Joanna Shea, CEO and co-founder of the Negotiations Collective, shares her expertise in negotiation and conflict resolution. She discusses the importance of profiling people in negotiations and introduces the Thomas-Killman model, which categorizes individuals based on assertiveness and cooperativeness. Joanna also explains the four Rs of conflict resolution: respect, react, respond, and resolve. She emphasizes the significance of building relationships, understanding value drivers, and being strategic in negotiations. The conversation covers the challenges of marriage and starting a business, the importance of empathy in relationships, and the story of Sriracha as an example of negotiations gone bad. The key takeaways include the need to slow down in negotiations, consider the other party's perspective, and measure success in small victories.

Chapters

00:00 Introduction and Background

08:33 The Thomas-Killman Model of Negotiation Styles

13:28 Building Relationships and Understanding Value Drivers

25:58 The Story of Sriracha: Negotiations Gone Bad

30:23 Advice for Starting a Business

36:52 The Impact of Ego on Relationships and Negotiations