Negotiators Podcast

Derek Arden - negotiatons
  • 0.0 (0)
  • MARKETING
  • UPDATED WEEKLY

#1 Place For Negotiators

  1. 1 MAR

    MNL – Derek Interviews Ayd Instone- The Chips Are Down

    🎙️ Monday Night Live — AI, Creativity & The Future with Ayd Instone This week on Monday Night Live, host Derek Arden welcomed long-time friend, educator, and creative thinker Ayd Instone for a fascinating and refreshingly honest conversation about artificial intelligence — what it really is, how it works, and why we don’t need to panic (yet!). Right from the start, Ayd set the tone by explaining that AI hasn’t suddenly appeared out of nowhere. In fact, many of us have been using versions of it for years without even realising — from sat-nav routes and streaming recommendations to fraud detection systems. The difference today is speed, power, and the massive amount of data available, which has pushed AI into the spotlight. 🧠 Making AI Simple Rather than getting lost in technical jargon, Ayd broke AI down into easy ideas: machines take in information, make decisions, predict outcomes, and learn from patterns. It’s not magic — it’s clever probability. That insight helped viewers see AI as a tool rather than some mysterious force taking over the world. He also shared a brilliant look back at early computers, explaining how tiny chips and faster processing have made modern AI possible. From old-school machines with tiny memory to today’s incredibly powerful processors, technology has grown at an astonishing rate — and that growth is what allows AI to do things that once felt impossible. 🚀 AI Beyond Chatbots One of the key messages from the evening was that AI is far bigger than writing emails or generating images. Ayd highlighted practical uses that are already helping society, including medical research, traffic management, agriculture, and energy efficiency. These examples showed how AI can support real progress when used thoughtfully. ⚖️ The Challenges We Should Talk About Of course, Monday Night Live never shies away from the tough questions. Ayd spoke openly about risks such as bias in data, automated decision-making, and how AI could change the job market — especially entry-level roles. Rather than fear-mongering, the discussion focused on awareness and responsibility. His perspective was balanced: technology has always changed the way we work, from the printing press to electricity, and AI is simply the latest chapter. The real challenge isn’t machines becoming human — it’s humans remembering to stay human. 🎵 Creativity Still Matters A lovely highlight came when Ayd shared how he uses AI in his own music projects — restoring old recordings, improving artwork, and helping with production ideas. Instead of replacing creativity, AI acted as a helpful assistant, speeding up tasks while leaving the artistic decisions firmly in human hands. ✨ The Big Takeaway As the session wrapped up, Ayd offered a simple but powerful message: use AI as a teammate, not a replacement. Let it handle drafts, research, or repetitive tasks — but keep your own voice, judgement, and personality at the centre of everything you do. Another inspiring Monday Night Live packed with insight, humour, and practical ideas — proof that when technology meets human curiosity, the conversation is always worth joining. Links https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

  2. 1 MAR

    MNL – Derek Interviews Andy Halliday

    🚨 From Beat Bobby to Anti-Terror Frontline — Real Stories from the Edge 🎙️ Monday Night Live with Derek Arden Special Guest Andy Halliday Hello everybody — welcome to Monday Night Live, the live and uncut podcast hosted by Derek Arden, featuring fascinating guests from around the world. This week’s episode is powerful, emotional, and packed with extraordinary real-life stories as Derek sits down with Andy Halliday — former police firearms officer, anti-terror specialist, international hockey coach, Olympian, and charity fundraiser. With more than three decades in policing and nearly 3000 firearms operations, Andy brings a unique perspective on leadership, decision-making, teamwork, and resilience under pressure. 👮 A Sliding Doors Moment That Changed Everything From Milk Float Driver to Metropolitan Police Cadet Andy shares how a simple radio advert heard while driving a milk float sparked a life-changing decision — joining the Metropolitan Police at just 19 years old. What followed was a career he describes as a “painful privilege,” filled with challenge, learning, and purpose. Thrown onto the streets of Tottenham early in his career, Andy reflects on old-school beat policing — learning fast, making mistakes, and discovering that communication and conflict resolution were often more powerful than force. And yes… the iconic police helmet made a nostalgic appearance too — proof that sometimes history really does have a great sense of humour. ⚡ Split-Second Decisions — Trusting Instinct Under Pressure The Malcolm Gladwell “Blink” Moment One of the most gripping parts of the conversation explores how experience shapes instinct. Andy recounts a high-pressure firearms pursuit where a suspect suddenly reached into his jacket — a moment where a life-changing decision had to be made in seconds. Instead of firing, Andy trusted his instincts — built on decades of policing experience — and made the right call. The discussion dives into concepts like “honestly held belief,” thin-slicing decision making, and the importance of rehearsal, training, and teamwork when every second counts. It’s a powerful reminder that leadership isn’t just about knowledge — it’s about judgement. 🧠 Lessons from the Anti-Terror Frontline Leadership, Responsibility and Human Impact Andy speaks openly about the emotional and professional realities of anti-terror operations, including the intense atmosphere following major events in London. Without sensationalism, he shares insights into preparation, accountability, and the psychological pressure officers carry when protecting the public. The conversation explores the importance of debriefing, mental resilience, and supporting colleagues after traumatic incidents — showing that behind every uniform is a human being managing enormous responsibility. Derek and Andy also reflect on the value of experience — how years of training and teamwork help officers make calm decisions in chaotic environments. 🏑 Olympian Spirit — Sport, Discipline and Giving Back From England Hockey to Charity Challenges Away from policing, Andy’s sporting journey is just as inspiring. A distinguished international hockey player and coach, he represented England and attended multiple Olympic Games — bringing the same focus, discipline, and teamwork from the sports field into his professional life. And if that wasn’t enough, he’s also raised significant funds for charity — including an extraordinary challenge dribbling a hockey ball from Cardiff to London! Now that’s dedication… and probably a few very tired legs along the way. 💡 Key Takeaways from This Week’s Monday Night Live Sport and service share the same mindset: resilience, discipline, and growth Leadership is built through experience — not just theory Communication and conflict resolution are powerful tools Instinct comes from preparation and practice Team support and debriefing are essential after high-pressure events Links https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

    31 min

  3. 6 FEB

    MNL – Derek Interviews Simon Zutchi – Property

    🎙️ Property, People & a Little Bit of Magic 💼 Entrepreneurship, mindset and market wisdom with Simon Zutchi “I’m Derek Arden — welcome to Monday Night Live, the live and uncut podcast about negotiation and even money.” This week’s guest was someone Derek has known (and bantered with!) for more than 20 years — the ever-energetic, endlessly insightful Simon Zutchi. From graduate trainee at Cadbury’s to founder of a multi-million-pound property education empire, Simon’s story is one of bold decisions, personal growth, and learning to back yourself when others think you’re mad 🤯 🏭 From Chocolate Factories to Financial Freedom Simon began his career on the prestigious Cadbury’s graduate scheme. Great job. Secure future. Sensible path. He quit. Why? Because he’d discovered property investing — and more importantly, he’d discovered freedom. Renting rooms to friends while building his portfolio, Simon replaced his salary and walked away from corporate life in 2001. Cue raised eyebrows from bosses, friends… probably the milkman too. But by 2003 he had fully replaced his income, and soon after launched the Property Investors Network, which grew into one of the UK’s largest property communities. 🔥 The Power of Environment A turning point for Simon came after attending a Tony Robbins event. Firewalking included. More importantly, he learned that success leaves clues — and that who you surround yourself with shapes your results. That idea led him to build communities, masterminds, and training programmes that combine strategy with mindset — because knowing what to do is one thing… actually doing it is another. As Simon said: “Information is everywhere. Implementation is rare.” 💡 Why Property Still Works (Even When It Looks Scary) Derek challenged Simon on today’s tougher property market — higher interest rates, tighter regulations, nervous landlords. Simon’s take? This is exactly when opportunity appears. Quoting Warren Buffett in spirit: Be cautious when others are greedy. Be greedy when others are fearful. With many landlords exiting, professional investors who understand the rules are finding strong long-term opportunities. The key message: property is no longer a hobby — it’s a professional business that rewards education and preparation. 🤝 Property Is a People Business One of the strongest themes of the evening was relationships. Simon shared real examples of buying property ethically below market value by solving sellers’ problems — relocation, timing pressure, life changes. The lesson? Ask better questions. Listen deeply. Create win-win outcomes. This applies just as much to negotiation, business, and leadership as it does to property. 🧠 Invest in the Asset That Earns You Money Simon shared a brilliant analogy from US mastermind groups: If you owned a million-pound racehorse, you’d feed it well, give it the best care, and protect it. You are that racehorse. Your health, knowledge, network and mindset determine your earning power — so investing in yourself isn’t indulgent… it’s essential. That’s why Simon (like Derek) continues attending international events, learning from peers at organisations like the Professional Speaking Association and the National Speakers Association. Growth never stops. 🎩 Business Lessons from a Magic Trick Yes, there was magic. Literal magic. Simon demonstrated how storytelling and presentation can turn a simple trick into a powerful communication tool — even teaching restaurants how to entertain guests while explaining kitchen delays 🍝✨ The deeper message? Whether you’re speaking, selling, or negotiating: It’s not just what you say. It’s how you present it. 🚀 Key Takeaways ✔ Freedom comes from action, not just information ✔ Your network shapes your success ✔ Tough markets create smart opportunities ✔ Property (and business) is about people ✔ Invest in yourself like you would a prize asset ✔ Presentation and storyte https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

  4. 28 JAN

    MNL – Derek Interviews Lieutenant General Karen Gibson – Security

    🎖️ From Battlefield Intelligence to Capitol Hill Security Lieutenant General Karen Gibson on Service, Courage & Calm in Crisis Monday Night Live with Derek Arden & Guest Lieutenant General Karen Gibson 📚✨ Welcome to Monday Night Live with Derek Arden — where global experience meets real-world wisdom 🌍✨ And this week’s guest delivered a masterclass in leadership, resilience, and perspective. Derek was honoured to welcome Lieutenant General Karen Gibson, one of the most senior leaders in U.S. national security in recent history. Karen’s career spans military intelligence operations across Alaska, Korea, Iraq, Afghanistan, East Africa, and the Middle East — before stepping into one of the most sensitive roles in American government: Sergeant at Arms of the United States Senate. 🏔️ From Rural Montana to the Front Lines of Intelligence Karen’s journey began far from Washington power corridors. Growing up in rural Montana — where winter snow lingered into June and dinner sometimes came via her father’s hunting — she developed the toughness and self-reliance that would define her career. Originally planning to become an engineer, she joined the Army through ROTC to fund her education. What began as a practical decision turned into a lifelong calling. Her first posting? Alaska — a physically punishing environment she embraced with trademark grit. She quickly discovered she loved the Army’s relentless challenges: physical, mental, moral, and intellectual. Each success brought tougher assignments — and she thrived on it 💪 🌍 Intelligence Leadership in Global Conflict Karen rose through military intelligence to become a three-star general, leading complex intelligence operations during some of the most volatile periods of modern conflict. After 9/11, her work focused heavily on the Middle East, with deployments to Afghanistan, Iraq, and East Africa. She later directed intelligence for military operations across the broader region — a role demanding sharp judgement, calm under pressure, and the ability to lead highly skilled teams in fast-moving, high-risk environments. She spoke warmly about working alongside UK and Commonwealth forces, calling them trusted and vital partners 🤝🇬🇧 🎗️ A Personal Battle: Facing Cancer with a Soldier’s Resolve In one of the evening’s most moving moments, Karen shared how she was diagnosed with stage three breast cancer just weeks before a long-awaited deployment. Her world stopped overnight. But in true soldier fashion, her first question to doctors was: “When can I get to Baghdad?” Though treatment delayed her plans, she ultimately returned to active deployments — including a pivotal intelligence role during the campaign against ISIS. It became one of the most fulfilling periods of her career. Her story was a powerful reminder that resilience isn’t about avoiding fear — it’s about moving forward despite it ❤️ 🏛️ Restoring Security After January 6 After retiring in 2020, Karen expected a quieter life teaching and consulting. Then came January 6, 2021. Watching events unfold at the U.S. Capitol, she felt compelled to help. Within weeks, she was asked to serve as Sergeant at Arms of the Senate — responsible for security, protocol, operations, and over 1,000 staff during one of the most sensitive periods in U.S. political history. She described the role as challenging, complex… and surprisingly enjoyable. From cybersecurity and logistics to firewood procurement (a tradition dating back to 1789!) — the job blended history, leadership, and modern security in fascinating ways. 👟 Fast Walkers, World Leaders & Practical Wisdom Karen also shared lighter moments — like escorting global leaders through the Capitol. Fun fact: she claims Rishi Sunak and the King of Jordan were the fastest walkers she ever had to keep up with 🚶‍♂️💨 Her leadership philosophy? Focus less on hierarchy and more on mission complexity and team capability. And remember — not every crisis involves life or death, even if it feels that way. ⚡ Final Advice (and Perfect Timing!) Asked for practical wisdom, Karen gave unexpected advice: “Invest in a backup generator.” Moments later, Derek revealed they’d had a power cut during rehearsal — proving her point perfectly 🔌😄 This episode delivered inspiration, perspective, and a rare behind-the-scenes look at leadership in the military and at the heart of government. Courage. Service. Humility. Lieutenant General Karen Gibson embodies them all. 🎧 Watch now and be inspired. https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

    28 min

  5. 28 JAN

    Monday Night Live Interview Derek Arden with David Skinner

    🌟 Fall Down Seven Times, Get Up Eight: Lessons in Resilience, Perspective & Growth Monday Night Live with Derek Arden & Guest David Skinner 📚✨ This week’s conversation was thoughtful, moving, and quietly powerful, as Derek Arden welcomed back an old friend of the show, leadership coach and lifelong learner David Skinner. David returned not to speak about nature this time (tempting though that always is), but to explore something just as grounding: perspective, resilience, and what we can learn from seeing the world through very different eyes. At the heart of the discussion was the book Fall Down Seven Times and Get Up Eight by Naoki Higashida, a writer with severe non-verbal autism. What followed was not a clinical discussion, but a deeply human one. 📖 A World That Feels Familiar… Until It Doesn’t David explained that what makes Higashida’s work so striking is how recognisable his inner world feels, despite being experienced through an entirely different lens. Free-flowing speech is impossible for him, and communication is slow, deliberate, and exhausting. Yet his thoughts are rich, reflective, and emotionally sophisticated. Through painstaking effort—initially tracing letters onto a helper’s hand, later using an alphabet grid—Higashida shares his lived experience: anxiety, distraction, meltdowns, obsessions, and a fierce desire to understand himself and be understood by others. What becomes clear very quickly is this: physical or communication impairments should never be confused with cognitive ability. 🧠 First Impressions Are (Often) Wrong One of the key themes David highlighted was how easily we impose our own worldview onto others. When behaviour doesn’t match our expectations, we often jump to the wrong conclusions. A powerful example involved Higashida wanting to thank a helper—but ending up saying, “Have a nice day.” On the surface, it seems inappropriate. But when he explains the chain of associations that led him there, the logic becomes beautifully clear. The issue isn’t understanding—it’s expression. The lesson? Behaviour always makes sense from the inside. We just don’t always take the time to look. 🧩 The Jigsaw Lesson: Different Perspectives Add Value Higashida loves jigsaws—but not in the way most of us do. He enjoys fitting the pieces together, not completing the picture. In fact, once the puzzle is finished, he turns it over to admire the way the pieces interlock underneath. To most of us, that seems odd. But as David pointed out, imagine the value of someone like that in a team—someone fascinated by how components fit together, not distracted by the big picture. Difference isn’t a weakness. It’s an asset. 💥 Failure, Growth & the Danger of Comfort The book’s title itself became a central theme of the evening. For Higashida, success isn’t a shiny destination—it’s precarious, temporary, and built on repeated failure. Growth only happens when we step outside what feels safe. A poignant example was his determination to eat in unfamiliar restaurants, despite the anxiety it causes. Familiar places feel safer—but staying there forever would mean no growth. His message echoes a truth many of us recognise: comfort can quietly become a cage. ❤️ Acceptance Is the Starting Point Perhaps the most universal lesson was about self-acceptance. Higashida explains that until he accepted himself, he avoided being seen at all—literally hiding from the world. Acceptance didn’t remove the challenge, but it gave him the courage to face it. Whether it’s speaking up, appearing on camera, or trying something new, the same rule applies to all of us: accept where you are, then stretch gently forward. 🌱 Final Thoughts That Stay With You Two reflections closed the conversation beautifully: “Tomorrow might be indistinguishable from yesterday, but on the far side of tomorrow, our whole future is waiting.” And perhaps the most powerful reminder of all: People may talk and behave in peculiar ways, but that should never relegate them to a lesser branch of humanity. A fitting end to a conversation about kindness, curiosity, and growth. 🎤 Thank you, David, for a generous, thoughtful contribution—and thank you for stepping outside your comfort zone so the rest of us could grow a little too. 👍 If you’re watching on YouTube or listening via The Negotiators Podcast, please like, share, and spread the word. Growth is better when it’s shared. https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

    26 min

  6. 10/12/2025

    Monday Night Live with Derek Arden with Eva Fanari Estonia

    🌍 Global Perspective, Local Wisdom & the Power of Negotiation Monday Night Live with Derek Arden featuring Eva Fanari 🇺🇸🇪🇪 Tonight’s Monday Night Live was one of those conversations that effortlessly travelled from New Mexico to Northern Europe, from negotiation skills to geopolitics, and from real estate deals to the meaning of freedom itself. Derek Arden was delighted to welcome back Eva Fanari, joining from Albuquerque, New Mexico—about as far away as you can get and still make it to Monday Night Live on time! Eva is a communication and negotiation expert, a sought-after trainer for real estate professionals, and a regular opinion columnist writing weekly on European and global affairs. And yes… somehow, she does all that every single Thursday 😄 🧠 From Negotiation Rooms to Newsrooms ✍️ Eva shared how she became a weekly columnist for an Estonian newspaper—an unexpected role for a communicator based in the American Southwest. What began as a short-term writing challenge turned into a three-year commitment to crafting 1,000–1,500 words every week. Her motivation? Writing forces clarity. It sharpens thinking. And it reveals what you actually believe once the words hit the page. As Eva put it, writing isn’t just communication—it’s thinking out loud with discipline. Tonight’s Monday Night Live was one of those conversations that effortlessly travelled from New Mexico to Northern Europe, from negotiation skills to geopolitics, and from real estate deals to the meaning of freedom itself. Derek Arden was delighted to welcome back Eva Farina, joining from Albuquerque, New Mexico—about as far away as you can get and still make it to Monday Night Live on time! Eva is a communication and negotiation expert, a sought-after trainer for real estate professionals, and a regular opinion columnist writing weekly on European and global affairs. And yes… somehow, she does all that every single Thursday 😄 🌐 Estonia, History & the Reality of Living Next to Russia A powerful part of the evening focused on Estonia’s history, its strategic position in Europe, and the very real tensions created by the ongoing war in Ukraine. Eva offered a deeply personal and historical insight into life in a small country that has spent centuries under occupation—from Crusaders, to Swedes, to German forces, to Soviet control. For Estonia, independence is not abstract—it is earned, defended, and never taken for granted. She also explained why defence spending, conscription, and NATO cooperation are not political talking points, but matters of survival. “Freedom is not your birthright. It’s something you defend.” A line that landed hard—and stayed. ✈️ NATO, Borders & Modern Tensions Eva described frequent airspace incursions, drone crossings, and the delicate balancing act NATO must maintain—protecting borders without triggering escalation. Peacekeeping, not provocation, remains NATO’s core mission. But as Eva noted, normalising conflict is dangerous, even when it fades into the background of everyday life. 🏡 Real Estate, Psychology & the Art of the Deal Switching gears, the discussion turned to Eva’s professional world—real estate negotiation in the US. With markets shifting from seller-dominated to balanced, negotiation skills are firmly back in play. Eva’s core belief? 🔑 Everything is negotiable—if you listen properly. She explained why creating pressure rarely works, why rushed decisions backfire, and why negotiation is about uncovering deal breakers, not bulldozing past them. Listening, planning, and aiming for win–win outcomes remain timeless principles. 💡 A Final Piece of Wisdom for 2026 🌱 Eva closed with a beautifully grounding reminder: We don’t have crystal balls. We don’t know what tomorrow holds. But we do get to choose—right now—what we think, how we feel, and where we place our attention. That, she reminded us, is real freedom. 👏 Thank you, Eva https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

    30 min

  7. 04/12/2025

    Monday Night Live with Derek Arden with Janice Litvin – Beating Burnout

    Janice Litvin is one of America’s leading experts on Workplace Wellness and Beating Burnout. Janice will show us exactly how to help others stop burnout before it starts — with simple, science-based techniques to manage stress, reset our thinking, and build stronger resilience at work and at home. She’ll give us practical tools we can use immediately, including her signature “pause–reflect–reset” method that has helped thousands of professionals stay calmer, clearer, and more in control. 🌟 Monday Night Live with Derek Arden Beating Burnout, Managing Stress & Strengthening Human Connection in the Age of AI Special Guest: Janice Litvin — Wellness Expert, Speaker & Burnout Buster 💥🧠✨ Welcome to another inspiring episode of Monday Night Live, hosted by Derek Arden — and tonight, all the way from Walnut Creek, California (yes, Derek almost placed it south of San Francisco!), we welcomed the brilliant, warm and wonderfully energetic Janice Litvin. Janice is one of the USA’s leading voices on stress, burnout, emotional wellbeing, and healthy workplace culture. She’s a former President of the NSA Northern California Chapter, a sought-after keynote speaker, and a true champion of helping people pull themselves out of overwhelm before they reach breaking point. Tonight, she brought her trademark blend of honesty, humour, science and practical tools — and wow, did she deliver. 🚀 🔥 Why Stress & Burnout Are Surging Janice opened with a simple but powerful truth: “Everyone is taking everything personally.” With global issues, political turbulence, climate anxiety, and the constant noise of social media, emotional responses are rising everywhere. Add endless scrolling, comparison culture, and polarised online conversations — it’s no wonder people feel overloaded. She shared that organisations repeatedly tell her the same thing: “Our people are overwhelmed. They have too much to do. And we can’t find enough good help.” This insight, combined with Janice’s 20 years in recruiting, inspired her new talk: 🧩 ‘Recruit to Retain in the Age of AI: The Power of Human Connection’ Her message is clear: AI is a tool — not a replacement for empathy, communication and emotional contact. Her Amazon interview story said it all: a brilliant young AI engineer interviewed almost exclusively by bots… until a single human appeared on Zoom — and then an automated rejection arrived shortly after. A perfect example of tech overshadowing humanity. 👥 Working From Home, Isolation & Human Contact Janice believes remote work offers valuable freedom — but warns that too little connection increases stress. Even one day a week in the office helps morale, communication and belonging (though she and Derek agreed the UK’s standard of what counts as a “long commute” is… radically different to the US! 🚆😉). 💡 Harnessing Stress Instead of Being Crushed by It Janice shared her own hilarious pre-speech panic story — mouth full of “cotton balls”, jittery stomach — but how Patricia Fripp’s coaching helped her channel nervous energy into stage presence. The formula? Stress → Awareness → Reframing → Action Ignoring stress leads to burnout. Listening to the “little clues” keeps you in control. She revealed a powerful story about a CEO whose star employee suddenly quit due to complete exhaustion — a wake-up call for leaders everywhere. 👪 Helping Our Children & Younger Generations Derek asked how we advise our kids and grandkids — many under far more pressure than we were. Janice spoke about her own son, a hardworking music entrepreneur who pushes himself too hard. The key message: Breaks aren’t luxuries — they’re maintenance. Micro-breaks. Walks. Sunshine. Couple time. Family time. Fresh air. 🧪 The “DOSE” Happiness Chemicals Janice lit up the room explaining the natural chemicals that lift mood: Dopamine – reward, motivation, small wins 🎯 Oxytocin – trust, connection, warmth 🤝 Serotonin – mood, calm, wellbeing 🌤️ Endorphins – feel-good exercise chemistry 🏃‍♀️✨ Even a smile at a stranger can trigger a burst. Janice encouraged us to: “Choose connection at every opportunity.” 🧠 Understanding the Brain: Prefrontal Cortex & the Amygdala Hijack She explained that the prefrontal cortex handles rational thought. The amygdala creates fight-flight-freeze responses. When someone cuts you off in traffic or ignores your kindness, we’re quick to react — unless we pause and consider a more compassionate story. A powerful reframe that instantly softened the whole group. 👩‍💼 Women, Negotiation & Setting Boundaries Janice and Derek revisited last week’s gender-based negotiation discussion. Many women are raised never to say “no” — but Janice shared a brilliant reframing tool for overloaded employees: “I’d love to take on this new project. Before we start Monday, let’s review my current workload and adjust deadlines so everything gets done well.” A calm, professional, confident boundary. This one is going straight to TikTok. 📱🔥 🎁 Gifts, Books, and One Last Tip Janice revealed her book “Banish Burnout” is just 99 cents on Amazon this week, and she’s offering a free stress-awareness handout with three levels of burnout clues. Her final tip for 2026: Pay attention to the early signs. Avoidance, trouble sleeping, irritability, difficulty concentrating — these are the warning lights. Notice them early, take action early, and protect your wellbeing. 🙏 A Huge Thank You A superb session filled with insights, warmth and practical advice. Janice Litvin — you’re a star. 🌟 https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

    27 min

  8. 04/12/2025

    MONDAY NIGHT LIVE with Derek Arden & Geoff Hunt Global Negotiations

    Tonight we’re joined by Geoff Hunt, Group Commercial Director at Arup — a global engineering powerhouse with 20,000 staff, 44 countries, and a turnover of £2.5 billion. Big numbers… so big I had to sit down and have a cup of tea before the show. Geoff has spent 40 years navigating the engineering world at every level — contractor, consultant, COO, and now Group Commercial Director. But what makes tonight’s conversation unmissable is his insight into high-value, high-pressure negotiation — the kind of deals where a wrong move costs millions, and the right move saves entire projects. Settle in — this is a Masterclass. 👇 🌟 Geoff’s Journey: From Construction Sites to the Top Table Geoff began as a civil engineer on construction sites before realising there was far more to explore in consultancy. Over the decades he moved from small firms to major international consultancies before joining Arup — where he’s now been for 23 years. He’s led big teams, delivered major global projects, shaped commercial strategy, and steered Arup’s operations across the UK, India, Middle East, and Africa. But the thread through his entire career? Negotiation. Fees, disputes, variations, obligations, insurance, approvals — the whole spectrum. And in Geoff’s world, it’s never just about the money. The value is in the variables. 🔥 The $25 Million Stand-Off: When Two Styles Collide Geoff shared an extraordinary story from a $25 million claim negotiation on a Middle Eastern metro project. Two mediations. Twenty-five people around the table. Lawyers, counsel, technical teams — the works. And then… the opposition’s commercial director arrives with the full “stamping, shouting, paper-throwing” approach. Geoff responded by doing the exact opposite: The louder the other side got, the quieter he became. This completely threw their strategy off balance. The first mediation failed — yet the follow-up negotiation with a calmer counterpart ultimately settled the deal. A reminder that: 👉 Staying composed is more powerful than shouting. 👉 Match the logic, not the volume. 🧠 Reading the Room – Even When It’s Online In another case, mediation was partly remote and partly in-person — a potential nightmare. But Geoff’s team had a secret weapon: a bilingual lip-reader on WhatsApp. Yes, really. This colleague quietly messaged Geoff what the other side were discussing. That vital insight allowed Arup to reorder negotiation topics and secure early wins before tackling the fee. Takeaway: 👉 Preparation meets opportunity… and sometimes luck joins the party. 📱 The Paddington Station Plot Twist – Negotiating on the Go One of the night’s most memorable stories came from Paddington Station at 7:30am. A Qatar client — silent for three years — suddenly phoned wanting to settle a major fee claim. They offered 25% of the amount owed. But Geoff’s network quickly uncovered the truth: The client desperately needed a clean bill of health from auditors to unlock their next project. Armed with that insight, Geoff held firm — and secured 90% of the claim. From a train station bench. That’s world-class negotiation. 🚆🧠 🤝 Why Face-to-Face Still Wins Geoff reinforced a timeless principle: 👉 Never negotiate tough issues by email. A handshake, a coffee, and honest eye contact change everything. You learn their pressures, their motivations, their constraints — the things no email ever reveals. Negotiation is human. And humans work best in person. 💡 Final Takeaways from Geoff Hunt Build a strong, briefed, well-prepared team Watch the order of negotiation topics Look for upstream pressures on the other side Secure small wins early Don’t fear silence And above all… stay resilient Geoff’s an engineer at heart — a problem-solver — and that mindset serves him brilliantly in high-stakes negotiation. 🙏 Thank You, Geoff! A huge vote of thanks from all of us at Monday Night Live for sharing such invaluable stories and strategies. Geoff, we’d love to welcome you back next year — your insights help everyone sharpen their negotiation skills. If you’re watching the replay, grab a notebook. This one’s pure gold. 🏆 https://derekarden.co.uk https://negotiationexpert.co NEW https://negotiatorspodcast.com https://www.linkedin.com/in/negotiatingexpert/

    29 min
See All (95)

About

#1 Place For Negotiators

Information

  • Creator
    Derek Arden - negotiatons
  • Years Active
    2021 - 2026
  • Episodes
    95
  • Rating
    Clean
  • Copyright
    © Derek Arden
  • Show Website
    Negotiators Podcast

You Might Also Like