3 Questions to Ask to Drive Value in Negotiation, Throwback with Stephen Kozicki, Ep #374
What do you need to do to drive value in negotiation? Stephen Kozicki has nailed down three questions you have to ask: What are we asking them to do? What risks are we asking them to take? What is t...
6 Jul 202330min
Mastering Mediation Preparation with Amy Mariani Ep #373
What should mediation preparation look like? How do you select the best mediator for your case? How do you make the most of a mandatory negotiation should you ever find yourself in that position? Amy ...
3 Jul 202326min
How to Develop Cultural Awareness, Throwback with Mark Davis, Ep #372
According to Mark Davis, "Culture at its very nature is pervasive in all negotiation and, in fact, it should be a framework through which you can overcome these obstacles and they rise to the surface....
29 Jun 202325min
Negotiating with Germanic People with Mihai Isman, Ep #371
Germany, Austria, and Switzerland are all countries that speak German. And though they speak the same language, each has a unique culture and negotiating style. The way they approach communication, fo...
26 Jun 202333min
The Dos and Don'ts of Written Negotiation, Throwback with Giuseppe Conti, Ep #370
Negotiating via email, text, social media, Zoom, or any other virtual way of communication is tricky, at best. A written conversation doesn't allow for reading body language, tone of voice, etc. So wh...
22 Jun 202321min
The Root of Customer Indecision per Matt Dixon, Ep #369
Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past "maybe" and "I'll think about it" to saying "no," or—even better—saying "yes?" Matt...
19 Jun 202329min
Dissecting Cyberterrorism Negotiation, Throwback with Cal Chrustie, Ep #368
Cyberterrorism is becoming prevalent. Highly intelligent criminals associated with cartels and sovereign nations like North Korea, China, Russia, etc. are mining for any data they can find. State acto...
15 Jun 202334min
How to Negotiate with Goliaths with Christine McKay, Ep #367
You're a small organization about to enter a negotiation with a large company. You're prepared to go in and sign the contract because simply doing business with them could be astronomical for your com...
12 Jun 202323min
