Podcasts Business Negotiations Ninja Podcast A Systems Approach To Negotiations - The 3 S's

A Systems Approach To Negotiations - The 3 S's

Published: June 24, 2019, 9 a.m.

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This week we\\u2019re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this episode of the Negotiations Ninja, he talks about what he calls the three S\\u2019s\\u2014strategy, structure, and self. How do we strategize for negotiation? What\\u2019s the structure of a properly set up deal? And the third S\\u2014self: How do we go about understanding ourselves, our values, and what we are (and aren\\u2019t) capable of. Most importantly, what does it take to get the deal done from our own viewpoint? This is a fascinating conversation full of insights for professionals who\\u2019ve ever wondered how to apply systems thinking to negotiations.\\xa0

Outline of This Episode

  • [0:33] Cal Chrustie joins the Negotiations Ninja podcast!
  • [2:59] Cal\\u2019s history in the field of negotiation
  • [6:04] What is a \\u2018Wicked\\u2019 negotiation?
  • [7:30] What is a dead body exchange?
  • [8:19] Why are \\u2018good tactics\\u2019 not enough?
  • [13:07] The risk of not having a strategy
  • [16:17] Does North America embrace a focus that is too short-term?
  • [17:45] How does structure fit into the negotiation process?
  • [23:20] Where does the 3rd \\u2018S\\u2019\\u2014self\\u2014fit into the picture?
  • [33:10] How to connect with Cal online

Resources & People Mentioned

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