Negotiation in Real Life

In this episode of Negotiation in Real Life, I speak with Matthew Karakoulakis, the principal lawyer at AMK Law. Matthew is a widely known and acclaimed legal professional with almost 20 years of experience in the industry. He is featured in a significant number of cutting-edge articles and legal publications. His career began at the Australian Securities and Investments Commission, and he later branched out to work at both a national and top-tier law firm.

Fueled by his desire to make a significant impact, Matthew established AMK Law in 2014. His mission was to work directly with small businesses and entrepreneurs, offering them superior-quality legal services and building meaningful, impactful relationships.

In our discussion today, we speak about …

• the importance of focussing on win-win outcomes from the beginning of a negotiation
• the power of listening and empathy
• tips for negotiating warranty issues with car dealers
• the impact of “black cladding” on indigenous businesses
• advice for building rapport with first nations people

… and much much more.

Connect with Matthew Karakoulakis

LinkedIn: https://au.linkedin.com/in/matthew-karakoulakis-2334621b

Facebook: https://www.facebook.com/amklawau/

Instagram: https://www.instagram.com/amk_law/?hl=en

Connect with Nicole

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If you have an interesting negotiation story and would like to be a guest on the show, please complete anExpression of Interestand we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free tobuy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Steve Kraner. Steve describes himself as NOT a natural negotiator or salesman. He describes himself as an engineer who crossed over to the dark side. A military officer and engineer by training, Steve found himself leading a sales team as part of a start-up. He had to sell to survive.

Negotiating with today’s savvy technology buyers is tougher today than ever. Steve’s updated approach to real-world sales negotiating recognizes that not all buyers are win/win negotiators. Many of today’s buyers are “players” who study negotiating and play to win. Steve’s Negotiating with the Savvy Software Buyer program gives your sales negotiators a look in the buyer’s handbook, so they can anticipate the buyer’s negotiating ploys. Steve has the unique ability to bring fun and extraordinary insight into the sometimes acrimonious world of software and SaaS negotiations.

In our discussion today, we speak about …

• overcoming not being a natural negotiator
• how the NATO Defence Planning Process can assist in negotiations
• how role play can prepare you for a negotiation
• Steve’s experience of a challenging sales negotiation

… and much much more.

Connect with Steve Kraner

LinkedIn: https://www.linkedin.com/feed/

Facebook: https://www.facebook.com/steve.kraner.7

Twitter: http://twitter.com/stevekraner

Instagram: https://www.instagram.com/st3v3kran3r/

Connect with Nicole

Connect on ⁠LinkedIn⁠

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Connect on Instagram

Follow on ⁠Twitter⁠ @NDNegotiation

Follow on ⁠TikTok⁠@ndnegotiaton

Follow on YouTube

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Gary Schuller. Gary is a prolific speaker on ‘How to make more Sales” and the Founder of The Business Marketplace Global and The Warrior Club.

He created both businesses to help other businesses stand out from our competitors and be seen and heard. Gary had an epiphany in 2013 as he walked past The South Melbourne Market! ‘What if there was a Business Marketplace with the hustle and bustle and excitement of a thriving Market where people in Business could meet-buy-sell-connect’. That was the beginning of what is now The Business Marketplace Global phenomenon!

It had been designed to serve and delight people in Business to build their Business! How you may ask? The Team at The Business Marketplace Global work for their Members, building their Business and providing a dynamic environment conducive to raising more invoices! It has a robust and proven formula and system that drives it!

In our discussion today, we speak about …

• the importance of having a clear focus in your business
• the problem of negotiating by telling
• the power of "what would it take"?
• why you should ask "What do I have to do to win your business?"
• tips for effective business networking
• how your vision statement impacts on your negotiations

… and much much more.

Connect with Gary Schuller

LinkedIn: https://www.linkedin.com/in/gary-schuller-324485239

Facebook: https://www.facebook.com/profile.php?id=100075332537592

Instagram: https://www.instagram.com/gary.schuller/

Connect with Nicole Davidson

Connect on ⁠LinkedIn⁠

Connect on ⁠Facebook⁠

Connect on Instagram

Follow on ⁠Twitter⁠ @NDNegotiation

Follow on ⁠TikTok⁠@ndnegotiaton

Follow on YouTube

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Glenn Poulos. Glenn is the cofounder, vice president, and general manager of Gap Wireless Inc., a leading distributor for the mobile broadband wireless and test and measurement equipment markets. With over three decades of experience in sales, he has spent thousands of hours in the field or on the phone with customers and working with salespeople to help create several very successful companies. In our discussion today, we speak about …

• Glenn’s story of selling his business of 15 years to a VC firm
• the power of add-backs in a business sale
• the value of using a business broker
• considerations in what to take as payment in a business sale
• the power of journaling your negotiations
• the importance of leaning in to difficulties rather than running away
• tips for getting in front of the customer and staying in front of them

… and much much more.

Connect with Glenn Poulos

LinkedIn: https://www.linkedin.com/in/glennpoulos/

Facebook: https://www.facebook.com/glenn.poulos

Twitter: https://twitter.com/GlennPoulos

Instagram: https://www.instagram.com/glenn.poulos/

Connect with Nicole

Connect on ⁠LinkedIn⁠

Connect on ⁠Facebook⁠

Follow on ⁠Twitter⁠ @NDNegotiation

Follow on ⁠TikTok⁠@ndnegotiaton

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Doug Noll. Doug left a successful career as a trial lawyer to become a peacemaker. His calling is to serve humanity, and he executes his calling at many levels. He is an award-winning author, teacher, trainer, and a highly experienced mediator. Doug’s work carries him from international work to helping people resolve deep interpersonal and ideological conflicts to training life inmates to be peacemakers and mediators in maximum-security prisons.

His fourth book, De-Escalate: How to Calm an Angry Person in 90 Seconds or Less, was published by Beyond Word Publishing in September of 2017. De-Escalate is now in four languages and its second printing.

He is the co-founder of Prison of Peace, and creator of the Noll Affect Labeling System. In 2012, Doug was honored by California Lawyer Magazine as California Attorney of the Year.

In our discussion today, we speak about …

• lessons in conflict resolution from tai chi
• why a successful trial lawyer left legal practice
• the extent to which our decisions are emotional rather than rational
• what a redefined legal dispute resolution process may look like
• the power of listening to emotions
• how to use affect labelling and why it is so powerful

... and much, much, more.

Connect with Doug Noll

LinkedIn: https://www.linkedin.com/in/dougnoll/

Facebook: https://twitter.com/dougnoll

Twitter: https://twitter.com/dougnoll

Instagram: https://www.instagram.com/douglasenoll

YouTube: https://www.youtube.com/channel/UCLMgSgzfVqHdriHEN3MiIKA

Website: https://dougnoll.co/nicole-davidson

Connect with Nicole

Connect on ⁠LinkedIn⁠

Connect on ⁠Facebook⁠

Follow on ⁠Twitter⁠ @NDNegotiation

Follow on ⁠TikTok⁠ @ndnegotiaton

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Ashley Saltzman. Ashley is the person brought in to fix all sorts of commercial problems – from managing troubled projects, mediating escalations and disputes, to contract analysis and negotiating outcomes.

Ashley has been described as ‘the man who defuses bombs’ but is more commonly referred to as a fixer, trouble-shooter and negotiator. He has over 26 years of experience in dispute resolution in the technology sector, in leading roles at global corporations including SAP, IBM and MYOB, where he has resolved multimillion dollar commercial disputes.

Ashley is also an author. His book ‘The Man Who Defuses Bombs’ was published in September 2021 and is available globally through most major online bookstores.

In our discussion today, we speak about …

• how Ashley came to have a role that was an inhouse mediation role
• the importance of neutrality in internal dispute resolution
• the key factors to make an inhouse mediation role effective
• the importance of getting a commitment to resolution rather than litigation
• why a learning mindset will assist in minimising escalations
• the importance of building conflict management skills within the organisation
• why you shouldn’t run away from a conflict how having evidence of claims is critical

… and much much more.

Connect with Ashley Salztman

LinkedIn: https://www.linkedin.com/in/ashleysaltzman1/

Website: http://www.ashleysaltzman.com/

Connect with Nicole

Connect on ⁠LinkedIn⁠

Connect on ⁠Facebook⁠

Follow on ⁠Twitter⁠ @NDNegotiation

Follow on ⁠TikTok⁠@ndnegotiaton

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Simon Tsapepas a managing director at Madison Branson Lawyers.

Simon is a dynamic commercial solicitor and litigator. As a skilled and tactful negotiator, Simon is credited for his commercially sensible and intelligent approach to his clients’ matters. He regularly appears in proceeds of crime & confiscation proceedings and is a member of the Confiscation and Proceeds of Crime List Users’ Group of the Supreme Court and County Court of Victoria.

In acting for major banks, manufacturers, individuals, SMEs and a broad range of corporations, including ASX listed companies, Simon has developed his practice extensively in a number of legal disciplines including corporate advisory, general commercial litigation and banking and finance as well as specialised areas such as proceeds of crime and blockchain.

With a strong track record advising banks, non-bank and sophisticated lenders, developers, and investors, Simon regularly undertakes complex financing transactions and related projects.

In our discussion today, we speak about …

• the importance of being an effective negotiator with yourself before you can negotiate with others
• the need to practice recognising what you are thinking and feeling in the moment
• techniques for building strong relationships with clients
• why being immediately combative may not be the right approach to get results
• normalising the fact that we have good days and bad days
• negotiating in the context of a proceeds of crime dispute
• considerations in negotiations involving blockchain

… and much much more.

Connect with Simon Tsapepis

LinkedIn: https://www.linkedin.com/in/simon-tsapepas-77968776/

Facebook: https://www.facebook.com/madisonbransonlawyers

Twitter: https://twitter.com/STsapepas

Instagram: https://www.instagram.com/madisonbransonlawyers/?hl=en

Email: [email protected]

Connect with Nicole

Connect on LinkedIn

Connect on Facebook

Follow on twitter: @NDNegotiation

Follow in TikTok: @ndnegotiation

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

 

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Stephen Key. Stephen is considered one of the world’s leading experts on product licensing and intellectual property strategy from a business perspective.

In 2000, he cofounded inventRight. inventRight’s mission is to teach inventors how to commercialize their inventions. Inventors from more than 65 countries have studied his strategies.

Stephen is the named inventor on more than 20 U.S. patents. He is also a frequent guest on topics related to innovation and licensing on podcasts, radio, and television and has appeared on MSNBC, ABC’s Money Matters, The Big Idea with Donny Deutsch, and as a guest expert on the Dr Phil Show. On his YouTube channel, inventRightTV, he has published more than 900 videos about how to commercialise an invention.

Stephen has published more than 1,000 articles for websites including Forbes, Inc., Entrepreneur, Core77, and AllBusiness. His work has also appeared in TIME, The New York Times, Fast Company, Business Insider, IPWatchdog, and many other places.

He has written five books about innovation. His best-selling book One Simple Idea from McGraw-Hill has been translated in five other languages.

Stephen has won over 20 industry awards, including two Edison Awards and the Most Influential and Inspiring Leader Of All Time by the WorldIP Forum in 2022. In 2020, he became a founding member of the United States Intellectual Property Alliance. In 2022, Stephen contributed to “Cases in IP Strategy: Industry Lessons Learned” from the non-profit Michelson Institute for IP.

Currently, he’s part of the team responsible for launching a new sustainable packaging innovation that replaces the need to use plastic to carry beverages, called Fishbone.

In our discussion today, we speak about …

- the importance of preparation in negotiations with power imbalances

- key considerations for negotiating a licensing agreement

- dealing with requests for exclusivity

- common mistakes made in licensing deals

- building momentum by starting with the easy stuff first

- the power of renegotiating when things go wrong

… and much much more.

Connect with Stephen Key

YouTube: https://www.youtube.com/results?search_query=inventright+tv

LinkedIn: https://www.linkedin.com/in/stephenmkey/

Facebook: https://www.facebook.com/stephenmkey

Twitter: https://twitter.com/stephenkeymedia

Connect with Nicole

Connect on LinkedIn

Connect on Facebook

Follow on twitter: @NDNegotiation

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Paul Mayson, a Special Counsel at Lander & Rogers. Paul is an experienced legal adviser who excels at executing corporate and commercial projects for a broad range of clients in a cost-effective and timely manner, whilst providing pragmatic legal solutions to appropriately manage risk.

Paul’s practice encompasses a range of corporate and commercial, public and private M&A (including private equity) and equity capital markets matters. He has significant cross-border expertise, having worked for leading private practice law firms in Australia and the United Kingdom.

Paul works for clients across various industries, from large multi-nationals and blue-chip Australian corporates to start-ups and entrepreneurs. He advises on matters of various sizes, from high-profile sale processes, complex acquisitions and transformational equity raisings to smaller transactions, investments and restructures.

In our discussion today, we speak about …

• the challenges of multi-stakeholder, high profile negotiations
• negotiation with an AI counterpart
• how might AI deal with dealbreakers
• the importance of building rapport in front-end deals
• why you should always have a plan B and a plan C

… and much much more.

Connect with Paul Mayson

LinkedIn: https://www.linkedin.com/in/paulmayson/

Website: https://www.landers.com.au/our-people/paul-mayson

Connect with Nicole

Connect on LinkedIn

Connect on Facebook

Follow on TikTok: ndnegotiation

Follow on twitter: @NDNegotiation

If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Darren Dupont, Canadian National Sports Broadcaster and CEO of Dupont Media.

Darren is an award-winning entrepreneur and industry leader creating waves in the media & business world. Creator & Co-Host of the nationally syndicated 'The Rod Pedersen Show’, Darren is engaging viewers and creating content to grow and expand his presence every day. What makes Darren successful is his drive and passion to grow his business and personal following in unique and forward-thinking ways, utilizing technology and the advancements in media and online streaming.

In our discussion today, we speak about …

• What it means to have trust in a negotiation
• Open communication and vulnerability
• The changes in the process of negotiation in contemporary times
• How expectations play a part
• The most challenging negotiations and how to get through them
• Advice on when you’re starting out in your negotiating career
• What the best sports team do that the more businesses should do.

… and much much more.

 

Connect with Darren Dupont

Connect on Linkedin

Follow on Twitter

Visit his Website

Follow on Instagram

Connect with Nicole

Connect on ⁠LinkedIn⁠

Connect on ⁠Facebook⁠

Follow on ⁠Twitter⁠ @NDNegotiation

Follow on ⁠TikTok⁠@ndnegotiaton

If you have an interesting negotiation story and would like to be a guest on the show, please complete an ⁠Expression of Interest ⁠and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to ⁠buy me a coffee⁠!

--- Send in a voice message: https://podcasters.spotify.com/pod/show/nicole-davidson0/message