The Negotiation Challenge

The Negotiation Challenge The Negotiation Challenge is a global negotiation competition for students and professionals

25/06/2025

Following our earlier episode on Immanuel Kant and the role of truth and lies in negotiation, we return to the world of philosophy, this time with a thinker who approached ethics from a different angle: Aristotle.

What would Aristotle say if he were advising a modern-day negotiator?

In this episode, we’re joined by Rudolf Schüssler, a distinguished philosophy professor from the University of Bayreuth, to explore how Aristotle’s timeless ideas can shed light on negotiation.

Together, we discuss Aristotle’s concept of phronesis, or practical wisdom, and ask what it truly means to be a wise negotiator, not just someone who wins deals, but someone who understands what is good, fair, and sustainable in the long term. We also examine Aristotle’s famous triad of persuasion, ethos (credibility), pathos (emotion), and logos (logic), and discuss how this rhetorical framework can help negotiators craft more compelling arguments, build trust, and communicate more effectively across differences.

As we move into the ethical dimension, Rudolf reflects on whether Aristotle’s virtue ethics can be applied to modern negotiations. Is there space for integrity in a world often driven by power and outcomes? And what kind of character traits should a negotiator cultivate to not only be persuasive, but also remain principled and respected?

Ultimately, we ask: What might an “Aristotelian negotiator” look like today? And how can Aristotle’s thinking help us become better not only at negotiation, but also through negotiation, as individuals and as members of a shared moral community?

Whether you’re an academic, a business professional, a student of philosophy, or simply curious about how ancient wisdom meets modern strategy, this episode offers a rare and insightful conversation that bridges two worlds and may just change the way you approach your next negotiation.

19/06/2025

In this episode, Mariusz Sikorski from Sheffield Business School takes us behind the scenes of his new paper in Negotiation and Conflict Management Research, a comprehensive systematic review of over 600 studies that reveal how trust works across cultures.

Trust is the essential foundation that enables open communication, risk-taking, and creative problem-solving. Without it, negotiators hold back key information, become defensive, and negotiations often stall or result in suboptimal deals . Research confirms that trust boosts information sharing, encourages value creation, and increases the likelihood of reaching agreements that are both satisfying and sustainable

In intercultural negotiations, trust becomes even more important but also more complex. Mariusz explains how individuals from “high‑trust” and “low‑trust” cultures not only judge trustworthiness differently and exhibit varied trust levels, but also tend to inherently trust those from different cultural backgrounds less. He discusses the theoretical lenses that help to unravel these dynamics and how adaptability emerges as the most vital skill in overcoming cross‑cultural trust gaps.

Adaptability, as Mariusz outlines, facilitates trust by reducing perceived threats, increasing a sense of similarity, and enabling counterparts to be recategorized into an “extended in-group.” Through cultural adjustment, without losing one’s identity, negotiators can bridge divides and counter in-group favoritism. Mariusz provides real-world insights into how this leads to more effective, cooperative negotiation outcomes and stronger intercultural relationships

Tune in to gain practical strategies for building trust across cultural lines. Whether you’re a global executive, mediator, or someone fascinated by intercultural dynamics, this episode is packed with valuable takeaways.

11/02/2025

In this episode, we focus on first offers and negotiation impasses with Martin Schweinsberg, Associate Professor of Organizational Behavior at ESMT Berlin. Drawing from his cutting-edge research, Martin reveals the science behind why first offers set the tone for negotiations, how they shape expectations, and whether making the first move truly gives you an advantage.

But what happens when negotiations hit a deadlock? Martin shares his insights on why impasses occur, the psychological traps that keep us stuck, and proven strategies to break through stalemates—whether in business deals, salary negotiations, or personal conflicts.

Interestingly, there’s a strong link between first offers and impasses. A well-calibrated first offer can anchor the negotiation and steer it toward a mutually beneficial outcome, while an overly aggressive or unrealistic first offer can backfire, creating resistance and leading to deadlock. Martin explains the psychological mechanisms at play and how to craft first offers that maximize value without pushing the other side away.

If you want to master negotiation and never leave value on the table, this episode is a must-listen!

18/11/2024

Joshua N. Weiss, is a renowned expert in the field of negotiation with years of experience as a practitioner, trainer, teacher, and advisor. Known for his work on understanding and managing negotiation dynamics, Josh brings a unique perspective on the importance of learning from failure. His approach encourages negotiators to move beyond ego and blame, focusing instead on resilience and adaptability. Josh's forthcoming book, Getting Back to the Table: 5 Steps for Reviving Your Negotiations, delves deeper into strategies for overcoming setbacks, providing a structured framework for returning to negotiations with renewed insight and confidence.

In this episode, we address a topic that often goes unspoken but affects every negotiator: failure. Inspired by insights from Josh's recent project, we explore why failure is an unavoidable, yet crucial part of mastering negotiation. From missed agreements to relationship damage, failures can come in many forms, but they all have one thing in common—they offer invaluable lessons if we’re willing to learn.

We start by examining the common types of negotiation failures and understanding what happens when negotiators miss their goals or objectives, often failing to secure a successful outcome. This exploration is followed by a look at effective responses to setbacks, highlighting the different ways negotiators can handle failures—whether through blaming others, avoiding further negotiations, or building resilience. The episode then delves into how to foster a resilient negotiation mindset by unlearning counterproductive habits, such as the tendency to compromise prematurely, and replacing them with growth-oriented strategies that emphasize creativity and adaptability.

Whether you’re an experienced negotiator or just starting out, this episode provides you with actionable steps to transform failure into a stepping stone for success. Don't miss it!

05/11/2024

In this episode, we explore how negotiation can serve as a powerful tool for advancing sustainability goals across various contexts, from environmental and social to economic issues. We discuss the evolving role of negotiation theory, emphasizing the need for socially responsible approaches that include long-term impacts and the interests of all stakeholders, even those not directly involved in the negotiation. Drawing on interdisciplinary perspectives, we highlight how negotiation can creatively address complex challenges, mitigate conflict, and create sustainable value for communities and businesses alike.

Our guest, Brian Ganson, brings extensive expertise in this field. He is a professor and the Head of the Centre on Conflict and Collaboration at Stellenbosch Business School, where he leads research on the nexus of business, conflict, and development. With roles at the Peace Research Institute Oslo (PRIO) and Stellenbosch University’s Faculty of Law, Brian offers a unique blend of practical and academic insight. His vast experience includes consulting for leaders in post-conflict societies and developing strategies for sustainable business practices in volatile environments.

30/09/2024

Shane Ray Martin is on a mission to create a new generation of peaceful and tech-savvy negotiators. As an investor at B Ventures, the first-ever PeaceTech venture capital fund, Shane is driving innovation at the intersection of technology and negotiation. With a passion for empowering others, he is currently writing a book on 'AI Negotiations' aimed at inspiring the next wave of negotiation experts. Shane also shares his knowledge through a free monthly newsletter, offering practical negotiation tactics to a growing community of subscribers.

Beyond his writing and investment work, Shane is the host of a popular podcast, in which he explores the latest trends in negotiation, drawing from his experience closing over $4 million in deals, interviewing 80+ experts, and coaching more than 185 professionals. Shane is a living proof to the power of combining peace, technology, and negotiation skills.

In this episode of the Podcast on Negotiation, we discuss the role of artificial intelligence in the world of negotiations and deal-making. Whether you’re a seasoned negotiator, a tech enthusiast, or simply curious about the future of business, this podcast is your gateway to understanding how AI is reshaping the landscape of negotiation.

We bring in experts from various fields—business leaders, AI researchers, and negotiation specialists—to discuss the practical applications, ethical considerations, and the future implications of AI-driven negotiations.

Join us as we uncover how AI is being integrated into real-world negotiation scenarios across industries, the challenges and opportunities it presents, and what it all means for the future of human interaction in high-stakes discussions. Tune in and discover how AI is not just a tool, but a strategic partner in the art of negotiation.

27/08/2024

Dr. Daniel Druckman, a distinguished scholar and practitioner in the fields of negotiation, conflict resolution, and international relations. Dan has an extensive and impactful body of work, having published widely on topics such as negotiating behavior, nationalism and group identity, human performance, peacekeeping, political stability, nonverbal communication, and research methodology.

Dan's contributions to the field have been recognized with numerous prestigious awards, including the Otto Klineberg Award for his work on nationalism, the International Association for Conflict Management’s Outstanding Article and Outstanding Book awards, and a Lifetime Achievement Award from the same organization. His excellence in teaching was also acknowledged with a Teaching Excellence Award from George Mason University.

In addition to his prolific writing and research, Dan has served in various academic and leadership roles. He was the Vernon M. and Minnie I. Lynch Professor of Conflict Resolution at George Mason University, where he coordinated the doctoral program at the Institute for Conflict Analysis and Resolution. He is currently a professor at the University of Queensland in Australia and holds academic positions at Sabanci University in Istanbul, National Yunlin University of Science and Technology in Taiwan, and the University of Melbourne in Australia.

With a PhD from Northwestern University, where he was awarded a best-in-field prize for his doctoral dissertation, Dan has also held senior positions at several consulting firms and at the U.S. National Academy of Sciences.

In today's episode, we are thrilled to discuss Dan's latest book, a comprehensive volume that encapsulates his remarkable contributions to the fields of negotiation, national identity, and justice. This book, a culmination of over half a century of research, is organized into seven thematic parts that reflect the multifaceted nature of Dan's career.

The volume covers a wide array of topics, from flexibility in negotiation and turning points in conflict to national identity and justice in both process and outcomes. Each section begins with an introduction that sets the stage for the empirical, theoretical, and state-of-the-art articles that follow. Dan's work spans diverse research methodologies, including experiments, simulations, and case studies, addressing subjects as varied as boundary roles in negotiation, nationalism and war, and the application of research in diplomatic training and policy development.

In addition to the academic rigor, the book offers rare personal insights into the networks, sponsors, and events that have shaped Dan's career. It concludes with a reflective look back at how his career connects to classical ideas and the importance of an evidence-based approach to both scholarship and practice, while also charting future directions for research.

This book is an essential read for students and practitioners of international negotiation, conflict resolution, security studies, and international relations.

08/08/2024

Keld Jensen is a distinguished expert in negotiation, renowned globally for his expertise. With more than thirty years of experience in international management and negotiation, he is a highly sought-after guest lecturer in fields such as negotiation, trust-building, behavioral economics, and impression management at top Executive MBA institutions worldwide.

Keld has written and published 24 books in 36 countries. His notable work, "Negotiating Partnership," has been translated into four languages and is available in over 28 countries. He regularly writes feature articles for both national and international publications and is a respected commentator on global business issues in various media broadcasts. Keld is also a frequent keynote speaker at international conferences and has provided training and consulting services to numerous global corporations.

As the founder and CEO of the Center for Negotiation, a consultancy and training organization, Keld collaborates with private companies and governmental entities across Europe, Asia, North America, and Africa. His impressive client roster includes prominent names like Lego, B&O, Mercedes, ThermoFisher, as well as various governments and NGOs. The Financial Times has recognized Keld as one of the "Leading Business Minds."

In our podcast, we will discuss his new book: "The Elements of Negotiation: 103 Tactics for Everyone to Win in Each Deal".

With a heavy heart, we mourn the loss of Dean Pruitt, a remarkable individual whose life and legacy have profoundly impa...
14/07/2024

With a heavy heart, we mourn the loss of Dean Pruitt, a remarkable individual whose life and legacy have profoundly impacted us all in the field. Dean's dedication, wisdom, and kindness were exemplary, guiding countless individuals through their professional and personal journeys. His commitment to excellence in research and his compassionate nature set a standard we all aspire to.

Dean's influence extended beyond his great professional achievements; he was a mentor, a friend, and a source of inspiration to many. His ability to listen, understand, and provide guidance will be deeply missed. As we remember Dean, we celebrate his life, his accomplishments, and the indelible mark he left on our community.

Our thoughts and prayers are with Dean's family and loved ones during this difficult time. May we all find comfort in the memories we shared with him and strive to carry forward the values he embodied so beautifully.

Rest in peace, Dean. Your legacy will live on in our hearts and actions.

18/04/2024

In this episode of the podcast, we are privileged to be joined by negotiation expert Mike Inman. With a wealth of experience accumulated over more than a decade, Mike has trained the managers many of the world's leading Fortune 500 companies. His tenure as a negotiation trainer spans six continents, during which he has equipped over 7,000 B2B negotiators with the tools and strategies needed to thrive in competitive business environments. Mike's expertise extends is grounded in real-world practice, making him an invaluable resource for anyone seeking to enhance their negotiation skills.

Join us as Mike shares his firsthand experiences gleaned from negotiating countless deals with Fortune 500 giants. With each negotiation, Mike has honed his craft, refining strategies and tactics that consistently deliver results. From navigating high-stakes discussions to building trust and rapport, Mike's expertise spans the entire negotiation spectrum. This episode offers a rare opportunity to glean insights from someone who has been in the trenches, tackling complex negotiations head-on and emerging victorious.

Mike will discuss the critical differences between experienced and inexperienced negotiators. He'll highlight the subtle nuances in approach and mindset that can make or break a negotiation, offering invaluable guidance on how to bridge the experience gap. Whether you're seeking to close your next big deal or simply looking to sharpen your negotiation skills, Mike's wealth of experience promises to illuminate the path forward in the ever-evolving landscape of business negotiation.

17/04/2024

We are delighted to announce that the finals of the Negotiation World Championship 2025 will be hosted by University of Cape Town on April 24-26, 2025!

We look forward to inspring a new generation of young negotiators from around the world, especially Africa and expanding our TNC community of passionate negotiation professors, trainers, and coaches. We are planning to organize our annual negotiation conference, aka INTRA meeting on April 24.

Huge thanks to our 2020 Negotiation World Champions Derek Pead and Siham Boda for their kind invitation to their beatiful country and for all their hard work with organzing the event! Thank you to University of University of Cape Town for welcoming us on their amazing campus!

Please let me know if you would like to get involved as a judge, partner and/or supporter. TNC family is very inclusive and there is a place for everyone who is willing to create value for the negotiation community. To quote my friend Angelo Monoriti, negotiation is not only about "to get" but about "together"!

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