOTIATEx108 B: Impression Management: Key Strategies For Self-Awareness & Influence | With Övül SezerIn 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.
2025-01-3024 min
NEGOTIATEx108 A: Navigating The Nuances Of Impression Management | With Övül SezerIn 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.
2025-01-2321 min
NEGOTIATEx107 B: The Negotiator's Edge From The Battlefield To Boardroom | With Jeff WeissIn 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 m...
2025-01-1627 min
NEGOTIATEx107 A: Unlocking Success Through Strategic Negotiations | With Jeff WeissThis 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 ne...
2025-01-0929 min
NEGOTIATEx106 B: Rewire Your Mind: Unlearning And Exploring Alternative Ways To Think | With Sakshi Arora & Ashna SikriWelcome 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.
2025-01-0224 min
NEGOTIATEx106 A: Strategies On How To Prevent Employee Burnout | With Sakshi Arora & Ashna SikriIn 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.
2024-12-2628 min
NEGOTIATEx105 B: Transforming Workplaces With The Leadership Secrets Of Santa Claus | With Lenn MillbowerIn 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...
2024-12-1922 min
NEGOTIATEx105 A: Harnessing Creative Strategies For Enhanced Organizational Performance | With Lenn MillbowerThis 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...
2024-12-1224 min
NEGOTIATEx104 B: Empowering Authenticity & Managing Bias In Negotiations | With Damali PetermanIn 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...
2024-12-0535 min
NEGOTIATEx104 A: Achieving Negotiation Success with Cultural & Emotional Awareness | With Damali PetermanIn 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...
2024-11-2836 min
NEGOTIATEx103 B: A Blueprint For Leadership Success & Peak Performance | With Bryan PriceIn 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.
2024-11-2124 min
NEGOTIATEx103 A: Leadership Insights From The Military, Academia & Beyond | With Bryan PriceIn 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...
2024-11-1426 min
NEGOTIATEx102 B: Tackling Polarization Through Community Collaboration | With Diana McLain SmithIn 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...
2024-11-0736 min
NEGOTIATEx102 A: Driving Systemic Change Through Personal Insights & Actions | With Diana McLain SmithIn 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.
2024-10-3121 min
NEGOTIATEx101 B: Mastering Multicultural Negotiation & Conflict Dynamics | With Kimberly MlinazIn 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...
2024-10-3028 min
NEGOTIATEx101 A: Insights Into Navigating Complex Conflicts In The Workplace | With Kimberly MlinazIn 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...
2024-10-2425 min
NEGOTIATEx101 A: Driving Systemic Change Through Personal Insights & Actions | With Diana McLain SmithIn 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.
2024-10-1721 min
NEGOTIATEx100 B: Strategies For Personal Growth & Effective Conflict Resolution | With Caitlin MeredithIn 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...
2024-10-1030 min
NEGOTIATEx100 A: The Power of Curiosity & Empathy In Resolving Conflicts & Building Connections | With Caitlin MeredithIn 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.
2024-10-0328 min
NEGOTIATEx99 B: Navigating Internal & Relationship Dynamics As A Value Negotiator | With Glin BayleyIn 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...
2024-09-2636 min
NEGOTIATEx99 A: Mastering Value Creation In Negotiations | With Glin BayleyIn 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.
2024-09-1934 min
NEGOTIATEx98B: Strategies For Sustaining Success In Negotiations | With Keld JensenIn 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...
2024-09-1226 min
NEGOTIATEx98A: The Toolkit To Keep Up With The Intricacies Of Negotiation | With Keld JensenIn 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.
2024-09-0528 min
NEGOTIATEx97A: Uncovering The Realities Of Rebel Kidnappings | With Danielle GilbertIn 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...
2024-09-0230 min
NEGOTIATEx97B: Understanding Hostage Dynamics In Global Conflicts | With Danielle GilbertIn 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...
2024-08-3024 min
NEGOTIATEx96B: Leadership Essentials For Cultivating Expressive & Inclusive Team Dynamics | With Elaine Lin HeringIn 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.
2024-08-1528 min
NEGOTIATEx96 A: Empowering Voices for Effective Communication | With Elaine Lin HeringIn 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.
2024-08-0824 min
NEGOTIATEx95 B: Strategies For Dealing With Emotions And International Challenges | With Mark GrahamIn 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...
2024-08-0127 min
NEGOTIATEx95 A: Commanding Conversations On Leadership | With Mark GrahamWelcome 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.
2024-07-2526 min
NEGOTIATEx94 B: The Importance Of Practice And Reflection In Negotiation | With Melissa FortunatoIn 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...
2024-07-1828 min
NEGOTIATEx94 A: A Story Of Hope, Patience, And The FBI | With Melissa FortunatoIn 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...
2024-07-1129 min
NEGOTIATEx93 B: Crafting Connection In Professional Landscapes | With Coleen GoseIn 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...
2024-07-0423 min
NEGOTIATEx93 A : The HEART Framework: Keys To Building Stronger & Healthier Relationships | With Coleen Gose 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...
2024-06-2720 min
NEGOTIATEx92 B : A Guide To Building Rapport In Negotiations | With Beth Bellman and Lon Moeller 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 e...
2024-06-2033 min
NEGOTIATEx92 A : The Secrets To Successful Negotiations | With Beth Bellman and Lon Moeller In this episode of the NEGOTIATEx podcast, we delve into the professional journeys and insights of Beth Bellman and Lon Moeller. Both are professors from the Tippie College of Business at the University of Iowa who specialize in negotiation and conflict resolution. Beth emphasizes the relevance of negotiation skills in personal and professional spheres, while Lon shares a critical learning experience from a complex health insurance negotiation. The discussion also covers their roles in education and mediation, highlighting the significant impact of emotional intelligence and effective communication in negotiation processes. Their co-authored book, "The Road to Success: Learning How...
2024-06-1326 min
NEGOTIATEx91 B : Ethical Dilemmas And Long-Term Impacts In Leadership | With Andrew DuBrin 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...
2024-06-0627 min
NEGOTIATEx91 A : Leadership Success Through Psychology And Practice | With Andrew DuBrin 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.
2024-05-3026 min
NEGOTIATEx90 B: Enhancing Communication And Trust In The Modern Workplace | With Sally Foley-LewisIn 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...
2024-05-2328 min
NEGOTIATEx90 A: Understanding The Trilogy Of Success | With Sally Foley-LewisIn 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 o...
2024-05-2226 min
NEGOTIATEx89 B: Rethinking Negotiation From A Feminine Perspective | With Joan Moon 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...
2024-05-0723 min
NEGOTIATEx89 A: Navigating Gender Bias In Negotiation | With Joan Moon 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...
2024-04-3025 min
NEGOTIATEx88 B: Winning Strategies For Entrepreneurial Success | With Samuel Dinnar 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...
2024-04-2427 min
NEGOTIATEx88 A: Lessons On Leveraging Negotiation In Entrepreneurship | With Samuel Dinnar 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...
2024-04-1227 min
NEGOTIATEx87 B: Integrating Negotiation Skills Into Organizational DNA | With Guy Ellis 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...
2024-04-0428 min
NEGOTIATEx87 A: Mastering International M&A Negotiations | With Guy Ellis 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...
2024-03-2925 min
NEGOTIATEx86 B: The Power Of Active Listening In Navigating Negotiations | With Andy FairieIn 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...
2024-03-2136 min
NEGOTIATEx86 A: Decoding Effective Communication Using The SIMPLE Strategy | Andy Fairie 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...
2024-03-1536 min
NEGOTIATEx85 B: Advancing Conflict Management With Emotional Intelligence | With Steve Alban Tineo 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...
2024-03-1130 min
2024-03-0633 min
NEGOTIATEx84 B: Shaping Young Minds And Police Practices | With Adrian Goodwin 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...
2024-02-2623 min
NEGOTIATEx84 A: Redefining Police Work With Purpose | With Adrian Goodwin 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...
2024-02-2221 min
NEGOTIATEx83 B: Building Trust By Adding Value To Every Interaction | With Rich Ramsey 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...
2024-02-1534 min
NEGOTIATEx83 A: Beyond The Armor: Cultivating Authenticity & Vulnerability In Leadership | With Rich Ramsey 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...
2024-02-0627 min
NEGOTIATEx82 B: Leveraging Empathy For Favorable Negotiation Outcomes | With John Lowry 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...
2024-01-3033 min
NEGOTIATEx82 A : How To Craft Win-Win Scenarios In Difficult Negotiations | John Lowry 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.
2024-01-2534 min
NEGOTIATEx81 B: Transforming Negotiation With Empathy And Intellect | With Maarten van Rossum 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...
2024-01-1529 min
NEGOTIATEx81 A: Redefining Negotiation In Business And Diplomacy | With Maarten van Rossum 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.
2024-01-1123 min
NEGOTIATEx80 B: Transforming Challenges Into Negotiation Triumphs | With Mike Inman 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...
2024-01-0331 min
NEGOTIATEx80 A: Billion-Dollar Deals And Beyond | With Mike Inman 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...
2023-12-2731 min
NEGOTIATEx79 B: Overcoming The Satisfaction Conundrum And Superhero Facade | With Lisa SunIn 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...
2023-12-2021 min