Negotiation in Real Life

In this episode of Negotiation in Real Life, I speak with John Pabon, founder of Fulcrum Strategic Advisors. John has spent two decades in the business of saving our Earth. After leaving his role at the United Nations, John traveled the world studying the impacts of sustainability firsthand in factories, on fields, and at Fortune 500s.

He is an expert in sustainability with a mission to move sustainability from theory to practical strategies that help people and businesses confidentially make real impact. To get there, he shares his message through books, consulting to businesses, and keynote speaking to audiences around the world.

John’s global career has taken him from Los Angeles to New York, Shanghai to Seoul to Melbourne. He’s had the privilege of working with the United Nations, McKinsey, A.C. Nielsen, and as a consultant with BSR, the world’s largest sustainability-focused business network. A decade of experience living and working in Asia inspired him to found Fulcrum Strategic Advisors with a mission to help companies, governments, and individuals capitalize on the benefits stainability offers.

He is a regular contributor to major publications and speaks to an array of global audiences on issues of sustainability, geopolitics, communications, and societal change. John is the Chair of The Conference Board’s Asia Sustainability Leaders Council, a member of the United Nations Association of Australia, and serves on the board of advisors to the U.S. Green Chamber of Commerce. He is the author of “Sustainability for the Rest of Us: Your No-Bullshit, Five-Point Plan for Saving the Planet.” His upcoming book, “The Great Greenwashing,” will be out in May.

In our discussion today, we speak about …

• Negotiating in the context of varied interests of multiple parties
• The importance of aligning your desired outcomes with the interests of your counterparts
• Developing sustainability outcomes by focusing on the business imperatives
• The importance of stakeholder engagement
• Communication as the critical element for achieving sustainability changes

… and much much more. Connect with John Pabon

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Visit his Website

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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!

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In this episode of Negotiation in Real Life, I speak with Giuseppe Conti. Giuseppe is the founder of CABL, a firm that offers a range of customized training in the field of negotiation, influencing, and related areas. Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents: Bayes, BSL, Cambridge, EPFL, ESADE, ESSEC, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi, University of Geneva, University of St Gallen and VU Amsterdam.

In 2019, he has become a Professor in Negotiation & Influencing. Giuseppe regularly runs workshops in four continents. To date, corporate leaders from multinational corporations and individuals from over 145 different countries have attended his workshops. In 2023, he was appointed among the Top 30 Global Guru for Negotiation Giuseppe is also a seasoned negotiator combining academic content with over 25 years of practitioner experience from his senior Procurement and commercial leadership roles within blue-chip multinationals (Procter & Gamble, Novartis, Firmenich and Merck).

His recent research and articles have focused on negotiating with no alternatives, influencing in healthcare, gender differences in negotiation, managing internal and external negotiations, dealing with difficult people, and negotiating in long-term business relationships.

In our discussion today, we speak about …

• the effect of anchoring in negotiation
• the benefit of preparation to defuse an anchor
• should you ask for a justification for the other side’s price
• the pros and cons of a cost breakdown in procurement and the best time to ask for one

… and much much more.

Connect with Giuseppe Conti

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

Website: www.cabl.ch

Connect with Nicole

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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!

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In this episode of Negotiation in Real Life, I speak with Kwame Christian, a two-time best-selling author, business lawyer, and founder and CEO of the American Negotiation Institute, a global consulting firm specializing in negotiation and conflict resolution. He is also the host of the number one negotiation podcast in the word, Negotiate Anything, with over 5 million downloads and listeners from all over the world.

After the success of his first bestseller, Finding Confidence in Conflict: How to Negotiate Anything and You’re your Best Life, Kwame’s second book, How to Have Difficult Conversations About Race: Practical Tools for Necessary Change in the Workplace and Beyond is now available as a relatable guide for helping everyday people navigate one of the most polarizing, and important, conversations taking place in society. Kwame currently resides in Columbus with his wife Whitney, and his two sons, Kai and Dominic.

In our discussion today, we speak about …

• how it only takes one person to change the quality of a relationship
• the avatar of the perfect negotiator (you’ll be surprised by this one!)
• the challenge of negotiating as the owner of a growing business

… and much much more.

Connect with Kwame Christian

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

Website:  https://www.americannegotiationinstitute.com/

Podcast:  Negotiate Anything

Negotiable:  

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!

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In this episode of Negotiation in Real Life, I speak with Radhika Kanhai, a partner at Cornwalls Law + More.

Radhika has over 20 years’ experience in complex court litigation and dispute resolution. Her specific areas of expertise include corporate reconstruction and insolvency, personal insolvency, estate litigation, leasing disputes, contractual breaches, franchising and Corporations Act matters.

Radhika has also undertaken extensive accredited mediation training, resulting in particular expertise in the area of alternative dispute resolution through negotiation, mediation and conciliation processes. This enables her to achieve the best practical and achievable outcomes for her clients.

In addition, Radhika is privileged to have been recognised as a recommended lawyer in Doyles Leading Insolvency and Restructuring Lawyers Guide, and she is also a Lexology Client Choice recipient and was awarded the Outstanding Female Award 2018 by Women in Insolvency and Restructuring Victoria.

In our discussion today, we speak about …

• the difference between a rights based and interest based approach to disputes
• the impact of choosing the wrong mediator
• the value of pre mediation preparation with the mediator
• being open to a proper mediation process as being in the “best interests” of the client
• the damage that can be caused by miscommunication
• the unintended signals that can be given in a negotiation
• negotiation in writing compared with face to face negotiation
• the benefits of mediation before litigation

… and much much more.

Connect with Radhika Kanhai

LinkedIn:  https://www.linkedin.com/in/radhika-kanhai-a233068/

Twitter:  https://twitter.com/radhikakanhai

Email:  [email protected]

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://anchor.fm/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Kerry Harris the director and founder of Focus Consultants, a boutique consultancy specialising in business system design and digital transformation.

Kerry has had an extensive executive career as a Chief Operating Officer and Chief Financial Officer in member based organisations.  She is an experienced, independent non-executive director with expertise in finance, audit, risk and compliance and has a strong focus on corporate governance including financial and non-financial external reporting to include strategy and risk management, ESG and aligning performance management with strategy.

Currently Kerry chairs Women Onside, a member and advocacy organisation, is a non-executive director with Volunteering Australia and chairs the VA Finance and Audit Committee, and is on the Veterinary Registration Board of Victoria.  Kerry recently completed her appointment on the CPA Australia Nominations Committee and CPA Australia Victorian Divisional Council.

In our discussion today, we speak about …

• Negotiation in sport
• managing volunteers
• dealing with information inequality
• using position statements to ensure parties are clear around their interests
• the importance of losing the fear of negotiation and conflict
• managing requests to “do it for free”
• building the bridges of trust
• looking after yourself in times of conflict

… and much much more.

Connect with Kerry

LinkedIn:  https://www.linkedin.com/in/kerry-harris/

Twitter:  https://twitter.com/kerrytharris

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://anchor.fm/nicole-davidson0/message

In today’s episode of Negotiation in Real Life, I speak with Brad Nicholl.  Brad is a senior associate at Hicks Oakley Chessell Williams in Melbourne. At his firm, he has been afforded the opportunity to pursue has passion for both the front end and the back end of commercial law, particularly in the franchising context. This means Brad is regularly called on to employ negotiation skills to advance his client's interests whether it be the negotiation of a business acquisition, or the resolution of a dispute.

In our discussion, we talk about …

• mediation in a franchising context
• the benefits of mediating early
• the litigation strategy of bleeding the other party dry
• whether going to mediation should be seen as a positive or negative
• tips for due diligence before entering a franchise,
• front-end v back-end negotiation styles
• the importance of getting a signed agreement at the end of a mediation

… and much much more.

Connect with Brad Nicholl

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

Website:  https://www.hocw.com.au/

Connect with Nicole

Connect on LinkedIn

Connect on Facebook

Follow on twitter:  @NDNegotiation

Website:  https://www.nicoledavidsonnegotiation.com.au/

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://anchor.fm/nicole-davidson0/message

In this episode of Negotiation in Real Life, I speak with Catherine Ballantyne, a Partner in the Madgwicks Litigation and Insolvency team.

Businesses rely on Catherine as a disputes specialist guiding them through complex litigation. This trusting relationship developed with her clients sees Catherine as an in-demand lawyer who understands the commercial realities of being involved in a dispute.

Working across a number of industries, Catherine specialises in business disputes, including defamation, contractual disputes, and trusts disputes. She is a versatile litigator adept at handling any challenge and is well respected for her ability to work across a number of areas and industries. Catherine works closely with Not-for-profits in assisting them run a successful enterprise.  Catherine also advises on personal and corporate insolvency including complex restructuring matters.

Catherine has been interviewed as an legal expert multiple times on ABC Radio National and has been published by publications such as Smart Company, Industry Insider Magazine, Association of Corporate Counsel and Australia Property Journal.

In our discussion today, we speak about …

• The importance of providing or seeking evidence to support assertions being made in the negotiation
• Building a strategy that impacts the other side’s BATNA
• The importance of getting to know the players in the negotiations
• The timing of when to mediate
• Switching the players during the mediation
• The importance of mentoring and training in developing negotiation skills
• The importance of not being intimidated by the other side

… and much much more.

Connect with Catherine Ballantyne

LinkedIn:  https://www.linkedin.com/in/catherine-ballantyne/

Website:   https://www.madgwicks.com.au/people/catherine-ballantyne/

Email:   [email protected]

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://anchor.fm/nicole-davidson0/message

In this week’s episode of Negotiation In Real Life, I hand over the interviewing reins to Alice Ruhe.  You may remember Alice as a guest in episode 3 of the podcast.  Alice is a partner of SMB Advisory and is a registered liquidator and trustee in bankruptcy.  She is also the host of the newly launched SMB Wisdom podcast, sharing the advice of experienced business practitioners for the benefit of small businesses.  Alice’s guest for the episode is none other than me!

In this episode, Alice quizzes me about:

• What is a negotiation specialist
• How did I become a negotiation specialist
• What are the challenges with the existing processes for resolving disputes through litigation
• What is the role of gender in negotiations
• What are my top tips to improve your negotiations

I hope you enjoy listening to this episode.

Connect with Alice Ruhe

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

SMB Wisdom Podcast

Connect with Nicole

Connect on LinkedIn

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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://anchor.fm/nicole-davidson0/message

In this episode, I speak with Justin Whealing, the owner of LVH Consulting and a specialist in partner recruitment for law firms.  Justin has been a leading journalist, consultant, and a forceful advocate for practitioners on issues that directly affect the legal community and the people within it that give law firms its soul.

As a consultant, Justin has been a leading adviser to law firms for many years. He has won and led multiple mandates around Australian market entry, communications strategy, senior partner search and law firm mergers. He is a sought after speaker at industry events, has been a regular opinion writer in The Australian and The Australian Financial Review.

In this episode, we discuss:

• the importance of understanding promotion criteria - and the need for persistence in getting that information
• aligning the interests of both parties when you are facilitating the negotiations of others
• how to build strong relationships through sharing information
• tips for lawyers seeking partnership

... and much much more.

Connect with Justin Whealing

LinkedIn:  https://www.linkedin.com/in/justin-whealing/

Website:  https://lvhconsulting.com.au/

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://anchor.fm/nicole-davidson0/message

In today's episode of Negotiation in Real Life, we've got something a little bit different. Rather than interviewing another guest on the show, today, I'm going to be sharing a couple of stories of different negotiations that illustrate some of the challenges with the way that businesses currently resolve their commercial disputes.

I look at two examples of disputes where legal intervention has either caused issues or has been avoided to get to a quick and commercial settlement of the negotiation. These stories are based on real disputes that I have been involved in, but I have changed the names, the industries, the amounts and all other relevant details to protect the identity of my clients. I hope you enjoy listening to these stories.

In today's episode, we just start with the idea of the challenges in the legal system. But in our next episode, I'll keep moving forward with some possible solutions to how we might address these challenges better going forward.

I hope you enjoy listening to these stories. If you like this format and want to hear more stories like this, be sure to reach out and provide your feedback.

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://anchor.fm/nicole-davidson0/message