When people think of negotiation—especially in Western cultures—they often think in finite terms. In a finite game, the rules are fixed until there’s a winner. In an infinite game, the rules change during play. It’s done so to bring as many people as possible into the play. The purpose of the infinite game is that things aren’t just about transactions or deals but revolve around a higher purpose. How does...
LISTEN NOWDid you know that 1% of the population could be diagnosed as a narcissist? We’ve all likely interacted with someone who we’d classify as a narcissist. But what do you do when you’re forced to negotiate with a narcissist? Should you change your negotiation strategy? According to Rebecca Zung—one of the Top 1% of attorneys in the nation—the answer is a resounding yes. She shares how to navigate negotiating with...
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How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation everything? Melissa Fortunato retired from the FBI after 23 years. She spent her career as a crisis hostage negotiator and did undercover work. Now, she offers negotiation and conflict resolution training. We talk about learning to adjust your mindset when you get uncomfortable in this...
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Gary Noesner ended his 30-year tenure with the FBI as the Chief Hostage Negotiator. He managed 350 FBI negotiators around the country and 10 supervisory negotiators. He responded operationally, provided instruction to agencies, and researched crisis and conflict resolution. Gary dealt with hijackings, right-wing militia standoffs, prison riots, the Waco siege, and much more. He worked on a lot of high-profile cases. Gary dealt with numerous large-scale conflicts throughout his...
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What are the emotional triggers that you struggle with in a negotiation? How will they influence your negotiations? How do you keep your emotional triggers from derailing your performance? For over 15 years, Dr. Klaus Lassert has leveraged psychology to help professionals overcome what’s holding them back to successfully navigate tough negotiations. In this episode of Negotiations Ninja, he’ll help you think through identifying and navigating your emotional triggers. Check...
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How does crisis negotiation actually work? Dr. Andy Young has both trained and engaged in crisis negotiation for over 20 years. A common thread among these scenarios is the necessity of employing empathy for the counterparty regardless of what they’ve done. He explains why empathy in the face of crises is so impactful in this episode of Negotiations Ninja! (more…)
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Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone. It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We...
LISTEN NOWIf someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice...
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Jack Barsky—born Albrecht Dittrich—was a sleeper agent for the KGB, operating in the United States from 1978 to 1988. He was exposed after the Cold War, after which he became a resource for US counterintelligence agencies who allowed him to remain in the United States. What was life like as a sleeper agent? How did Jack employ persuasion and influence to gather intel for the KGB? What ultimately led him...
LISTEN NOWIn this special episode of Negotiations Ninja, we look back at an episode with Marty Park where we talked about navigating the Covid-19 crisis. As we’re seemingly coming out on the other side of the pandemic, his perspective on navigating a crisis still rings true. Communication is still the key to guiding your employees and clients through difficult times. Hear Marty’s thoughts on the topic—give this throwback a listen! (more…)
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