This week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. He’s talking about what he calls the three S’s – strategy, structure, and self. How do we strategize for negotiation? What’s the structure of a properly setup deal? And the third S – self. How do we go about understanding ourselves, our values, and what we are (and aren’t) capable of. Most importantly, what does it take to get the deal done from our own viewpoint?
We’re talking about the five percent of negotiations that are wicked and getting insight on dead body exchanges. Then we delve deep into the three S’s – strategy, structure, and self – and why good tactics on their own just aren’t enough. The first S – strategy – is about why everyone knowing what the clear objectives are and clearly articulating them is so important. The second S – structure – is about taking your strategy and tactics and effectively operationalizing and executing them. And the third S – self – the emotional part of any negotiation and the big circle that surrounds the strategy, structure, process, tactics and the outcome. This is a fascinating conversation full of insights for professionals who’ve ever wondered how to apply systems thinking to negotiations.
Download as an MP3 by right-clicking here and choosing “save as”.
Guest: Cal Chrustie
- ProcureCon Contingent Staffing
- Code: NN-PCS-2019 for 25% off