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.

Shownotes

See more at: http://www.zoerouth.com/podcast/leadership-framework-sam-trattles

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.