Episode Thumbnail
Episode 89  |  34:50 min

A Systems Approach To Negotiations - The 3 S's

Episode 89  |  34:50 min  |  06.24.2019

A Systems Approach To Negotiations - The 3 S's

00:00
00:00
This is a podcast episode titled, A Systems Approach To Negotiations - The 3 S's. The summary for this episode is: <p>This week we’re 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 <em>S’s—strategy</em>, <em>structure</em>, and <em>self</em>. How do we strategize for negotiation? What’s the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren’t) 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’ve ever wondered how to apply systems thinking to negotiations. </p> <h2>Outline of This Episode</h2> <ul> <li>[0:33] Cal Chrustie joins the Negotiations Ninja podcast!</li> <li>[2:59] Cal’s history in the field of negotiation</li> <li>[6:04] What is a ‘Wicked’ negotiation?</li> <li>[7:30] What is a dead body exchange?</li> <li>[8:19] Why are ‘good tactics’ not enough?</li> <li>[13:07] The risk of not having a strategy</li> <li>[16:17] Does North America embrace a focus that is too short-term?</li> <li>[17:45] How does structure fit into the negotiation process?</li> <li>[23:20] Where does the 3rd ‘S’—self—fit into the picture?</li> <li>[33:10] How to connect with Cal online</li> </ul> <h2>Resources & People Mentioned</h2> <ul> <li><a href="https://interventisglobal.com/" target="_blank" rel= "noopener">InterVentis Global</a></li> </ul> <h2>Episode Sponsor</h2> <ul> <li><a href= "https://contingentstaffing.wbresearch.com/srspricing?utm_source=negotiations%20ninja&utm_medium=mediapartner&utm_campaign=26730.004-external-ad&utm_term=register&utm_content=text&mac=nn-pcs-19&disc=nn-pcs-19" target="_blank" rel="noopener">ProcureCon Contingent Staffing</a></li> <li>Code: NN-PCS-2019 for 25% off</li> </ul> <h2>Connect with Calvin Chrustie</h2> <ul> <li>Connect on <a href= "https://www.linkedin.com/in/calvin-chrustie-llm-03b4686/" target= "_blank" rel="noopener">LinkedIn</a></li> <li>Cal’s <a href="https://interventisglobal.com/" target="_blank" rel="noopener">Website</a></li> </ul> <h2>Connect With Mark</h2> <ul> <li>Follow Negotiations Ninja on Twitter: <a href= "https://twitter.com/NegotiationPod" target="_blank" rel= "noopener">@NegotiationPod</a></li> <li>Connect with Mark <a href= "https://www.linkedin.com/in/markraffan/" target="_blank" rel= "noopener">on LinkedIn</a></li> <li>Follow Negotiations Ninja <a href= "https://www.linkedin.com/company/negotiations-ninja-podcast" target="_blank" rel="noopener">on LinkedIn</a></li> <li>Connect on Instagram: <a href= "https://www.instagram.com/negotiationpod/" target="_blank" rel= "noopener">@NegotiationPod</a></li> </ul> <p><a href="https://plinkhq.com/i/1300435924" target="_blank" rel= "noopener"><strong>Subscribe to Negotiations Ninja</strong></a></p>

This week we’re 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’s—strategy, structure, and self. How do we strategize for negotiation? What’s the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren’t) 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’ve ever wondered how to apply systems thinking to negotiations. 

Outline of This Episode

  • [0:33] Cal Chrustie joins the Negotiations Ninja podcast!
  • [2:59] Cal’s history in the field of negotiation
  • [6:04] What is a ‘Wicked’ negotiation?
  • [7:30] What is a dead body exchange?
  • [8:19] Why are ‘good tactics’ 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 ‘S’—self—fit into the picture?
  • [33:10] How to connect with Cal online

Resources & People Mentioned

Episode Sponsor

Connect with Calvin Chrustie

Connect With Mark

Subscribe to Negotiations Ninja

More Episodes

Michael Reddington’s Forensic Interviewing Method

Throwback Thursday with Jeanette Nyden and Lawrence Kane, Ep #226

The Game of Sales

Throwback Thursday with Mihai Isman

The Purpose of DISCOVER Questions

Throwback Thursday with Roger Dooley