THE NEGOTIATIONS
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How to Successfully Negotiate with Narcissists per Rebecca Zung, Ep #231Why Your BATNA is the Key to Negotiation Planning with George Siedel, Ep #361Episode 43 – Never Split the DifferenceAlso available on:
Developing Trust In Negotiations, Ep #76
Negotiation is a psychological game between individuals. To play it effectively, you have to know the rules of the game, right? What role does trust play in the big game? How do we develop trust? What are the essential components within trust that we need to be aware of? Why is it so important to verbalize trust? Keld Jensen—adviser, professor, speaker, and author of Honest Negotiation—joins us in this episode of...
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Three Dimensions of Negotiations with David Lax, Ep #75
This week David Lax—co-author of 3-D Negotiation—joins us. Often negotiators get stuck in the win-win or win-lose debate and focus on face-to-face tactics (the first and second dimensions). What sets the 3-D approach (TM) apart is its “third dimension”. Before showing up at a negotiation, 3-D experts ensure that the right parties have been engaged, in the right sequence, to address the right interests, under the right expectations, and facing...
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Stalling For Time in Negotiations with Gary Noesner, Ep #74
Gary Noesner—the FBI's first Chief Negotiator—joins us to chat about his fantastic memoir Stalling for Time and shares incredible stories about the most famous hostage crises in U.S. history. From the Montana Freemen standoff, and to the D.C. sniper attacks, he offers a candid look at his years in the ranks of the Bureau. Gary was on the front lines of the 51-day standoff at Waco and the complex story is told...
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Negotiating International Trade with Hampton Dowling, Ep #73
SUMMARY Brexit. The USCMA. Tariffs. The world’s most powerful trading partners. We’re chatting about international trade with none other than the great Hampton Dowling. He supports businesses, organizations, and politicians with an insider’s view as they navigate their way through large, complex international trade deals. We’re chatting about when trade and politics collide, separating people from the problem, business leaders influencing trade, and what any negotiator has to be willing...
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Scott Tillema Shares How to Control a Crisis, Ep #72
You're in a situation that's looking like it's quickly turning into a crisis. Someone might harm themselves or someone else. What do you do? What does it take to control and resolve the crisis? Scott Tillema, speaker, police officer, and trained negotiator, shares his insights on the four pillars of how to bond with someone, why words matter, and long overdue conversations about mental health. (more…)
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8 Common Mistakes People Make with Entrepreneurial Negotiation [Samuel Dinnar] Ep #71
This week we're focusing on entrepreneurial negotiation and why entrepreneurs should care about developing negotiation skills. Author, speaker and teacher Samuel Dinnar joins us to discuss the eight common mistakes entrepreneurs make when they focus on scale and growth while neglecting developing their negotiation skills. How can entrepreneurs manage the relationships that determine their business's success? (more…)
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How Positional Negotiation Can Damage Agendas with Dr. Joshua Weiss, Ep #70
We're getting political at Negotiations Ninja as Dr. Joshua Weiss—a conflict resolution and negotiations expert—joins us to talk about the wall. Dr. Weiss talks about the current situation in Washington and the growing tensions between Democrats and Republicans. How did we get here in the first place? How has positional negotiation backed both sides into a wall? Dr. Weiss shares tactics both parties can employ to diffuse a potential political war...
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Artificial Intelligence in Negotiation with Matt Dixon, Ep #69
Matt Dixon, Chief Product & Research Officer at Tethr and business writer and speaker, returns to the Negotiations Ninja podcast to discuss the science of negotiation, specifically artificial intelligence. How does artificial intelligence impact negotiations in sales, customer service, and conversational jobs requiring human interaction? Can artificial intelligence take on what we believe only humans can do? How can you integrate technology into what you do to improve daily negotiations or...
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Improving Decision Quality in Negotiation with Annie Duke, Ep #68
In this episode of Negotiations Ninja, Annie Duke—a World Series of Poker champion turned business consultant—talks about increasing decision quality in your negotiation. How? By embracing uncertainty. When you shift your thinking from a need for certainty to a goal of accurately assessing what you know—and what you don't—you'll be less vulnerable to reactive emotions, biases, and destructive habits in your decision-making process. Listen to this special episode with Annie...
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“Good For You, Great For Me” with Larry Susskind, Ep #67
In this episode of Negotiations Ninja, Larry Susskind—MIT professor and co-founder of the Program on Negotiation—joins us to talk about his book “Good for You, Great for Me.” We talk about how to negotiate against the 900-pound gorilla: the organization that seems to have leverage in negotiations because of its size. Larry discusses “the trading zone”—the space where you can create deals that are “good for them but great for you”...
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