This will be the beginning of a series of solo episodes where I will release in-depth training and guidance on a specific topic that I've received questions on.
How do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, their needs, and their wants? I'm dedicating an entire episode to how to extract information from the other party so that you can learn more about them and then use that information as leverage to get what you need from the negotiation later on.
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.
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.
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.
Be curious, be authentic, and find similarities! Boost Your Likability! Because it pays to be likable. Especially in a negotiation!
Michelle Tillis Lederman is one of Forbes Top 25 Networking Experts. We focus on one of her books: The 11 Laws of Likability. She has appeared on NBC, CBS, Fox, and NPR. She's been featured in the Wall Street Journal, NY Times, Working Mother, US News & World Report, USA Today, and CNBC.
This is the 2nd of 7 interviews that I did live in the speaker's room at WIN Summit.
Guest: Michelle Tillis Lederman
Free giveaways from Michelle at: michelletillislederman.com/giftpack/
This one's a little different. Actually, it's very different. When I heard Dr. Roger Wong speak on Gerontology at TEDx Stanley Park in Vancouver and how to help our elderly loved ones gain more independence, I knew I needed to have him on the show. This show is all about how to have difficult home based conversations we often ignore, specifically when it comes time to having a conversation with aging parents or loved ones.
Dr. Wong works tirelessly to advance academic and clinical health sciences related to geriatrics, and his work has significant impact on the care for older people in Canada and beyond.
Guest: Dr. Roger Wong
In this episode, we interview Greg Tennyson, a man called the most forward-thinking procurement executive in the U.S.. Greg is a recognized global executive with extensive experience leading transformative change across a wide range of organizations for Fortune 500 companies. He’s currently the Chief Procurement Officer at VSP Global and previously held the same role at Salesforce.com and Oracle.
He has been featured by Supply and Demand Chain Magazine. He’s heavily involved in the Bay area procurement scene and was actually a founding member of the Bay Area Procurement Council. He sits on a number of advisory boards for emerging high-tech companies, and as you’ll hear in this episode, he’s heavily involved in some upcoming tech in the procurement space.
Guest: Greg Tennyson ScoutRFP, fairmarkit.com
Books: Why Simple Wins, Five Dysfunctions of a Team, Ideal Team Player
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