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What separates good negotiators from great ones? In this episode of Negotiation Made Simple, Wharton professor Richard Shell, author of Bargaining for Advantage and one of the world’s foremost experts on negotiation, joins the show to share what he’s learned from decades of teaching Navy SEALs, CEOs, diplomats, and entrepreneurs how to win deals and build trust.

You’ll learn how to turn agreements into lasting commitments, how to use relationships as real leverage, and how ethics, psychology, and preparation all play a role in shaping outcomes. Somewhere in this conversation, Shell reveals the one thing great negotiators do differently—a simple habit that consistently separates the amateurs from the masters.

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In this episode, we sit down with Mark Anthony McCray—one of the top sales leaders in global logistics—to unpack what really drives sales negotiations. Mark’s core philosophy: remove friction. When you make it easy to do business with you—and help your buyer look good to their stakeholders—deals move. They discuss practical prep using a negotiation checklist, aligning cross-functional teams (pricing, legal, CS), and the underrated habit of simply asking for more. You’ll hear daily tactics (Google Alerts, clear call purposes) and mindset shifts (everyone can win; ego and reputation drive decisions) you can apply today—even if you don’t carry a sales title. If you want sharper conversations, faster cycles, and bigger outcomes, this one’s for you. 

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In this episode of Negotiation Made Simple, John Lowry sits down with Richard Gabriel, one of the nation’s leading trial consultants, whose career spans more than 2,500 cases including some of the most high-profile trials in history. Together, they explore the fascinating intersection between jury consulting and negotiation—how people actually make decisions, the role of bias, and why listening and storytelling are critical to influence. Richard shares practical insights on reading a room, building credibility through authenticity and connection, and crafting powerful questions that unlock opportunity at the negotiation table.

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When emotions run high and the stakes are even higher, how do you negotiate resolution? In this episode, seasoned litigator and nationally recognized settlement counsel John Pion shares raw, real-world stories from the frontlines of high-stakes negotiations — including a moment where a gun was placed on the table.

John unpacks the human side of conflict resolution, showing why empathy, presence, and creativity often matter more than legal strategy. Whether you're a lawyer, leader, or anyone navigating tense conversations, this episode delivers practical wisdom on how to stay calm, build trust, and guide even the most volatile situations toward resolution.

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In this episode of Negotiation Made Simple, host John Lowry teams up with longtime friend and leadership expert Chris Allen to tackle one of the most overlooked leadership skills—negotiating inside your organization. From team conflict to change management and return-to-office policies, negotiation is happening everywhere in the workplace, even if we don’t call it that.

Together, John and Chris build a practical 7-step framework—live on the show—for navigating workplace tension with empathy, clarity, and courage. Whether you're a leader, manager, or team member, these steps will help you resolve conflict without compromising relationships or culture.

You’ll learn:

• Why most workplace problems are really negotiations in disguise
• How fear and belief systems drive conflict
• How to manage emotions and create safety in high-stakes conversations
• A 7-step process to move from tension to collaboration

This is a must-listen for anyone who wants to lead with intention and turn workplace friction into forward momentum.

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In this episode, John Lowry sits down with Peter Robinson — former director of the Straus Institute for Dispute Resolution at Pepperdine — to explore the foundational skills every negotiator needs. Peter shares stories and lessons from decades of teaching and practicing negotiation around the world, emphasizing the power of empathy, self-awareness, and preparation. You’ll learn how to uncover the real interests behind people’s demands, manage expectations effectively, and avoid common mistakes—like negotiating on autopilot or giving away too much too soon. Whether you’re navigating conflict, closing a deal, or just starting your negotiation journey, this conversation offers timeless wisdom and practical advice.

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In this episode of Negotiation Made Simple, John Lowry sits down with high school teacher and coach Tristan Wheeler to explore the unexpected parallels between education and negotiation. Tristan shares how teaching seniors and coaching soccer have shaped his understanding of influence, transformation, and connection. Together, they unpack powerful concepts like closing the gap between where someone is and where they could be, the importance of empathy over expertise, and the joy found in introducing new ideas. From pre-mortems and post-it note lesson plans to Lumineers lyrics and Trader Joe’s flower stories, this conversation is packed with wisdom for anyone looking to lead, teach, or negotiate with purpose.

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In this episode of Negotiation Made Simple, John Lowry sits down with a seasoned university president and faith-driven leader to explore the human side of negotiation. From managing complex relationships to navigating high-stakes decisions, this conversation unpacks the quiet disciplines and mindset shifts that shape truly effective leaders. Whether you're leading a team or closing your next deal, you'll walk away with powerful insights you won’t want to miss.

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In this episode of Negotiation Made Simple, we sit down with Aaron Dorn, CEO of Studio Bank and former U.S. Marine Corps officer, to explore what it really takes to lead, negotiate, and grow in today’s business world. From founding a billion-dollar bank to navigating high-stakes deals, Aaron shares hard-earned wisdom on the people side of negotiation, the power of clarity, and how to build trust that drives results.

We dive into:

• Aaron’s journey from banking to the battlefield and back again
• The leadership lessons that shaped his approach to business
• Why great negotiators always start with understanding, not just terms
• How deal momentum, trust, and clear expectations make or break success
• What separates top-tier dealmakers from the rest

Whether you're a CEO, entrepreneur, or just someone who wants to master negotiation, this episode is packed with insight and inspiration.

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In this episode of Negotiation Made Simple, host John Lowry sits down with Doug Ryan, a commercial real estate expert with over 25 years of experience at Colliers Nashville. Doug has played a pivotal role in some of Nashville’s biggest real estate deals, and he credits advanced negotiation training as a game-changer in his career.

Doug shares how investing in negotiation skills transformed his ability to close deals, build relationships, and navigate complex business transactions. He reveals key insights, including:
✅ The biggest "aha moment" from negotiation training
✅ Why everything in business is either an “X” (competitive) or an “O” (cooperative)
✅ The one simple tactic that helped him get more out of every deal
✅ How to slow down negotiations in uncertain economic times

John and Doug also discuss the upcoming Negotiation Made Simple Live Workshop in Nashville (April 29-30, 2025), where professionals can sharpen their skills in real-world negotiation exercises.

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