Podcast on Negotiation

Remi Smolinski

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MONATLICH

Podcast on Negotiation

As a negotiation professor, I've spent my academic career trying to answer a question what it means to negotiate well and helping my students and executives achieve better negotiation results. In the Podcast on Negotiation, I invite negotiation scholars and professionals to discuss the most recent research findings, analyze ongoing negotiations, and review negotiation strategies and tactics that really work!

VOR 2 TAGEN

On failure in negotiation with Joshua Weiss

Joshua Weiss is a negotiation and conflict resolution expert, Senior Fellow at the Harvard Negotiation Project and the co-founder of the Global Negotiation Initiative at Harvard University. He is also the Director of the MS in Leadership and Negotiation at Bay Path University. Finally he has his own private consulting firm where he designs and facilitates customized negotiation and conflict resolution solutions for businesses, organizations, international entities, governments, and individuals. Known for his work on understanding and managing negotiation dynamics, Josh brings a unique perspective on the importance of learning from failure. His approach encourages negotiators to move beyond ego and blame, focusing instead on resilience and adaptability. Josh's forthcoming book, "Getting Back to the Table: 5 Steps for Reviving Your Negotiations", analyzes strategies for overcoming setbacks, providing a structured framework for returning to negotiations with renewed insight and confidence. In this episode, we address a topic that often goes unspoken but affects every negotiator: failure. Inspired by insights from Josh's recent project, we explore why failure is an unavoidable, yet crucial part of mastering negotiation. From missed agreements to relationship damage, failures can come in many forms, but they all have one thing in common—they offer invaluable lessons if we’re willing to learn. We start by defining failure and examining the common types of negotiation failures that happen when negotiators miss their goals or objectives, often failing to secure a successful outcome or striking a regretable deal. This exploration is followed by a look at effective responses to setbacks, highlighting the different ways negotiators can handle failures—whether through blaming others, avoiding further negotiations, or building resilience. The episode then introduces how to foster a resilient negotiation mindset by unlearning counterproductive habits, such as the tendency to compromise prematurely, and replacing them with growth-oriented strategies that emphasize creativity and adaptability. This episode provides you with actionable steps to transform failure into a stepping stone for success.

57 Min.
5. NOV.

On sustainability and negotiation with Brian Ganson

In this episode, we explore how negotiation can serve as a powerful tool for advancing sustainability goals across various contexts, from environmental and social to economic issues. We discuss the evolving role of negotiation theory, emphasizing the need for socially responsible approaches that include long-term impacts and the interests of all stakeholders, even those not directly involved in the negotiation. Drawing on interdisciplinary perspectives, we highlight how negotiation can creatively address complex challenges, mitigate conflict, and create sustainable value for communities and businesses alike. Our guest, Brian Ganson, brings extensive expertise in this field. He is a professor and the Head of the Centre on Conflict and Collaboration at Stellenbosch Business School, where he leads research on the nexus of business, conflict, and development. With roles at the Peace Research Institute Oslo (PRIO) and Stellenbosch University’s Faculty of Law, Brian offers a unique blend of practical and academic insight. His vast experience includes consulting for leaders in post-conflict societies and developing strategies for sustainable business practices in volatile environments. This episode dives deep into how negotiation practices could, unintentionally, perpetuate social or environmental harm, even when both parties' interests are met. We discuss practical challenges negotiators face when trying to incorporate sustainability into their strategies, such as balancing short-term outcomes with long-term societal impact. Our conversation covers the potential for evolving negotiation theory and practice to better include sustainability and social responsibility. We explore what a modernized approach might look like and the crucial role of educators in preparing the next generation of negotiators to make environmentally and socially responsible decisions.

55 Min.
1. OKT.

On AI negotiations with Shane Ray Martin

Shane Ray Martin is on a mission to create a new generation of peaceful and tech-savvy negotiators. As an investor at B Ventures, the first-ever PeaceTech venture capital fund, Shane is driving innovation at the intersection of technology and negotiation. With a passion for empowering others, he is currently writing a book on 'AI Negotiations' aimed at inspiring the next wave of negotiation experts. Shane also shares his knowledge through a free monthly newsletter, offering practical negotiation tactics to a growing community of subscribers. Beyond his writing and investment work, Shane is the host of a popular podcast, in which he explores the latest trends in negotiation, drawing from his experience closing over $4 million in deals, interviewing 80+ experts, and coaching more than 185 professionals. Shane is a living proof to the power of combining peace, technology, and negotiation skills. In this episode of the Podcast on Negotiation, we discuss the role of artificial intelligence in the world of negotiations and deal-making. Whether you’re a seasoned negotiator, a tech enthusiast, or simply curious about the future of business, this podcast is your gateway to understanding how AI is reshaping the landscape of negotiation.We bring in experts from various fields—business leaders, AI researchers, and negotiation specialists—to discuss the practical applications, ethical considerations, and the future implications of AI-driven negotiations. Shane shares insights on the truths and misconceptions about AI's involvement in negotiation processes and recounts personal experiences of using AI in real-world scenarios. We explore practical applications of AI in negotiations today and discuss the skills and strategies human negotiators should develop to effectively collaborate with AI tools. Looking ahead, we examine the future of AI in negotiation and address concerns about over-reliance on technology. The conversation also touches on historical and contemporary figures renowned for their negotiation prowess, reflecting on how AI might redefine the role of human negotiators entirely. Finally, we explore specific AI tools and algorithms currently available that assist in the negotiation process, offering listeners a comprehensive look at the intersection of AI and human negotiation.

44 Min.
27. AUG.

On Negotiation, Identity and Justice with Daniel Druckman

Dr. Daniel Druckman, a distinguished scholar and practitioner in the fields of negotiation, conflict resolution, and international relations. Dan has an extensive and impactful body of work, having published widely on topics such as negotiating behavior, nationalism and group identity, human performance, peacekeeping, political stability, nonverbal communication, and research methodology. Dan's contributions to the field have been recognized with numerous prestigious awards, including the Otto Klineberg Award for his work on nationalism, the International Association for Conflict Management’s Outstanding Article and Outstanding Book awards, and a Lifetime Achievement Award from the same organization. His excellence in teaching was also acknowledged with a Teaching Excellence Award from George Mason University. In addition to his prolific writing and research, Dan has served in various academic and leadership roles. He was the Vernon M. and Minnie I. Lynch Professor of Conflict Resolution at George Mason University, where he coordinated the doctoral program at the Institute for Conflict Analysis and Resolution. He is currently a professor at The University of Queensland in Australia and holds academic positions at Sabanci University in Istanbul, National Yunlin University of Science and Technology in Taiwan, and the University of Melbourne in Australia. With a PhD from Northwestern University, where he was awarded a best-in-field prize for his doctoral dissertation, Dan has also held senior positions at several consulting firms and at the U.S. National Academy of Sciences. In this episode, we discuss Dan's latest book, a comprehensive volume that encapsulates his remarkable contributions to the fields of negotiation, national identity, and justice. This book, a culmination of over half a century of research, is organized into seven thematic parts that reflect the multifaceted nature of Dan's career. The volume covers a wide array of topics, from flexibility in negotiation and turning points in conflict to national identity and justice in both process and outcomes. Each section begins with an introduction that sets the stage for the empirical, theoretical, and state-of-the-art articles that follow. Dan's work spans diverse research methodologies, including experiments, simulations, and case studies, addressing subjects as varied as boundary roles in negotiation, nationalism and war, and the application of research in diplomatic training and policy development. In addition to the academic rigor, the book offers rare personal insights into the networks, sponsors, and events that have shaped Dan's career. It concludes with a reflective look back at how his career connects to classical ideas and the importance of an evidence-based approach to both scholarship and practice, while also charting future directions for research.

1 Std. 16 Min.
8. AUG.

On the Elements of Negotiation with Keld Jensen

Keld Jensen is a distinguished expert in negotiation, renowned globally for his expertise. With more than thirty years of experience in international management and negotiation, he is a highly sought-after guest lecturer in fields such as negotiation, trust-building, behavioral economics, and impression management at top Executive MBA institutions worldwide. Keld has written and published 24 books in 36 countries. His notable work, "Negotiating Partnership," has been translated into four languages and is available in over 28 countries. He regularly writes feature articles for both national and international publications and is a respected commentator on global business issues in various media broadcasts. Keld is also a frequent keynote speaker at international conferences and has provided training and consulting services to numerous global corporations. As the founder and CEO of the Center for Negotiation, a consultancy and training organization, Keld collaborates with private companies and governmental entities across Europe, Asia, North America, and Africa. His impressive client roster includes prominent names like Lego, B&O, Mercedes, ThermoFisher, as well as various governments and NGOs. The Financial Times has recognized Keld as one of the "Leading Business Minds." In our podcast, we will discuss his new book: "The Elements of Negotiation: 103 Tactics for Everyone to Win in Each Deal".

51 Min.
19. JUNI

On building business relationships with Vladimir Bushin

Vladimir Bushin is a renowned negotiation, influence, and business relationships coach, whose expertise has shaped the way professionals interact and build trust in the corporate world and beyond. As the author of the acclaimed rapport-building course, "7 Levels of Nurturing", and a Founding Member of the prestigious Cialdini Institute, Vladimir brings a wealth of knowledge and insight to our discussion. He is also the founder of the Negotiation Practice Community, where he has dedicated over four years to mastering the art of negotiation, training, and coaching. Vladimir’s journey is enriched by more than two decades of corporate leadership, demonstrating his profound impact on business communication and ethical influence. His mission is clear: to unlock the potential within every leader and transform the way individuals engage, resolve conflicts, and build trusting relationships. Beyond his professional accomplishments, Vladimir is an avid reader, a passionate windsurfer, a hiking enthusiast, and a dedicated blogger. In this podcast episonde with Vladimir, we will discuss how to build sustainable business relationships. In this episode, we explore the complexity of building strong business relationships, starting with an overview of Vladimir's background and what sparked his interest in this critical aspect of professional success. We discuss the core principles essential for nurturing robust business connections and discuss common pitfalls individuals often encounter in the process. Vladimir introduces the concept of the "7 Levels of Nurturing," explaining what nurturing entails in a business context and why it is pivotal for long-term relationship building. The discussion highlights the significance of aligning personal values with business relationships, offering insights into the profound impact this alignment can have on professional interactions. Listeners will gain practical advice on quickly establishing trust in new business relationships and learn strategies for improving their relationship-building skills. Vladimir shares valuable resources, including books, courses, and other materials, to aid listeners in enhancing their ability to form and maintain effective business networks. We also hear a key piece of advice for those just starting out in building their business network, emphasizing foundational practices. Finally, our guest reflects on figures renowned for their negotiation prowess, both historical and contemporary, providing inspiration and lessons from the masters of the art of negotiation.

1 Std. 1 Min.
30. MAI

On a woman's guide to negotiation with Beth Fisher-Yoshida

Beth Fisher-Yoshida is a Professor of Professional Practice at Columbia University School of Professional Studies. She is also a Program Director of the Master in Negotiation and Conflict Resolution and Co-Executive Director of the Advanced Consortium on Cooperation, Conflict and Complexity and Director of the Youth, Peace, and Society program, both hosted by the Climate School / Earth Institute at Columbia University. Beth collaborates closely with clients to craft tailored strategies aimed at enhancing organizational performance. Leveraging her expertise gained in academia and practical experience, she seamlessly integrates theory with real-world application. As the founder of Fisher Yoshida International, she specializes in guiding organizations through transformative change, emphasizing improved communication and alignment with mission and vision. A prolific author, she has contributed to numerous publications and is set to release a new book on women and negotiation. Her primary areas of focus encompass Coordinated Management of Meaning, negotiation, intercultural communication, conflict resolution, and transformative learning. With Beth we will dicuss her hew book: "New Story, New Power: A Woman's Guide to Negotiation," in which she sheds light on the influence of internalized societal expectations, particularly on women, impacting their ability to negotiate effectively in various aspects of life. Despite conflicting cultural messages, women are breaking barriers in leadership roles. Through extensive interviews and research, Beth underscores the crucial role of self-awareness in shaping negotiation outcomes, emphasizing the need for women to challenge negative narratives and harness their inner voice for positive change. By fostering greater self-awareness, she empowers women to redefine their narratives and negotiate with confidence and clarity, transcending societal limitations. In this podcast episode, we explore the inspiration behind the book and the urgent need for its message in today's world. We briefly sketch the "old story" of negotiation that has long dominated the field and why it’s time for a transformative change. Beth sheds light on the unique challenges women face in negotiation scenarios that their male counterparts typically do not encounter. We discuss the alternatives to the outdated narratives and how women can adapt to varying contexts more effectively than men. The conversation highlights key lessons from the book, offering practical advice on handling gender bias and turning male-dominated industries to one's advantage. Confidence is a critical theme in negotiation, and Beth provides strategies for women to build and harness it. Learn how to overcome the fear of being perceived as too aggressive or pushy, and understand the long-term impacts [Author's Name] hopes her book will have on women readers. The episode also explores the evolving landscape of corporate support for women negotiators, with Beth sharing her observations on positive changes and areas needing improvement. She recounts surprising discoveries made during her research and how her own negotiation strategies have evolved since writing the book. We also touch on topics she wishes she could have explored further and discuss potential future projects that continue her mission of empowering women in negotiation. For young women at the start of their careers, Beth offers invaluable advice on becoming skilled negotiators.

1 Std.
6. MAI

On Star Wars and conflict resultion with Jen Reynolds and Noam Ebner

Have you ever realized that at the core of Star Wars lies an eternal conflict? It's a clash as old as time itself: Jedi Knights pitted against Sith Lords, rebels challenging the might of the empire, and the eternal struggle between dark and light, good and evil. But beyond the mesmerizing visual spectacle, Star Wars serves as a mirror to our own existence, reflecting how we struggle with opposing interests, gravitating towards one side or the other, and wrestling with the consequences of our choices. From the sweeping battles of the Clone Wars to the struggles within characters' hearts, every aspect of Star Wars resonates with the tension of opposing forces. Whether it's the clash of lightsabers or the moral dilemmas faced by heroes and villains alike, conflict is the cornerstone upon which the vast and immersive universe of Star Wars is built. ... and what's better than a book on Star Wars and conflict resolution? Yes, you're right! A sequel of such book! In "Star Wars and Conflict Resolution: My Negotiations Will Not Fail," beautifully orchestrated by Jennifer Reynolds and Noam Ebner, experts from various fields—law, management, psychology, mediation, negotiation, communication, political science, and human resources—share their insights on negotiation and conflict management. Using examples from the Star Wars saga, the book offers valuable lessons on negotiation and leadership. It proposes alternative approaches, suggesting how the Jedi could have preserved peace by mediating disputes rather than resorting to aggressive tactics, potentially averting the downfall of the Galactic Republic and the rise of the Empire. By applying these insights to everyday interactions, the book empowers us to enhance their negotiation and conflict resolution skills, bridging the gap between the galaxy far, far away and our own. We begin this episode by sharing our immediate associations evoked by Star Wars, reflecting on its iconic imagery and cultural impact. From there, our discussion naturally transitiones to the root causes of conflict in the galaxy. This leads us to analyze negotiation within the Star Wars universe, particularly prompted by the subtitle of the book, "My negotiation will not fail." We debate whether negotiation consistently fails within the franchise, despite characters' assertions to the contrary. Our conversation also touches upon the leadership styles of characters like Padmé Amidala and Palpatine, focusing on the lessons we can learn from them. We examine critically the failures of the Jedi Order in maintaining peace in the galaxy, questioning whether they were adequately trained to prevent conflict and resolve it peacefully. Moreover, we consider faction one might prefer to work for, weighing the merits and drawbacks of the Republic, Trade Federation, Empire, and Alliance. Our exploration extendes to negotiating like a Sith, analyzing their negotiation styles and the perceived power of the dark side. Finally, we reflect on the character of Luke Skywalker, questioning whether he is truly a hero or if we can learn more from his mistakes. Tune in and may the Force be with you!

1 Std. 3 Min.

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Great job Remi!

09.02.2023

MeAK67

Inspiring, interesting conversations

As a negotiation professor, I've spent my academic career trying to answer a question what it means to negotiate well and helping my students and executives achieve better negotiation results. In the Podcast on Negotiation, I invite negotiation scholars and professionals to discuss the most recent research findings, analyze ongoing negotiations, and review negotiation strategies and tactics that really work!

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Remi Smolinski
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2022 - 2024
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