We are exploring the important but often overlooked art of negotiation with expert Sam Trattles, who shares her journey to loving something that many people hate. We explore Sam’s uniquely Australian APEC method and discuss the nuances of high-stakes negotiations, such as those in international conflicts. Our conversation covers managing emotions, understanding motivations, and the impact of power dynamics. Sam imparts wisdom on engaging with senior leaders and the importance of mindset in seeking fair outcomes. Whether you're navigating boardroom battles or seeking to resolve complex conflicts, this episode is packed with actionable insights that will elevate your negotiation game.
Navigating high stakes negotiations is a leadership art - and science
Why you should listen: A leadership perspective on power plays
Understanding the emotional and psychological underpinnings of leadership negotiation
We explore leadership tips for a negotiator’s mindset
Striving for a good outcome - not just a leadership win
Tuning in to the subtle leadership power dynamics at play
Take it one leadership challenge at a time
Take action
Use communication, conviction, confidence and clarity to cut through power!
Tip of the week
From my book Composure, I walk through the five emotional aikido skills that can calm emotions when tensions are high.
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About Sam Trattles
Sam Trattles is an advocate for embracing what negotiating can unlock. She’s negotiated over $525M in deals, created a methodology that is uniquely Australian, and has written two books on how to negotiate in life and work.
She wants to change the way Australians interact when faced with the smallest AND the biggest challenges - from the living room, into the classroom as well as in the boardroom.
To do this Sam’s changing the perception of what good negotiators look like and how they behave. She doesn’t want to make you a brash, bolshy or abrupt ‘gun-slinger’. Instead, Sam wants you to be you, able to negotiate fair and reasonable outcomes calmly, clearly and inclusively - knowing you can confidently negotiate in any situation. Find out more: https://othersideofthetable.com.au/about/
Key moments
Planet Human: Exploring the little incremental changes add up to a big change in society - from telehealth and e-scripts to identify theft and proving we are human!
Planet Zoë: Enjoying a period of routine at home before it’s time to hit the powder. Olympus Rising is almost ready to go to the editor and then the focus will be on on Zoë’s first non-fiction book in four and a half years, tentatively called Power Games.
Introduction to Negotiation and Sam Trattles (00:04:32)
Zoë Routh introduces Sam Trattles, an expert in negotiation, and sets the stage for the discussion on negotiation.
Sam Trattles' Journey into Negotiation (00:06:00)
Sam Trattles discusses her background in negotiation and her transition into negotiation training and development.
Corporate Negotiation Experiences (00:07:42)
Sam shares her experiences negotiating contracts, sponsorships, and leadership challenges in corporate roles.
The Enjoyment of Negotiation and Healthy Debate (00:08:30)
Sam explains her love for problem-solving and the importance of healthy debate in negotiation.
The APEC Method of Negotiation (00:12:36)
Introducing the APEC method, emphasising the significance of preparation and the steps involved in the negotiation process.
Complex Negotiations (00:19:28)
Discussion on handling high-stakes, complex negotiations with different ideologies and emotional baggage.
Dealing with Difficult People (00:20:10)
Considerations for negotiating with difficult individuals, understanding motivations, and seeking fair outcomes.
Emotions in Negotiation (00:22:24)
Addressing emotional influences in negotiations, managing emotions, and facilitating problem-solving.
Managing Emotions in Negotiations (00:26:54)
Strategies for managing emotions in difficult conversations and high-stakes negotiations.
Power Dynamics in Negotiations (00:28:33)
Exploring real versus perceived power, and strategies for cutting through power dynamics in negotiations.
Negotiation Mindset (00:36:15)
Encouraging a change in mindset by reframing negotiation as conversations and consciously observing negotiation opportunities.
Emotional Aikido Skills (00:39:44)
Explanation of five emotional aikido skills to manage emotions during high-tension situations in negotiation.
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About your host, Canberra leadership expert Zoë Routh:
Zoë Routh is a leadership futurist, podcaster, and multiple award-winning author. She works with leaders and teams to navigate future horizons.
She has worked with individuals and teams internationally and in Australia since 1987. From wild Canadian rivers to the Australian Outback, and the Boardroom jungles, Zoë is an adventurist! She facilitates strategy and culture sessions with audacious teams.
Zoë's fourth leadership book, People Stuff - Beyond Personality Problems: An advanced handbook for leadership, won the Book of the Year at the Australian Business Book Awards in 2020. Her fifth book is a near future science fiction dystopian novel, The Olympus Project.
Zoë is the producer of the Zoë Routh Leadership Podcast, dedicated to asking “What if…?” and sharing Big Ideas on the Future of Leadership.
Zoë is an outdoor adventurist and enjoys telemark skiing, has run six marathons, is a one-time belly-dancer, has survived cancer, and loves hiking in the high country. She is married to a gorgeous Aussie and is a self-confessed dark chocolate addict.