Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades.
His clients range from Juno-winning bands, record labels, publishers and managers, to the smallest up-and-coming artists.
He tours the country regularly with his band One Bad Son, working with some of the biggest names in the music business, like Def Leppard and Judas Priest.
Kurt and I talk about negotiating in the entertainment business, what some of the misconceptions about the entertainment business are, and what business people can learn from negotiations in the entertainment business.
Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset.
Mark is a lawyer with a ton of start-up experience and negotiation experience. He talks about the confidence required to perform well in negotiations and he believes that most people actually get in their own way when thinking about negotiation and life.
Mark has consulted with the Gap Partnership , a very large negotiation consultancy in the U.K., and is now striking it out on his own to teach people how to develop a better performance based mindset.
Mr. Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show.
Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to.
Mike and I also get into a discussion about AAR's or After Action Reviews and doing deep dives into your negotiation after the fact to see what you did well, what didn't go well and what can be improved for next time. Mike's even developed a cool little app called the Negotiation 360 app (available on Google Play and the App Store) that allows you to rank and rate your negotiation and take notes on it so you can track your progress on skill set from one negotiation to the next.
How do gender and identity affect negotiations? It's an important question. And sometimes we ignore these types of questions because because they have the potential to be controversial and inflammatory.
But we shouldn't ignore these questions just because they're complicated, or controversial, or inflammatory. Only by asking these questions can we begin to understand each other better. Therefore we MUST ask these questions.
Dr. Shira Mor explains gender stereotyping in negotiations and talks about how those roles limit and enhance some negotiations.
This is the 7th of 7 interviews that I did live in the speaker's room at WIN Summit.
Michael Cadieux was the Americas Chief Procurement Officer of one of the largest communication firms in the world. But he left safe and stable employment to strike it out on his own.
Why? I aim to find out.
Mike and I get into the trends that are emerging in the procurement world, the opportunities he sees to reduce cost and improve productivity, and we get into two massive areas of potential savings in tailspend and tax. Tax totally caught me off guard when we started talking about the scale associated to some of the savings.
Mike's experience and knowledge are immense, and having him on the show to talk about some industry trends was great.
The amazing and incredible Sandra Gault (www.truegault.com) is on the show.
To call Sandra a disrupter would be an understatement. She's literally turned the women's shoe industry on it's head.
We get into an amazing conversation about raising capital, developing credibility, and negotiating with shoe manufacturers.
This is the sixth of seven interviews that I did at the WIN Summit
If you don't know who Chris Voss is, do yourself a favor and pick up a copy of a book called, Never Split the Difference. It will change the way you look at negotiation forever.
Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007. Prior to that Voss worked on NYC's Joint Terrorist Task Force investigating terrorist activities and attacks.
After working on more than 150 international hostage cases he retired from the FBI in 2007 and founded The Black Swan Group.
On this episode, Voss and I talk about some of the finer nuances and intricacies behind the tactics he teaches in Never Split the Difference.
How do you handle "no"? Because that's ultimately what we all want to know. The word "no" is scary because it feels like we're being rejected. And rejection hurts! But maybe there's a way to re-frame "no". Does "no" actually mean "no"? Or is it an opportunity to reflect and re-frame and find an opportunity to be creative to meet the needs of your customer more?
This is the 5th of 7 interviews I did live in the speaker's room at WIN Summit.
We talk about the tech industry as being a disruptive space a lot. But what about the cannabis industry? This interview is with Bruce Linton, the Founder, CEO and Chairman of Canopy Growth Corporation.
Canopy is the largest cannabis producer in the world and Bruce has been largely responsible for it's growth as well as the growth of the cannabis industry in general.
The questions that I asked myself going into this interview was, "How the heck does a guy take a product that was, and still is in many countries, an illegal substance and make it a product that is now considered mainstream? " and "What are the negotiation techniques and tools he used to make that happen?"
Caroline Hubbard, a young Harvard grad who works at LinkedIn as a strategy analyst is on the show to talk about enacting change in the work place and the negotiation skills required to do so. But more than that, it was about how different generations in the work place can work together to generate better results. Of course we talked about Millennials and their impact on the work place and she was able to get me to reflect on my very own biases. She was wonderful to talk to and I think LinkedIn should be very proud of her.
This is the 4th of 7 interviews I did live in the speaker's room at WIN Summit.
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