On the art and science of convincing with Adele Gambardella and Chip Massey
In our latest episode, we focus on persuasion and high-stakes negotiation with two exceptional experts: Adele Gambardella and Chip Massey. They share insights from their new book, "Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation", offering listeners practical strategies to enhance their convincing abilities in both professional and personal contexts. "Convince Me" combines decades of experience from Adele and Chip, providing readers with a deep understanding of persuasion techniques applicable to various scenarios. The book explores high-risk situations, offering insights into developing powerful convincing skills and adapting them to any person or situation. Adele is an award-winning publicist and crisis communications expert, Adele owned and managed a top PR firm in Washington, DC, for 15 years. She has served as a spokesperson for Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. Adele has also been a PR strategist and crisis management consultant for clients such as the United Nations, Meta, Johnson & Johnson, and President Joe Biden. Chip is a former FBI Special Agent and hostage negotiator, Chip led high-profile criminal cases, investigated the September 11th terrorist attacks, and spearheaded the New York FBI Office’s Crisis Negotiations Teams. He now applies his high-stakes negotiation skills to the business world, guiding executives and their teams in using sophisticated communication and negotiation techniques in various professional situations. Together, Adele and Chip co-founded The Convincing Company, a crisis communications and interactive training firm that draws from psychology, neuroscience, public relations, and FBI techniques to offer actionable advice and strategies to build, breakthrough, and repair brands. Tune in to gain valuable insights from their extensive experience and learn how to master the art of persuasion in negotiation. In this episode, we explore the power of persuasion with Chip, a former FBI negotiator, and Adele, a business communication expert, as they share insights from their new book “Convince Me.” We begin by uncovering their unique partnership—how their distinct backgrounds in high-stakes negotiation and corporate communication inspired them to join forces and write a book that bridges the gap between life-or-death negotiations and day-to-day business interactions. They discuss how their expertise complements each other, shedding light on common misconceptions about persuasion and addressing challenges like resistance to new ideas or building trust in high-pressure situations. Whether it’s resolving conflicts in the FBI or navigating a tense boardroom discussion, Chip and Adele reveal strategies that professionals can immediately apply to improve their ability to influence and connect. Throughout the conversation, Chip and Adele share actionable tools that build trust and enhance credibility. They dive into practical advice for those struggling with persuasion, offering mindset shifts and first steps that can transform communication effectiveness. The episode also highlights key mistakes to avoid and contrasts the dynamics of persuasion in crisis situations versus corporate settings. Listeners will walk away with a deeper understanding of how to navigate resistance, build trust quickly, and develop a persuasive edge—whether leading a team, pitching an idea, or managing conflicts.
