Negotiate, Influence, Achieve! » podcast
By CMA Learning Group
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Podcast Description
CMA Learning Group chats with leading thinkers in negotiation, influence skills and difficult conversations
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Ep 5: Developing great negotiators (with one of the world’s experts) | Simon talks with Professor Robert (Bob) Bordone, one of the founding directors of the Harvard Negotiation and Mediation Clinical Program (HNMCP), a program which allows students to learn from the real world practice of negotiation and dispute resolution. As well as teaching at Harvard University Law, Bob works regularly as professional consultant, facilitator and coach, working with executive clients including Coca-Cola, Nestle and Microsoft. After discussing the powerful work the clinical students are participating in, Simon asks Bob to share his thinking and extensive understanding of two key questions: what and who makes for a great negotiator? Does instinct trump instruction? They talk about the need to understand negotiation skill beyond the superficial understanding of zero-sum thinking (what one side wins, the other loses), and Bob shares the frequent challenges he faces in teaching and coaching. Bob concludes with some key strategies to instigate when faced with a counterpart who uses power as their negotiating style - essential listening for anyone who negotiates regularly with positional communicators. Show links: The Harvard Negotiation and Mediation Clinical Program (HNMCP): http://hvrd.me/A1v3VQ 3D Negotiation (Lax & Sebenius): http://amzn.to/xaWXkV | 4 3 12 | Free | View In iTunes |
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Ep 4: Cross-cultural communication | Simon talks to CMA Senior Consultant Elaine Lin about cross-cultural communication. As a Taiwanese-born, Chinese-American working in Australia, Elaine offers her insights on understanding what culture is, and how we define it in today's global society. They examine the key question: if cultures are about differences, and identification because of these differences, then how do we understand people in the face of difference, and consequently, manage others' understanding of us? Elaine outlines the need to be aware of the relevance of stereotypes, which are (after all) drawn from real data, and also the ability to separate the embedded assumptions this can create. Their discussion unpacks assumptions around what cultural biases can form when interpreting other people's behaviour, in relation to ethnicity, gender, profession, industry and age. They touch on a current conflict within workplaces with generational cultures, and the perception that Generation Y “doesn’t understand the value of hard work”. Elaine and Simon offer some key advice around navigating cross-cultural communication, particularly around setting process and intention, and ways to manage messages or behaviour that may confusing, uncomfortable or even confronting to experience. Join the discussion on facebook: https://www.facebook.com/CMALearning Email us: podcast@cmalearning.com.au Or leave a comment below! | 6 10 11 | Free | View In iTunes |
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Ep 3: Hostage Negotiations | Simon talks with John Richardson about his experience working with FBI hostage negotiators in the United Arab Emirates, the first project of its kind in the Arab world. John is an internationally recognized expert in field of conflict resolution and negotiation, has co-authored Getting it Done and Negotiation Analysis, and is currently with Triad Consultants. John talks to Simon about the different branches of hostage negotiation, and break down the process within these negotiations for: economic kidnapping expressive kidnapping unplanned kidnapping John explains the importance of making a scenario 'yessable', the process behind getting to yes in high stakes negotiations, and runs through various scenarios in the hostage landscape. We also hear about the different players involved in FBI negotiations, and the internal tensions between negotiation commanders and tactical commanders, as they work through the processes of recovering kidnap victims safely. Finally, Simon asks John to share his thoughts on what lessons can be shared from his experience for corporate negotiators. John offers fantastic, concrete advice to improve all negotiation processes, whether the stakes are closing a deal, or recovering a kidnap victim. Listen and enjoy (and tell us what you think!) Links: Triad Consulting www.triadconsulting.com Getting it Done: http://amzn.to/ot6mnW Negotiation Analysis: http://amzn.to/oBNcc2 | 14 8 11 | Free | View In iTunes |
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Ep 2: Industrial negotiations: breaking the deadlock | In this second episode of "Negotiate Influence Achieve", host Simon Dowling chats Zandy Fell. Zandy is a Director at Zalt Group, an Employee Relations Consultancy, as well as lecturer in Employee Relations at Monash University in Melbourne. Simon and Zandy discuss the negotiation landscape within industrial relations, and its differences with employee relations. Zandy shares her insights on the top challenges for a negotiator in an industrial environment, and the tactics that parties employ in their negotiation practices. An analysis of a dispute about toilet paper (yes, toilet paper!) reveals how a seemingly small issue led to months of heated discussions and ended up at an arbitration court. She talks about how to break down what's really important, and the responsibilities negotiation parties have not just to themselves, but to the parties they are representing. The roles of employee representatives or agents are looked at, as well as some of the essential skills required to be an effective negotiator on behalf of a workforce. Links Simon Dowling: LinkedIn profile Zandy Fell: LinkedIn profile | 20 6 11 | Free | View In iTunes |
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Ep. 1 Handling Difficult Conversations | CMA Learning Group CEO Simon Dowling chats with Sheila Heen, best-selling author and negotiation expert. As well as co-authoring Difficult Conversations: How to Discuss What Matters Most with Doug Stone and Bruce Patton, Sheila spent ten years with the Harvard Negotiation Project, dedicated to development of negotiation theory and practice. Currently a Partner at Triad Consulting Group and a Lecturer on Law at Harvard Law, Sheila shares her insights and knowledge on years of helping others to manage difficult conversations successfully. Simon and Sheila ask the question what makes for a difficult conversation? What happens when people are the problem? We look at some ways to prepare for these conversations, and some political, commercial, social and ethnic applications for them, and leave you with the top three things to take into your next difficult conversation. Links and Resources Communication and interpersonal skills Download a full transcript of the podcast here | 2 6 11 | Free | View In iTunes |
| Total: 5 Episodes |
Customer Reviews
I'd pay for it.
This is a must for anyone seeking to develop their skills around negotiation and influence. Simon (the host's) style is relaxed and engaging ... and the information is top notch. I'd pay for it! Whilst this is just the first episode, I think there's huge upside for this show. Oh, and it's Australian. I love that!
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