Negotiation in Real Life

In this episode of Negotiation in Real Life, I speak with Ken Fehily. Some of you might know 'Ken' as 'Mr. GST', a specialist accountant/economist who was one of the experts who assisted the treasurer and ATO write and implement the GST Law nearly a quarter century ago. He continues to specialize and advise the ATO, federal government, other professionals and businesses on GST, and tax reform.

He has over 3 decades of experience as a professional and non-exec director (often as chairman or treasurer) on government, industry, NFP and community boards and committees, across a wide spectrum of education, property, visual arts, museums, faith based organizations and is currently a volunteer first responder with SES rescue.

He spent decades as a senior international partner of the top global professional services firms, a sole practitioner since 2010, is a B.EC, FCAANZ, FCPA, CTA, GAICD, owned a contemporary art gallery, was married for 30 years and is a proud father of 4 inspiring children.

He's been rich, poor, homeless and owned a Toorak mansion. So one might say that over the years, he's been around, and remains persistently optimistic and enthusiastic.

Yet, despite his hard core disciplined side, 'Kenny' was also trained and exposed to matters involving the other creative and ‘feeling’ hemisphere of the brain and developed a warm, soft, understanding, gentle and empathetic side. That’s naturally led to him being sought out to coach, mentor and personally guide, formally or casually, a wide range of unique individuals, as unique as everyone around us all. Indeed, his testimonials range from a single Vietnamese boat refugee about in her 30s (he's never asked) through to a hard core conservative entrepreneurial board director in his 70s. It's unsurprisingly been described by some as a spirited and sometimes controversial persuader and negotiator.

In our discussion today, we speak about …

• How he learned his negotiating skills
• What he is doing now and his plans for the future
• The best deal he’s ever negotiated

... and much much more.

Connect with Ken Fehily.

In this episode of Negotiation in Real Life, I speak with Ben Wright, a builder of incredible sales teams, strategist, coach and avid believer that the best sales leaders are constantly sharpening their tools to achieve an ‘edge’.

He's built from the ground up sales teams in the corporate world, fast growth start-ups and mature businesses. His last venture was an Australian Growth Company award winner 2 years running and scaled from $0 - $40M ARR in just over 7 years. Grit is in his blood and he loves stepping up to a challenge.

He's a published Hubspot and Linkedin contributor, an energetic father, happy husband and loyal friend… that guy you rely on to be there.  Most of all, a living testament as to how thriving personal health and successful professional careers are within every sales leader’s reach.

For an honest, friendly, efficient and results-driven real estate experience, do not hesitate to contact Ben Wright.

In our discussion today, we speak about …

• Ben's most memorable sales negotiation where playing the long game made all the difference
• the importance of knowing who can support you away from the negotiation table
• Ben's advice for people who are just starting in Sales

In this episode of Negotiation in Real Life, I speak with Tristan Larkin, a passionate buyers agent renowned for his ability to uncover off-market properties in inner Melbourne and the southeast, making him a true specialist in the field of real estate.

For Tristan, it's all about the joy of the hunt and the thrill of discovering hidden gems in the property markets of Melbourne. His genuine passion for the real estate industry led him to join forces with the highly regarded agent, James Rankin with whom he shares a common vision of delivering ethical and tailored results for clients.

Tristan combines professionalism and reliability with a warm and friendly nature, making every interaction a pleasant experience. His approach to real estate is fresh and thorough, reflecting his dedication to ensuring that each client's unique needs are met.

As a member of the Tomii Buyers Agents team, Tristan has access to a wealth of market-leading resources, ensuring he can provide the most up-to-date insights and assistance to his clients.

In our discussion today, we speak about …

• His expertise in securing off-market and pre-market properties
• Personal experiences in negotiating

• How to deal with egos and emotions in negotiating

 ... and much much more.
Connect with Tristan Larkin

In this episode of Negotiation in Real Life, I speak with Jemimah Ashleigh, an award-winning entrepreneur, best-selling author and keynote speaker. After a thirteen-year career in law enforcement, Jemimah left the Australian Federal Police and has since gone on to start multiple six figure businesses, release a best-selling book, win multiple awards and in 2022 was named one of Australia's top 10 entrepreneurs.

Jemimah states a lot of her success in business came from a career in law enforcement where she specialised in reading body language and micro expressions. Jemimah has worked with some incredible teachers such as Paul Eckman and has studied this for years.
Jemimah started in rural Victoria but she didn’t stop there. She hasn’t really stopped anywhere. Her first job, working as an analyst for the Australian Police of the back of a Bachelor of Science (Security) and post-graduate studies in Investigations and Criminal Intelligence, would have been enough for most people. Jemimah is not most people.

After meeting a silversmith in New York, she founded her own jewellery company, Tangs Design. As that went from a crazy idea, to a side project all the way to a stable company, she realised that she’d jumped in at the deep end of online promotion. As it turned out - she was pretty good at it!

Jemimah knew she wanted to educate people about business and went on to co-found The Business Experiment podcast which went on to become one of Australia’s fastest growing podcasts. Jemimah now exclusively works with people to do amazing expert at her business The Visibility Lab helping them get seen and featured in the media and getting massive exposure.  

She’s completed studies in Criminal Intelligence, speaks three languages and has extensive experience in teaching LGBTIQA+ issues in Government. Jemimah is a skilled actor and improvisor, is often found doing stand-up, blogging and writing.  

And she’s approached all of this with humour, passion, a fun loving attitude and enthusiasm.  

In our discussion today, we speak about …

• Understanding and interpreting body language

•  Skills and techniques in negotiation

•  Jemimah's personal anecdotes/experiences

 ... and much much more.
Connect with Jemimah Ashleigh

In this episode of Negotiation in Real Life, I speak with Adam Montgomery, the Founder, General Manager and Senior Booking Agent at Four Tone Artists. FTA is a Melbourne based booking agency that represents some of the best developing and established artists in Australia and New Zealand.

Adam started his career as a musician and for eight years was a member of the band Calling All Cars. The band had a successful career and were able to tour Australia and internationally on many occasions. Throughout this time, Adam acted at the band’s road manager. In this role he developed an acute understanding of the live touring landscape and established a deep knowledge of all facets that contribute to a successful tour and live business.

In 2015, Adam transitioned from musician to behind the scenes and started working as an agent at 123 Agency. While at 123 he quickly developed a reputation for signing new and breaking acts and began to experience success early in his career.

In May 2018, Adam took a giant leap and started his own agency, Four Tone Artists. Since its inception, FTA has seen considerable growth. Beginning with two employees and ten artists, the agency has grown to a team of five and now represents 40+ artists across all genres. While priding itself on being a boutique company, FTA is now the fastest growing agency in the country and is responsible for the live careers of world class artists that include: Slowly Slowly, Didirri, Maddy Jane, Hooligan Hefs and many more.

Adam is immensely passionate about Australian music. In particular, assisting young artists navigate and overcome the early career struggles that often present themselves. This approach has helped many artists along the way and established Four Tone Artists as a respected enitity and an agency whose reputation is built on honesty and integrity.

In our discussion today, we speak about …

- the importance of being yourself in a negotiation

- dealing with emotion in negotiation

- the importance of your negotiation reputation

… and much much more.

Connect with Adam Montgomery

In this episode of Negotiation in Real Life, I speak with Marty Haak. The founder of Infinite Edge, Marty has been a prominent figure in the field of IT and cybersecurity for the past 25 years. With an extensive depth of knowledge in systems protection and tech problem-solving, he has delivered innovative and cost-saving business practices to numerous clients. His grounded and down-to-earth approach is well-received by those who work with him. He'll tell it like it is, in a language you can understand.

Throughout his career, Marty has remained passionate about elevating cyber intelligence for small and medium-sized enterprises (SMEs) and their leaders. He believes that empowering teams and businesses through the use of AI and automation can help them save valuable time and resources. With his wealth of experience and expertise, Marty is committed to sharing his knowledge with others. He regularly speaks at conferences and events to educate and inform business leaders about the latest developments in cybersecurity and IT. He also actively mentors emerging professionals in the industry, ensuring that the next generation of leaders is equipped with the skills and knowledge they need to achieve Cyber Intelligence.

In summary, Marty is a respected leader in the IT and cybersecurity community. His passion for empowering SMEs, commitment to innovation, and dedication to mentoring emerging professionals make him a valuable asset to any organisation looking to stay ahead of the curve in this ever-changing industry.

In our discussion today, we speak about …

- the importance of the choice of communication mode

- how personality profiles are used in his small business

- the permission-position-probe model of conflict resolution

- the importance of owning your mistakes

… and much much more.

Connect with Marty Haak

In this episode of Negotiation in Real Life, I speak with Karen Vickers. Karen is the CEO of ARC Wealth, which holds an Australian Financial Service Licence. She is also the Founder of Auxilliam – Before the Fall, which provides Aged Care Financial Advice to families when their elderly parents have had a fall, either mentally or physically, and are no longer able to live at home.

Karen has been in the financial services industry for over 30 years during which time she has helped many families navigate not only the financial but also the emotional complexities that families face when transitioning into Residential Aged Care.

During Covid, Karen experienced firsthand, how very vulnerable our elderly people are, when a very dear friend of hers was diagnosed with dementia without having Powers of Attorney in place, without having anyone to advocate for her and without any close family members nearby.

This in only one of the stories that Karen has experienced, and it is these stories that drive Karen to advocate for and support our elderly family members.

In our discussion today, we speak about:

• the challenges of negotiating care for elderly parents, as adult children take on more responsibility for their care and living situations.
• conflicts that can arise between family members in these situations, like disputes over inheritance or one child taking on more responsibility than others.
• the lack of accountability and oversight sometimes seen in organizations handling finances and care for elderly people who can no longer make their own decisions.
• the growing need for aged care advice and services as more people reach ages where they require support.

… and much much more.

Connect with Karen Vickers

In this episode of Negotiation in Real Life, I speak with Sarah Carthew from The Human Link. Sarah is a coach and facilitator specialising in helping people and organisations during periods of transition. Sarah is trained and accredited as an executive and a values-based coach. She regularly works in areas such as mindset, performance, purpose, strengths, leadership and wellbeing.

Sarah’s passion is helping her clients realise their infinite potential and continually grow.

In our discussion today, we speak about …

• the use of values based coaching to assist in negotiations
• how to understand what the values of your negotiation counterpart may be and what to do with that knowledge
• the challenges of dealing with some strength types
• quick tips to identify the personality style of your negotiation counterpart

… and much much more.

Connect with Sarah Carthew

In this episode of Negotiation in Real Life, I speak with Natasha Hannah, co-founder of In-House Nous.

After years of feeling misaligned with her core values and how lawyers were ‘supposed to’ provide legal services, Natasha wanted to do things differently. Through in house nous, Natasha is now in a position to share her expertise in a way that feels truly right for her and her clients.

Natasha's superpower is her empathetic approach to managing your legals. Working with Natasha, you'll get to know the human behind the lawyer.

In our discussion today, we speak about …

• how to prepare for a conciliation conference
• the importance of listening to your employees when they have a dispute
• the best time to bring a facilitator into an employment dispute
• when HR is not the right party to facilitate a conversation
• considering if you need a lawyer at the Fair Work Commission

… and much much more.

Connect with Natasha Hannah

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

In this episode of Negotiation in Real Life we talk with Ashley Shield.  Ashley is an Executive Director at DeJonge Read.  He is a professional business advisor providing strategic planning that assists individuals and corporations who are experiencing financial difficulties. Ashley is a specialist in dealing with banks and receivers and court appointed liquidators and providing legal ways to restructure and deal with the burden of unmanageable financial commitments.

Having been the principle of his own accountancy firm Ashley has a strong background in taxation and business services accounting.  He also has a passion for assisting company directors through the insolvency framework.

In our conversation we talk about:

• dealing with property shortfalls in a changing market
• negotiating to avoid bankruptcy
• the importance of building a reputation for honesty
• the benefits and risks of using of a third party to add credibility
• the protective nature of bankruptcy
• managing the personal issues in a business dispute
• the importance of allowing time for people to get their stories out
• helping your team develop their negotiation skills
• the importance of body language in negotiation

... and much more.

Connect with Ashley Shield

In this episode of Negotiation in Real Life, I speak with Miriam Sandkuhler, aka the Property Maven.  Miriam is an Accredited Property Investment Advisor and Licensed Buyers Agent, with over 25 years of experience in the property industry.

Miriam helps clients create wealth by providing independent and unbiased property advice, which enables smarter investment decisions and more profitable outcomes. Miriam is passionate about supporting her clients and helping them achieve financial independence and security throughout their property investment journey, while fiercely protecting their interests at all times.

Miriam’s knowledge and passion for educating others led to her book, Property Prosperity – 7 Steps to Investing Like an Expert and becoming one of Amazon’s Best Selling Authors. She also mentors Financial Advisors on how to better support their clients when investing in property and has written a course, Integrating Property Advice, which is offered via Property Mavens Academy.

Miriam is committed to protecting her clients from overpaying or being misled during the buying process and is a leading advocate and regular media commentator on buyer’s rights. From 2015 - 2017, Miriam successfully campaigned for the Victorian Government to introduce legislation to end the misleading practice of price underquoting.

In our discussion we talk about …

• the importance of emotional intelligence in negotiation
• tips for dealing with narcissists
• focusing on finding trusted partners to negotiate with
• how to deal with a suspected bluff (without calling it)

… and much much more.

This is an episode not to be missed in you are getting ready to buy or sell a property.

Connect with Miriam Sandkuhler

In this week’s episode of Negotiation in Real Life, I speak with Elaine Abery, the principal of Unravelling Red Tape.  Elaine has worked in and with the Associations sector since 2011. She worked for the Property Council of Australia and Private Healthcare Australia before setting up Unravelling Red Tape to help a broader base of clients with government relations, policy and advocacy. Before that, she worked in law design at the Australian Taxation Office (ATO), conducting regular consultations with the associations sector.

Elaine’s favourite achievement while working for the ATO was having a formal complaint made against her for impersonating a government employee, as “no government employee is that happy”.

Elaine is passionate about working with associations and government to inform and improve government decision-making and create win-win-win solutions… a win for the industry/profession, a win for government and a win for the Australian community.

In this episode, we talk about:

• the importance of breaking down a negotiation into achievable sub-parts
• tips for negotiating with government
• managing your language for optimal results
• dealing with obstructionist negotiators
• cultivating patience in negotiations

... and much much more.

Connect with Elaine Abery

In today’s episode of Negotiation in Real Life, I speak with Alex Morris, the founder of To the Moon Digital.  After more than 6 years in the coaching and social media marketing space, plus a personal investment of over $150,000 into world class mentors, courses and certifications, Alex has helped clients to create millions of dollars in sales and lead generation in the coaching space.

In this episode, we chat about:

• the difference between B2B and B2C negotiations
• using the 5 whys to get to a yes
• dealing with buyers remorse
• things that don’t help in building negotiation skills
• the difference between influence and manipulation
• personal v professional negotiations
• the downsides of ego
• the importance of authenticity and honesty

... and much much more.

Connect with Alex Morris

In today’s episode of Negotiation in Real Life, I speak with Virginia Walker, the founder of Transformation Journey. Virginia is a mentor, author, and speaker. Her abiding passion is enabling workplaces where people learn, grow, and thrive. This passion was ignited at the age of 16 when her first job as a trainee accountant transformed her life.  30 years of senior leadership experience, in companies including Commonwealth Bank, Hewlett Packard and IBM, honed Virginia’s understanding of one of the most challenging things an organisation can do – radically reform the way it does business.

Practicing as an executive coach and mentor she wrote “The Truth About Transformation”. In this book Virginia shares 10 key myths every leader must know to survive their transformation project, helping leaders demystify and deal with the challenges they are likely to face.

Virginia now combines her significant financial pedigree and deep understanding of industry disruption and organisational change to work with CEOs of NDIS service providers who want to lead purpose driven organisations that thrive.

In this episode, we chat about:

• the importance of understanding perspectives
• the challenge of an imbalance of knowledge
• working to become a desired business partner
• how to learn through observing others
• negotiating with multi-disciplinary teams and across cultures
• why importance to detail is important in negotiations
• how to respond where a bad deal has been done

... and much much more.

Connect with Virginia Walker

In today’s episode of Negotiation in Real Life, I speak with Faris Aranki, the founder and CEO of Shiageto Consulting.  Having spent over 20 years delivering strategic change for the corporate and noncorporate worlds, Faris has experienced first-hand the fine differences between strategic success and failure. His work has spanned numerous companies (from global behemoths to small start-ups), in numerous countries, across a range of sectors, supporting them all to unlock strategic success. Over time, Faris has worked to distil his knowledge of how to solve complex problems in a structured manner combined with his skill on engaging effectively with others and his ability to quickly determine the barriers to a strategy's success.

On top of leading our business, Faris is now an accomplished speaker and contributor for a variety of outlets.

In this episode, we chat about:

• finding the 'hidden" negotiations in the workplace
• 27 ways people say no - and how its the start of a negotiation
• the importance of understanding the people in the room.
• the WIFMs and the NAMs
• the "platinum rule"
• negotiating across cultures
• when to haggle

... and much much more.

Connect with Faris Aranki

In this episode of Negotiation in Real Life, I speak with James D’Apice.  James is a corporate and commercial litigator with Chamberlains law firm.

While knowledge is all well and good, approachability is fundamental to James’ practice. Whether he’s before a judge, dealing with an opponent, assisting a colleague, or advising a client – he prides himself on making sure the right message gets through.

His approachability, combined with his knowledge, sees James regularly recognised as a prominent member of the legal profession.

James uses his skills to help companies, trusts and partnerships (and the people in and around them like directors, trustees, shareholders, partners and beneficiaries) protect and, where necessary, project their interests. This will often involve Court work where James is equally happy “on his feet” before the judge, or serving as part of a team, along with a barrister or two.

In 2018, James kicked off a revolutionary series of videos called “Coffee and a Case Note” giving casual, brief reports on recent legal cases over a cup of coffee. The series continues to this day. He also actively manages a YouTube channel, Instagram page, Twitter account, Facebook page, TikTok page and podcast sharing knowledge about recent decisions.  In his off time, you might find James recording his horror movie podcast “Spooko” or reminiscing about the days when he used to make rap music.

In our conversation, we talk about:

• Aggression as one of the key errors in negotiation
• The space for emotion in negotiations
• The role of authenticity in negotiation
• The importance of knowing who you're negotiating with.
• The timing of when to mediate
• What to expect of a good mediator

... and much much more.

Connect with James D’Apice

Welcome to the Negotiation in Real Life podcast.  Today, I'm doing something a little bit different. We've now completed Season One of the podcast, and we've had 10 fantastic guests, who've all generously shared their negotiation stories, the lessons they've learned along the way, and some tips that you can use to build your negotiation, skills.

In this week’s episode of Negotiation in Real Life, I speak with lawyer, Theo Kapodistrias.

In this episode of Negotiation in Real Life we talk with Tania Jolley, the Co-Founder/ CEO of DNA Security Solutions & Lashes of Change.

In this episode, we talk about:

• negotiation as an entrepreneur
• the challenge of building credibility
• the experience of the Negotiation and Influence program at Stanford
• the importance of understanding various perspectives
• listening as a critical skill

... and much, much more.  I hope you enjoy listening to this episode as much as I enjoyed recording it.

Connect with Tania Jolley

In this episode of Negotiation in Real Life we talk with Chloe Moorfoot, an experienced litigation partner at FAL Lawyers.  Chloe is experienced acting for clients in the public and private sectors including statutory authorities, government departments, councils, insurers and corporations. She advises her clients on compliance issues, statutory interpretation, corporate and commercial law, administrative and construction law.

Chloe has substantial experience in running large scale and complex litigation with a specialised focus on insolvency and bankruptcy disputes. She regularly advises directors, insolvency practitioners and creditors in relation to issues surrounding the appointment of external administrators, validity of security interests, priority of claims, insolvent trading and voidable transactions.

In this episode, we talk about:

• the challenges of transitioning from negotiation theory learned at law school to practical negotiation
• managing imposter syndrome as a junior lawyer
• negotiating when you are emotionally involved
• getting negotiation outcomes which are better than anything a court can order

... and much, much more.  I hope you enjoy listening to this episode as much as I enjoyed recording it.

Connect with Chloe Moorfoot

In this episode, I speak with Neil McKay, CEO of Opibus Finance (he moved just after the episode was recorded).

Neil has over 20 years Commercial Finance industry experience including as a Senior Executive with one of the world’s largest and most respected financiers GE Capital. In more recent times he has led a business that specializes in Asset, Property and Business Loans for Small and Medium businesses.

Neil has extensive lending and risk management experience having held credit discretions in excess of $15 million. Through his deep industry knowledge Neil takes the approach of understanding the customers’ business and matching the financial products available to provide balance sheet and cash flow solutions.

Neil's extensive network of contacts across the banking and finance industry provides him with an up to date knowledge of the various products available utilizing not only the usual range of loan and deposit products, but also more specialized products such as trade finance, equipment finance, wholesale and dealer finance.

In this episode, we discuss:

• the differences between negotiating on behalf of a large corporate compared with a small business
• aspects of the negotiation that are included in the planning process
• tips to build your negotiation confidence
• the use of roleplays in negotiation preparation
• negotiating agreements to avoid future disputes
• the need for clear dispute resolution provisions

... and much much more.

Connect with Neil McKay

In this episode, I speak with Tal Evans, CEO of Majestic Computer Technology and Agile Health Computing.

Technology plays a critical role in business as well as in our personal lives, and it has certainly played a central role in Tal's life for over 3 decades. From early beginnings in software development, founding technology businesses, negotiating and driving successful M&As as well as international business opportunities, through to co-owning and running a large technology company as well as business outside the tech sector, Tal brings a unique perspective as both an IT user or service recipient and service provider.

In this episode, we discuss:

• the challenges of negotiating with counterparts who are less experienced in negotiating
• building relationships to build trust
• when to talk about people rather than the deal
• building rapport to learn more about the other person's interests
• the importance of having the right advisors
• why listening needs to be the first part of a negotiation

... and much much more.

Connect with Tal Evans

In this episode of Negotiation in Real Life we talk with Fionn Bowd, the CEO of Bowd, the law firm’s law firm which solves law firm people problems when no one else can. As a former BigLaw lawyer, Fionn spent almost 20 years in the trenches of the biggest law firms and their biggest clients. With a wealth of knowledge and experience in the legal industry, she now leads Bowd in providing legal experts to law firms large and small.

Fionn also really cares about diversity in the profession and believes that law attracts people who thrive when they can live a life of service and integrity. What matters to her is creating a world in which leadership brings freedom to lawyers of all walks of life. In this way she believes in the unlimited potential of lawyers to create a new way of working so they can do the work they love, live the life they want, and serve their community in meaningful and valuable ways.

In this episode, we talk about:

• the difference between negotiating with lawyers on their own behalf compared with when they represent clients
• the challenges of complex multi-party negotiations
• the benefits of getting specialist negotiation advice early
• the time it takes to develop negotiation skills on the job

... and much, much more.  I hope you enjoy listening to this episode as much as I enjoyed recording it.

Connect with Fionn Bowd

In this episode I speak with Josie Gangemi, the director of Tax Debt Solutions Australia.  We discuss:

• the challenges of negotiating with the Australia Taxation Office
• learning negotiation skills in the tax environment
• tips on how to manage tax debt negotiations

... and much more

Connect with Josie Gangemi

In this episode of Negotiation in Real Life we talk with Alice Ruhe.  Alice is a partner of SMB Advisory and a registered liquidator and trustee in bankruptcy.  In our conversation we talk about:

• the benefits of getting closure through mediations
• the challenge of dealing with a party who is responding to the actions of others and has limited information
• how to negotiate around specific blockages that look like derailing the negotiation
• Alice's two key tips for preparing for negotiation - know what you don't know, understand the personalities
• the importance of authenticity in negotiations
• the importance of the joint session in a mediation
• why you need to be on the same page as your lawyers
• how to negotiation with your bankruptcy trustee

... and much more.

Connect with Alice

In this episode of Negotiation in Real Life we talk with Alex Martin.  Alex is the founder of Taurus Legal Management and the former CEO of a litigation funding business.  In our conversation we talk about:

• the different perspectives of lawyers and litigation funders
• how changing the players can get past a stalemate
• how the legal process supports biases in thinking
• using a mediator to get the other side to agree to mediation

... and much more.

Connect with Alex Martin