The Negotiation Society podcast (The Gap Partnership)

Who would be so bold to negotiate with both children and animals? Claire Maddox would! Claire, HR Ops Specialist at The Scotts Miracle-Gro Company, takes time out to chat with Mike Kamins about mealtimes with her nieces, tough negotiations with her 5ft 3 inch Bernese mountain dog, as well as her best-kept secret to surviving a recession, negotiating with internal and external stakeholders. On top of all this, we find out from Claire why her mantra is about finding new ways to perform old tricks! Tune in to hear more from Claire and Mike in the latest edition of Inside my Head 🗣The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

To find out more visit www.thegappartnership.com and www.thenegotiationsociety.com

In this episode of Inside my Head 🗣, Mike Kamins, Partner at The Gap Partnership, catches up with Mike D'Ambrosi. Director of Sales at Schnair Sales and Service, Mike (D!) spills the beans on how he got to where he is today, relationships and commercial collaboration, and the tricky art of negotiating a great work life balance. Hear what happened when Mike met Mike...The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

To find out more visit www.thegappartnership.com and www.thenegotiationsociety.com

In this episode of tricks of my trade 💃, The Gap Partnership consultant Ashley Barrett takes the hot seat to talk to Kat Anderton about furniture, hat-wearing, and how a knack for creativity led to a dramatic shift in her negotiation style when Covid hit.The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

To find out more visit www.thegappartnership.com and www.thenegotiationsociety.com

In this episode of Inside my Head 🗣 Lawanda Burns, Senior Global Learning Manager at PepsiCo, takes time out to talk frankly to Mike Kamins about her career, negotiation learnings, and the secrets behind her twenty-year success story.
The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

To find out more visit www.thegappartnership.com and www.thenegotiationsociety.com

On this episode of Inside my head 🗣, Shailee and Mike are joined by Senior Manager of Customer Development at Johnson & Johnson (and New York Rangers fan!) Tim Lamanno. Tim took time out to chat about good fortune and hard work, the importance of daily negotiation (especially with his six-year-old daughter), and the critical importance of client centricity and empathy...what really matters to the customer.  Find out what happened in a tail between his legs moment when Tim talks about a negotiation disaster early on in his career. Want to hear more from and about Tim? Tune in now...The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

To find out more visit www.thegappartnership.com and www.thenegotiationsociety.com

In this episode of Inside my Head 🗣, Steve Grossett, Customer Capability Leader at Mars, chats with Mike about professional growth and development within a business, client centricity internally, and the importance of win-win negotiation! On top of all this, Steve shares his views openly with Mike on his holistic approach to mental health and well-being. Not to forget, listen to how Steve balances his dad's duties while working at home.

The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

In this episode of Inside my head 🗣 Kate Kasch, Vice President of Sales at GoodPop, chats frankly with Mike Kamins about finding joy throughout her career and being open-minded to learning from her mistakes. Find out how Kate turned the humdrum side of her job into a fun one and how she has developed from a follower to the leader she is today. Not to forget, Kate shares her experiences of client centricity and negotiation, and some great advice on why not to buy a car during a pandemic!

The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

In this episode of Inside my head 🗣, Bill Kesting, President of BK Programs LLC, chats openly with Mike about what world-class looks like, customers being the centre of everything, and the importance of honesty and data. Find out how Bill had turned from a Vice President of Sales to a Vice President Apology as he spills the beans of his biggest success which is also the biggest disaster! Also, he shares his interesting quotes of ''No risk, no reward' and 'There is no bad news or good news, only data'' as career advice.

In this episode of Inside my Head 🗣️, Rob Fascia, the President of Vandelay Strategies and a die-hard Chicago Black Hawks fan, speaks candidly with Mike Kamins about the importance of comprehending the targeted end users in the retail sector and the influence of culture in negotiations. Rob imparts four crucial principles as career guidance: be inventive, avoid making repeated mistakes, maintain humility towards others, and prioritise the values of the consumer. Lastly, he reveals how he employs the strategy of being silent and neutralising emotions during negotiations.

In this episode of Inside my head 🗣, Mike is joined by Ian Brooks, Director at Cushman & Wakefield and a huge Washington Capitals fan! Ian talks about playing the long game when it comes to client centricity and the importance of self-introduction. He also shares with Mike Kamins his aspirational career advice as a broker in the real estate field, tips for surviving a recession, and his success stories, including negotiating with his wife to play golf at the weekend!

The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

Get ready for an exclusive and insightful interview with BBC Radio Newcastle as Steve Gates, a negotiation legend and the founder of The Gap Partnership, takes the stage to announce the launch of the highly anticipated third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating. Discover what's new in this updated edition that's tailored to the world's changes over the past six years. Join us as Steve shares his inspiring journey of starting a negotiation management consultancy twenty-five years ago, and delves into the meaning of getting the best deal on the table. Find out too how he expertly navigates the challenges of working with big egos over the years.

Looking for a dose of female empowerment? Listen to this episode of "Inside my head" with host Jessie Lancaster and special guests Sarah Welsh and Farah Kabir. Together, they co-founded Hanx, a brand that focuses on sexual wellness and intimate care without the stigma. They share their inspiring career journey, which saw them leave the corporate and medical fields to create a sex-positive and sustainable brand. Tune in as they reveal what it takes to bring a good idea to life and become a successful entrepreneur. From taking a leap of faith and walking the talk with passion, to calculating the risk and researching the market, they've got plenty of insights to share. Hear how their backgrounds and experiences helped them launch Hanx and how they compete with major brands by identifying a strong negotiating point and understanding their targeted consumers. As female entrepreneurs, Sarah and Farah offer invaluable advice on how to stand out and make a difference in any industry. Get ready to be inspired by subscribing to The Negotiation Society podcast on your favourite platform.

The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

In this episode of Inside my Head, our host Jessie Lancaster speaks with Jane Shepherdson, the Chairperson of MY WARDROBE HQ, a fashion start-up aimed at promoting sustainable fashion. Jane, a self-proclaimed "rebellious soul" shares her unique and inspiring career journey, starting from her early days in the fashion industry to her current role. She opens up to Jessie about her experience as a founder of various start-ups in the sustainable fashion sector and talks frankly about how she adapted her different styles of leadership throughout her career. Jane also discusses how she helped Topshop grow from a 10 million to a 100 million-pound business, and her passion for sustainable clothing using science to drive innovation. Not to forget, she addresses the fear factor she had to deal with and how she nurtured her talents to be successful in such a competitive industry.Listen to The Negotiation Society podcast to discover Jane's most successful negotiation style and how it has helped her achieve great success in the fashion industry.

In this episode of Inside my Head, Todd Elliott, the Executive Director of Know the Truth, sits down with Nick Capuano and takes us on a journey through his career, sharing stories of his triumphs and struggles, as well as his secrets to success in leadership and team building. But that's not all! Elliott shares his insights on the key negotiation skills needed to close deals and achieve success in sales. With his years of experience, Elliott offers invaluable advice on everything from building a rapport with clients to navigating tricky situations with confidence and grace.

In this episode of tricks of my trade, Emily Chee is joined by two special guests, Aurell Hartawan and Lorik Morina, who are dual students at The Gap Partnership. Discover how the company’s talent initiatives empower these future leaders and how they are applying what they have learned to achieve their career goals. These young professionals are not afraid to put their negotiation skills to the test even in their personal lives too. Tune in as they share their real-life experiences, including how Lorik closed his first car deal using his professional flinch tactic and the power of silence. But it's not all about deals and dollars!  Aurell and Lorik also open up about the challenges they have faced as they entered the workforce in different departments, including cultural shocks and adjusting to new ways of working. Aurell shares her experiences of adapting to the direct communication style in Germany versus her home country, Indonesia. 

Get inside the head of Anson Bailey, KPMG China partner and President of the famous Hong Kong Potbelly Pig's rugby team. In this episode our host Adam Frampton chats to Anson about his perspectives on retail, sustainability, digital acceleration, and the Generation Z mindset. Anson also shares his thoughts on leadership, including the balance between technology innovation and people. Plus, dive deep into Anson's experiences navigating through the COVID-19 pandemic in Hong Kong and learn about his negotiation tactics in supply chain. Tune in now for an engaging and thought-provoking conversation between Adam and Anson.

The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

Get ready for an insightful episode of "Inside My Head" as Michael Kamins sits down with Karen Fuchs, VP of Sales - Conventional West at Q Mixers, for a candid conversation about her career journey and what it takes to succeed in today's fast-paced professional world.  💼 

Karen shares personal stories of making early choices that ultimately paved the way for her current success. She also discusses the importance of customer centricity and negotiation skills in both internal and external settings. Don't miss Karen's valuable insights on successful negotiation, including a powerful tip on how to establish credibility by showing up every day prepared and ready to tackle any challenge. Plus, she shares a heartwarming story about her son using her negotiation skills to get the best deal from his insurance company on a damaged car. Finally, Karen talks about the concept of work-life integration and how she has found balance in her own life. 

Get ready to learn some tips from a true negotiation expert in this engaging episode of tricks of my trade. Dürrin Ergün speaks candidly with Marc Wehrum, Managing Partner EMEA at The Gap Partnership, about leadership and negotiation skills. Marc shares personal insights into his career, including the defining moment and mentor that shaped his professional journey. He also talks about the importance of negotiation skills in his role, how he integrates creativity into his daily work, and the most significant challenge in leadership. What's most inspiring about Marc's interview is his belief in serving as a role model for future generations of leaders. His commitment to creating a feedback culture within organization is a testament to his dedication to helping others reach their full potential.

In honor of Earth Day, we're bringing you an exciting and thought-provoking episode of Inside my Head. Our host, Jessie Lancaster, is sitting down with two remarkable guests who are experts in sustainability: Patrick Shewell, the Global Head of Sustainability at Mondelez International, and Dan Anderson, a sustainability advocate from The Gap Partnership. Together, they are diving into the critical topic of sustainability and what it means for their companies. From reducing carbon footprints and waste to engaging clients in sustainability efforts and trading variables linked to sustainability, they're covering it all. Get a behind-the-scenes look at how these industry leaders are implementing sustainable practices in their companies and learn about the impact it's having on our planet.

Looking to unlock your authentic leadership potential and negotiate like a pro? Check out the latest episode of Inside My Head, where Dürrin Ergün sits down with Robbin Jorgensen (She/Her), Founder and CEO of Women Igniting Change®. Robbin shares valuable insights on finding authenticity in leadership and cultivating rising stars in your team. 

Join Nick Capuano as he takes you on an exciting career journey with Rand Eyberg, the Beverage Consultant at CELSIUS Holdings, Inc., in this episode of Inside My Head. Get ready to be inspired as Rand shares his incredible story, starting from humble beginnings in the US Army to holding remarkable leadership roles at renowned companies like PepsiCo and Diageo. Discover the secrets to becoming a successful leader and learn how Rand's military background shaped his teamwork and leadership skills, which continue to benefit him to this day.

This is a conversation you don't want to miss! Delve into the realm of leadership and unlock the potential of embracing new challenges. 

The Gap Partnership is a management consultancy specializing in negotiation, helping its clients drive profitability, increase efficiency and reduce cost. The Negotiation Society is a global community and digital platform established by The Gap Partnership, with content and resources that enable its members to develop, practice and embed their negotiation skills. It also publishes The Negotiation Society magazine, which comes out twice a year and is an essential read for negotiators everywhere. 

To find out more visit www.thegappartnership.com and www.thenegotiationsociety.com

Dive deep into the fascinating realm of negotiation and personal growth as Lee Peterson, a seasoned sales and development expert, teams up with Mike Kamins for an exhilarating episode of Inside My Head. Prepare to be captivated as Lee shares her incredible journey from salesperson to principal consultant and founder of Learning Karma, unveiling the power of psychology-based tools, the growth mindset, and the crucial importance of life skills education. Brace yourself for an eye-opening discussion on salary negotiation and the future of learning, where Lee uncovers the role of AI, diversity, and adaptability in our ever-changing world. Don't miss out on this exciting episode by tuning in to The Negotiation Society podcast. 

Ready to explore the world of consulting? Our host, Dürrin Ergün, sits down with none other than the seasoned negotiator, Vince Brook. With over 30 years of expertise in FMCG, Vince is about to spill the secrets of successful negotiations that have a profound impact on both personal and professional lives.

They discuss the art of negotiation and its impact on both personal and professional lives. Vince emphasizes the importance of applying negotiation principles at the start of business planning rather than just at the end, and he encourages involving cross-functional teams in the negotiation process. The discussion covers various negotiation principles, including fixed and variable elements, cooperation, competition, and mutual value creation.

Lastly, Vince advises negotiators to prioritize planning and preparation, ensuring alignment among stakeholders and decision-makers to achieve successful outcomes.

Tune in to this episode as Dürrin Ergun chats openly with Tina Gerbec, Senior Consultant based in Germany. With 20 years of experience managing sales teams for Mango, Apple, and prestigious French brands, Tina brings a wealth of knowledge to the table. Together, they explore fundamental topics such as mindset, motivation, and empowerment in the context of negotiation. Tina's journey into negotiation started with her passion for connecting with people and crafting effective strategies for collaboration. She emphasizes the importance of motivation during the negotiation process. She believes that being clear about your intentions and having a strong desire to achieve your goals can significantly impact the negotiation outcome. Don't miss out on the valuable insights shared in this episode! Tune in now and level up your negotiation game! 

In this episode of Tricks of my Trade, Mike Kamins sits down with Carol Loftus, a Senior Manager at The Gap Partnership. With over a decade of experience in the healthcare sector and a background in managing complex client relationships, Carol's journey is truly inspiring. 

 Carol's story takes a remarkable turn as she becomes a fierce advocate for patients, negotiating with insurance companies to secure access to high-cost drugs. Her dedication has made a profound impact on countless lives. Recognizing the need to empower negotiators facing formidable healthcare giants, Carol shifted her focus to negotiation skills development, leading her to The Gap Partnership. 

In this episode, Mike Kamins delves deep into the world of football negotiation with Simon Rödder, who has years of experience advising clubs across Europe. He shares the secrets to success in player recruitment and negotiations. ⚽💰

📊 Discover the importance of data-driven insights in player recruitment.
💰 Learn how to estimate intrinsic player value to avoid overpaying.
🤝 Explore tactics to influence perceived player value during negotiations.

Step into the world of fashion and commerce with a seasoned expert! Join Dürrin Ergün as she welcomes the remarkable Dalbir Bains, an expert in the fashion and commerce sector. Delve into Dalbir's inspiring journey, focusing on her transformative role at Zalando, where as Vice President of Category Management, she elevated the brand to extraordinary heights, doubling its revenue within four years through masterful negotiations. She shares key moments that shaped her career, highlighting pivotal experiences from negotiating with factories in China to dealing with top executives in New York. Discover Dalbir's principles of collaborative negotiations, infused with empathy and authenticity. Currently a dedicated mentor and life and career coach, Dalbir emphasizes the empowerment of women. Don't miss the insights and wisdom shared by Dalbir on this remarkable journey! 

Ready to unlock the secrets behind successful negotiations in retail and procurement? Join Michael Perlish in this captivating episode of The Negotiation Society as he sits down with Chris Prahler, a seasoned professional with a 25-year journey spanning from Target to Chewy and Lowe's. Get ready to dive deep into Chris's experiences navigating both small startups and corporate giants. Discover the latest trends in procurement and strategic sourcing as Chris shares invaluable insights into the evolving landscape. Brace yourself for memorable negotiation anecdotes straight from Chris's illustrious career, packed with valuable lessons. As the podcast concludes, reflect on Chris's remarkable achievements and the crucial role of internal recognition in the dynamic world of retail. Don't miss out on this riveting discussion on retail trends and negotiation highlights with the one and only Chris Prahler!

Embark on an extraordinary journey with Jessie Lancaster as she unveils the compelling story of Jo-Glynn Smith—a transformative coach whose negotiation skills have transformed her career! From a British military base to fashion's center stage, Jo's resilience and negotiation prowess are the driving forces behind her success. Navigate through her experiences at boarding school, where early negotiations set the stage for a remarkable journey. Explore the fashion world with Jo, witnessing her transition from retail to publishing, leaving an indelible mark. Discover the impact of Jo's innovative initiatives at Harper's Bazaar, where the Woman of the Year awards became a beacon of empowerment, seamlessly bridging fashion, business, and female leadership. Witness Jo's seamless transition to corporate leadership at Pandora, where her negotiation finesse propelled her to new heights. Don't miss this inspiring dialogue as Jo shares insights and experiences, emphasizing the pivotal role of negotiation in achieving unparalleled career success.

Embark on an insightful journey with Michael Perlish as he introduces the visionary Raoul Shah, founder and joint CEO of Exposure. Raoul is renowned for his expertise in aligning brands with cultural movements, and in this episode, he shares invaluable insights into the intricate world of negotiations in the creative world. Explore the art of forging enduring partnerships, navigating diverse negotiations in establishing a global enterprise and understand the pivotal role of trust in client relationships. Raoul Shah reflects on the constant negotiation inherent in building a global business, covering everything from proposing expansion to managing logistics and risk. Gain valuable insights into the negotiation journey, where seeking support, counsel, endorsement and provocation play crucial roles in fostering collective growth and cultural impact. Join us in this engaging conversation as Raoul offers wisdom and perspective on the dynamic intersection of brands, culture and negotiation.

Join Nick Capuano as he delves into the captivating world of commercials alongside the esteemed Ray Leibman, an esteemed professor at Rutgers University. His career journey, spanning from his innovative beginnings at Dansk Designs to his impactful leadership roles at Panasonic, Yamazaki, and beyond, serves as a shining example of perseverance and strategic prowess.

In this episode, we immerse ourselves in the intricate dynamics of power in negotiation, real-life lessons gleaned from negotiation mishaps and the pivotal role of integrity and credibility in business.

This episode promises invaluable insights for all.

🎙️ We kick off our C-Suite Talks series with a candid conversation between two CEOs: Scarlett McCabe of Debate Mate and Graham Botwright of The Gap Partnership, with our expert host, Jessie Lancaster.

Scarlett shares how debating changed her life, from being a rebellious student to becoming CEO of a purpose-led business that transforms the lives of young people through the super power of debate. 

Graham talks about his experiences of leadership at youth organization Army Cadets where he headed up the debating club, to now running a global consultancy focused on negotiation. 

With Jessie deftly guiding the conversation, they explore the parallels between debate and negotiation and communication and leadership.

Highlights include:

• Being a great communicator is essential in both debating and negotiating. 
• Overcoming challenges in leadership and embracing vulnerability builds resilience and drives personal success.
• Fostering psychological safety and making mistakes is seen as an opportunity for growth. 
• Your voice is key to leading with confidence and purpose.

Tune in to hear Scarlett and Graham share their stories with Jessie.

Price is always top of mind for customers, but what really drives buying decisions in retail? In this Tricks of My Trade of a retail buyer podcast episode, Shailee Desai sits down with Kat Krakowiak, a negotiation consultant at The Gap Partnership with over a decade of experience in retail.

From managing category strategies to balancing short-term wins with long-term growth, Kat shares what it takes to navigate the high-stakes world of buying. 

 Key highlights:

✔️ How do retailers plan for the year ahead? 

✔️ What role does negotiation play in securing the best deals? 

✔️ And how can suppliers position themselves for success? 

Tune in as we unpack the hidden complexities behind every product on the shelf.

Success in negotiation isn’t just about game day; it’s about preparation, adaptability and strategic thinking. 🏉💼 

In our latest Tricks of My Trade, Russell Weir, a former pro rugby player turned negotiator, sits down with Katherine Edgecombe to explore the striking parallels between high-pressure sports and high-stakes deals.

Top three takeaways, whether you're on the pitch or at the negotiation table:

 1️⃣ Reciprocity in leadership. Lead by example and ask for feedback on yourself.

 2️⃣ Social proof in action. Success breeds success.

 3️⃣ Preparation is everything. In both rugby and negotiation, confidence is built through preparation.

Just like rugby, negotiation has its own season cycle: pre-season, mid-season, peak season and off-season. Knowing when to train, when to push and when to reflect is key to long-term success. Champions are made in the off-season.

Tune in to The Negotiation Society podcast for a fascinating deep dive into the mindset of a winning negotiator (and athlete).

What does it take to drive commercial success across continents, build high-performing teams and foster a strategic negotiation culture?

 In this episode of Inside My Head of a transformational leader, Katherine Edgecombe sits down with Christina Bundgaard, Vice President of Commercial Western Europe at Philips. With a career spanning six countries and three continents, Christina shares her insights on leadership, the importance of negotiation skills and the relentless pursuit of personal and career growth.

Key highlights:

 👉 The impact of genuine collaboration in negotiations

 👉 Why negotiation is a muscle that needs continuous training

 👉 How curiosity empowers career development and analytical thinking

 👉 The importance of agility in encountering changes

 Christina shares, “Negotiation is no longer just about price; it’s about delivering exponential growth for both retailers and suppliers. And to do that, we must constantly train and refine our negotiation muscle.”

🎙️ Tune in now to The Negotiation Society podcast by clicking on the link in the comment below to gain insights from a leader redefining success.