How does culture impact negotiations? Why does culture matter? Why should you care? Joana Matos—a negotiation trainer, consultant, and guest lecturer at Reykjavík University—was born in Portugal and has lived in Iceland for over a decade. In this episode of Negotiations Ninja, she shares some of the cultural differences she’s learned and why understanding someone’s cultural context is important. (more…)
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As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time they moved—she was simply thrown into it. After building 20 years of experience in the corporate world, she moved into academics and is currently a professor at the University of Illinois in Chicago. Eliane wrote an amazing book called “The Negotiation Process Before, During, and After You...
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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 NOWRemember the tariffs that the US leveraged against China in 2018, launching the “Trade War?” The trade negotiations with China were a clash of world powers and a clash of cultures. As we’ve seen the results play out over the last few years, it’s intriguing to look back and see how Allan Tsang thought this situation would play out. Listen to this throwback for an interesting glimpse into the past!...
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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...
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Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why do women struggle to negotiate for themselves? How can they do things differently, feel more comfortable, and be more successful? After writing their first book, “Women Don’t Ask,” Sara and Linda Babcock wrote another book, “Ask for It.” The second book is a...
LISTEN NOWDo you have experience with multiparty negotiations? Do you need experience? In this Throwback Thursday edition of negotiations Ninja, Mihai Isman shares how to tackle multiparty negotiations. Mihai is an expert in political, commercial, and multiparty negotiation. If you missed our conversation the first time—don’t miss it now! (more…)
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In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the challenges students face when negotiating job offers when they leave universities. We also talk about why young people are hesitant to negotiate and what parents and educators can do to change that. Young people need to learn how to advocate for themselves to succeed in their future. This episode is full...
LISTEN NOWDo you have experience with negotiating across cultures? Negotiating with different cultures means you’ll run into different beliefs, mindsets, and concepts. Words and phrases can be unique to one culture and interpreter entirely differently in another. Mihai Isman is an expert international negotiator who specializes in overcoming cultural barriers to find a successful resolution for all parties. In this Throwback Thursday episode of Negotiations Ninja, we revisit episode #123 with...
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Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they’ve got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework she uses? Listen to this episode of Negotiations Ninja...
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