Negotiation Made Simple

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In this episode of Negotiation Made Simple, we explore one of the most overlooked skills in negotiation and leadership: managing the negotiation happening inside your own head.

Clinical psychologist and mindset coach Dr. Nick Wignall joins the conversation to unpack why anxiety, fear, and pressure show up so strongly in high-stakes negotiations — and why trying to eliminate those emotions often makes things worse. Together, we break down the difference between anxiety, stress, and worry, and explain how unexamined emotions can quietly drive bad decisions, unnecessary concessions, and missed opportunities 

Nick introduces a simple but powerful framework that helps leaders stay grounded and make clear decisions even when emotions are running high. We also discuss practical tools like “scheduled worry,” why high achievers are especially prone to anxiety, and how assertiveness rooted in values (not emotions) becomes a strategic advantage at the negotiating table 

If you’ve ever felt pressure push you toward a deal you knew wasn’t right — or found yourself trying to negotiate just to relieve discomfort — this episode will change how you think about leadership, negotiation, and emotional control.

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Is the goal of a negotiation to gain a "distinct unfair advantage"? In this episode, host John Lowry sits down with global insurance executive Barry Stowe to dismantle that Wall Street myth and reveal a more profitable path.

Stowe, who led Prudential Corporation Asia through a season of unprecedented growth, shares the counter-intuitive strategies that helped him close deals across the globe—from India to Japan. You’ll hear why he warns against being the "ugly American" and how a simple mistake with a traffic signal in Vietnam taught him a profound lesson about leadership and perception.

Tune in to discover:

• The Renegotiation Paradox: Why Stowe voluntarily offered to quadruple a partner's revenue mid-contract—and how that "generosity" secured 20% of his company’s regional profit.
• The 13-Hour Dinner: The extreme length Stowe went to—flying a CEO from London to Singapore just for one meal—to prove respect and save a deal with a family-owned bank.
• The "George Washington" Rule: Why the most brilliant move a leader can make is knowing exactly when to walk away.

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In this episode of Negotiation Made Simple, John sits down with Walker Thrash, commercial real estate deal maker and author of The Deal Maker’s Will. Through a mentor–mentee story, Walker distills years of experience into seven powerful rules that help negotiators simplify complexity, understand self-interest, use authority wisely, and keep deals moving forward.

Walker shares how activity—not perfection—is the real engine behind learning, why “gifting ideas” transforms conversations, and how acknowledging someone else’s expertise can open the door to better outcomes. He also gives practical examples from high-stakes real estate deals, public–private partnerships, and the tough lessons learned from deals that fell apart.

Whether you’re negotiating a major contract or just trying to get better at reading the room, this episode delivers clear insights that will help you think differently, prepare smarter, and walk into every negotiation with confidence.

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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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