NEGOTIATEx

88 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 owne...

88 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 entrepreneursh...

87 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 ...

87 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 ...

86 B: The Power Of Active Listening In Navigating Negotiations | With Andy Fairie

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 experienc...

86 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 bef...

85 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...

85 A: A Journey To Self-Discovery And Success | With Steve Alban Tineo

84 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 ...

84 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...

83 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 leade...

83 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 rangin...

82 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 explor...

82 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 interacti...

81 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 exper...

81 A: Transforming Challenges Into Negotiation Triumphs | 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 s...

80 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 u...

80 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 e...

79 B: Overcoming The Satisfaction Conundrum And Superhero Facade | With Lisa Sun

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 em...

79 A: Charting A New Course In Leadership | With Lisa Sun

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...

78 B: Decoding Humor In Professional Settings | With Courtney Bickert

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,...

78 A: Serendipity And Stand-up: Embracing The Unexpected | With Courtney Bickert

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 ‘La...

77 B: The Power Of Tone And Empathy In Difficult Dialogues | With Don Rossmoore

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 po...

77 A: Mindful Mediations: How A Yogi Navigates Team Disagreements | With Don Rossmoore

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 questio...

76 B: Embracing Setbacks And Chasing Purpose | With Shannon Polson

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 fosterin...

76 A: A Veteran’s Take On Leadership And Resilience | With Shannon Polson

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...

75 B: The Evolving Equation Of Ethics And AI In World Negotiations | With Keld Jensen

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 lik...

75 A: A Revolutionary Take On Modern Negotiation | With Keld Jensen

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 pil...

74 B: A Deeper Dive Into Fairness And Relationship Dynamics | With Clare Fowler

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....

74 A: A Practical Guide To Navigating Workplace Relationships | With Clare Fowler

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 offi...

73 B: Navigating Hijackings, Cyber Extortions And High-Stake Negotiations | With Scott Walker

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 ext...

73 A: Discovering The Emotional Underpinnings Of Effective Negotiations | With Scott Walker

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-aw...

72 B: The Emotional Tapestry of Parenting | With Natalie Costa

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. Ac...

72 A: Understanding The Anatomy of Childhood Emotions | With Natalie Costa

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...

71 B: Strategies For Transparent Deals And Long-Term Relationships | With Juliette Han

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, integ...

71 A: Top Skills To Master In The Age Of AI | With Juliette Han

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 understan...

70 B: Applying Star Wars Strategies to Real-World Negotiation | With Noam Ebner and Chad Austin

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 po...

70 A: Deciphering Conflict Resolution through Star Wars | With Noam Ebner and Chad Austin

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 popul...

69 B: Unraveling the Intricacies of Negotiation | With Michael Phillips

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 negoti...

69 A: A Negotiator's Guide To Achieving Fair Compensation | With Michael Phillips

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 De...

68 B: Three Steps To Build Resilience | With Valerie Alston

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.  

68 A: Mastering The Mindset Of Champions | With Valerie Alston

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 ...

67 B: Navigating The Negotiation Labyrinth | With John Dieffenbach

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. ...

67 A: The Interplay Of Improv And Strategy In Negotiations | With John Dieffenbach

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 t...

66 B: Empowering Physicians To Negotiate In Challenging Environments | With Dr. Linda Street

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.   

66 A: Negotiating For Pay Equity In Healthcare | With Dr. Linda Street

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...

65 B: Difficult Conversations: Transforming Fear Into Opportunities for Growth | With Nicole Posner

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.   

65 A: The Power Of The Pause: Overcoming Communication Challenges | With Nicole Posner

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. 

64 B: Navigating Complex Connections In Negotiations | With Logan Kessler

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.

64 A: Empowering Organizations Through Collaborative Negotiation Practices | With Logan Kessler

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.