What exactly does it mean to negotiate from a defended position? It means trying to mitigate your position of disadvantage – regardless of what caused it.  It may be lack of leverage, lack of resources, it may be a poorly argued position that’s backfired and landed you on the back foot.   I’m talking about those times when you feel cornered – you may in fact be cornered  - either in your logic or because options are limited or don’t exist, or it may appear that the odds are stacked against you, or you may be negotiating up against a giant (the Goliath to your David) where there ..read more

Negotiations can be really unpredictable, and things may not always go your way. That's why it's crucial to have a Plan B, a backup strategy in case the primary negotiation plan falls through. This is probably the most common area where I see inexperienced negotiators stumble and they are either forced to concede more than they had planned, or they have to fall-back and defer to another day - both of which will feel like a failure. So what can the unlikely trio of Michael Phelps,  Alanis Morissette and Winston Churchill tell us about it?  Let's jump in and find out ..read more

In this episode, I talk about a negotiation tool that you should use right at the beginning of your deal making  - that’s right – I’m talking about rapport.  But what you may not know, is that this innocent sounding “soft skill” - as it’s described – is actually one of the most tactical, stealth-like tools you can employ among all other intelligence-gathering aids used when your negotiation hits a stalemate or worse.   Why is rapport so important in negotiation?  Because as experts in the psychology of conflict will tell us, a person’s world-view is the centrepoint of thei ..read more

The difference between a good leader and a remarkable one is not about making great decisions, or even brave ones, but in how you execute on it. In today’s episode, I’m honoured to host veteran military sergeant, avid sportswoman, marine mammal medic, book publisher and unstoppable charity fundraiser Gina Atkinson who shares with us a glimpse into her impressive military career, her successes in running women-owned businesses, and her tireless commitment to serving others in need. To say Gina is paying it forward is an understatement.  Across countless volunteer and ambassadorship hours ..read more

In the concluding Part 2  of this series - Monica Hanaway shares some warm and, at times, funny insights peppering her unusual career, the extraordinary people who influenced it (including Archbishop Desmond Tutu), and she breaks down for us:  why people really search for security at work  why COVID destabilised our belief system so much what 21st century leaders can do to get people back to work (with conviction) Monica Hanaway is an accredited mediator, author, senior lecturer, Existential leadership coach and trainer.  When not seeing clients in her private practice, o ..read more

When you think of mediation - what image comes to mind?  I suppose the stereotypical view is one of somber suited professionals shuffling paperwork and divorce cases.    I'll bet it isn't the image of a tall, elegant woman working with rival street gangs to settle turf disputes, or the same soft-spoken woman mediating with Irish paramilitary loyalists.    This week I'm delighted to host Monica Hanaway,  accredited mediator, author, senior lecturer, Existential leadership coach and trainer. Part 1 of this two-part series: Considered an expert in Existential leade ..read more

Climate change is a global crisis that affects us all, but its impacts are not equal. Resources and Citations: The Gender Index 2022, Forbes 2022, UN SDG https://www.unwomen.org/en/what-we-do/economic-empowerment/facts-and-figures https://www.unwomen.org/en/what-we-do/economic-empowerment/facts-and-figures https://www.bbc.co.uk/news/science-environment-43294221 “Climate Change Impacts Women More Than Men” 8 March 2018. https://sdgs.un.org/goals/goal5 UN Gender Equality Goal 5  https://www.msn.com/en-us/money/personalfinance/the-rising-purchasing-power-of-women-facts-and-statistics/ar-AA ..read more

Did you know that only 34% of women and 46% of men negotiate their salaries? This despite the fact that 70% of hiring managers expect to negotiate and are prepared to pay MORE on the first offer??  Do those numbers surprise you?  Bit crazy, right?  If you think so too, keep reading! So it’s that special time of year, no not Christmas, BONUS SEASON…….the time when companies start to pay out bonuses, which is great isn’t it? I remember those days when I wasn’t working for myself, and I would eagerly await news of the company performance so I could see what I was going to get in my ..read more

With the backdrop of the crucial UN biodiversity negotiations held late last year, I open this episode with a reminder that gender parity and climate change are inextricably linked as women the world over - particularly in poorer nations -  are disproportionately disadvantaged by the effects of climate change.   A situation made worse in countries where women are underrepresented in government office and lacking the power to change it.  So the work that Sam is doing, especially as a woman  scientist in her field, is doubly important.  I hope you enjoy the episode ..read more

Why do we feel fear in negotiation?   Well this is a mammoth topic in itself.  One that I will break down for you over the course of a few episodes, so let’s start with something manageable today.  Today I’m going to talk about how we experience fear in negotiation – or what we recognise as fear.  Then I’m going to talk about why that happens – because trust me, you are not alone here.  And then I’m going to give you three really effective micro-lessons to deal with those fears. The body is amazing in how it goes into auto-pilot when certain circumstances arise (like ..read more