Rolling Through Negotiations

🥋 How do First Nations leadership, resilience, and truth shape success in business, negotiations, and life?

In this episode of Rolling Through Negotiations, we sit down with Mervyn Fernando, a proud Dunghutti and Kamilaroi First Nations leader, dedicated Christian, and founder of Claystone Marketing, Indigenous Medical Supplies, and AIQCAI Institute of Ethics. Merv shares his journey from a freelancer to a business leader, how he navigates the challenges of entrepreneurship, and why truth is the most powerful force in marketing and negotiation.

🎯 Key Takeaways:

• Roll with the Punches: Whether in the boxing ring, business, or negotiations, setbacks are inevitable. Merv explains how staying composed, adapting, and keeping forward momentum are the key to long term success.
  
  
• Leadership is More Than a Title: Merv shares his transition from a solo entrepreneur to leading a team, discussing the balance between micromanagement, trust, and setting a strong example for others.
  
  
• Marketing as Influence in Negotiation: Merv reveals how the same three steps in marketing knowing your audience, crafting the right message, and choosing the right channel are key to successful negotiations.

Protecting First Nations Businesses from Black Cladding: Merv shares how learning every aspect of his business gave him full control, helping him avoid pitfalls like black cladding. He leaves us with a thought provoking question: Have Aboriginal and Torres Strait Islander communities negotiated a fair deal with this country?

Follow Merv on LinkedIn: https://au.linkedin.com/in/mervyn-fernando

Thanks for listening, and we’ll see you next Thursday on Rolling Through Negotiations! OSS!

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

🥋 How do resilience, identity, and love shape the way we negotiate in life and business?

In this episode of Rolling Through Negotiations, we’re joined by Uncle Lionel Dukakis, a Proud Gunditjmara Man, business leader, and survivor of the Stolen Generation. As Managing Director of First Nations Traffic Management & First Nations Labour Hire Pty Ltd, he has turned hardship into a mission to uplift First Nations workers.

Born in 1962, under policies that denied First Nations people recognition as citizens and treated them as part of the fauna and flora, Uncle Lionel was not recognised as a human being under Australian law. As a member of the Stolen Generation, he was taken from his mother at just 18 months old, raised in foster care, and forced to start life at a disadvantage. Despite these hardships, he went on to create a thriving Indigenous owned business, helping First Nations workers gain employment and and financial independence across the country.

🎯 Key Insights:

• Resilience in Business & Life: Despite the deep trauma of growing up disconnected from his culture and family, Uncle Lionel refused to let pain define him, choosing resilience over addiction. Today, he is a leader in Indigenous business, creating opportunities for First Nations workers across the country. But above all, he is a proud father and grandfather, with a big, loving family that keeps him grounded and inspired every day.
  
  
• Knowing Who You Are: He highlights how cultural identity plays a key role in negotiations, whether in business, community, or personal growth and why standing strong in who you are is non negotiable.
  
  
• Love as a Negotiation Strategy: At the core of Uncle Lionel’s work is love for family, for mob, for creating lasting change. He shares how love can be a powerful tool in overcoming challenges and leading with integrity.

📢 Connect with Uncle Lionel’s Work
Support Uncle Lionel’s mission by following and engaging with First Nations Traffic Management & First Nations Labour Hire Pty Ltd.

🔗 Follow Uncle Lionel on LinkedIn: Lionel Dukakis

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

🥋 What happens when a pioneer of Australian Jiu Jitsu shares decades of wisdom on resilience, strategy, and the deeper meaning behind the art?

In this episode of Rolling Through Negotiations, we sit down with Peter DeBean, a 6th degree BJJ Black Belt and the first non Brazilian to earn a Black Belt in Brazil. As the founder of the Australian Federation of Brazilian Jiu Jitsu (AFBJJ), Pete has spent over 30 years shaping the landscape of Jiu Jitsu in Australia, leading competitions, and mentoring generations of practitioners.

🎯 Key Takeaways:

• Jiu Jitsu is Problem Solving: Whether it’s escaping a tight submission or navigating a tough business deal, Pete explains how Jiu Jitsu teaches quick decision making under pressure. 
  
  
•  Negotiation Starts with Value: Pete shares how true negotiation it’s about offering something valuable. Instead of fixating on what you want, focus on what the other person needs. When both sides feel like they’ve gained something, agreements become stronger and more sustainable.  
  
  
• A Strong Mind Wins the Fight: Pete shares powerful stories of mental resilience, from competing through injuries to overcoming self doubt. The strongest athletes and the best negotiators succeed not just by skill, but by belief, trusting in their preparation, adapting when things go wrong, and pushing forward even when the odds are against them.

This conversation is filled with deep insights on resilience, mentorship, and how Jiu Jitsu builds not just fighters but thinkers and leaders.

Follow Peter DeBean on Instagram: https://www.instagram.com/debeenpeter/

New episodes every Thursday. Thanks for listening, and we’ll see you next time on Rolling Through Negotiations! OSS! 

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

 🥋 How do you stay calm, trust your instincts, and adapt under pressure, both on the mats and in life?

In this episode of Rolling Through Negotiations, we sit down with Chris Penrose, a proud Warumungu man, BJJ black belt, and one of South Australia’s top referees. From overcoming a life changing injury to shaping the next generation of martial artists, Chris shares his journey of resilience, learning, and giving back.

Key Takeaways:

• Stay Calm & Focused: Whether refereeing high stakes matches or negotiating life’s challenges, Chris highlights the power of breathing, staying present, and making clear headed decisions under pressure.
  
  
• Trust Your Instincts: Sometimes, the best decisions aren’t about logic they come from trusting your gut. Chris shares how learning to back himself as a referee and competitor has helped him make the right calls, even in controversial moments.
  
  
• Set Goals & Serve Others: From fighting his way back to Jiu Jitsu after a severe injury to mentoring young martial artists, Chris shows how setting small, achievable goals and helping others can turn setbacks into strengths.

Whether you're a martial artist, a business professional, or someone navigating tough decisions, his insights will give you a fresh perspective on resilience and negotiation.

Follow Chris Penrose on LinkedIn: https://au.linkedin.com/in/chris-warritya-penrose

Thanks for listening, and we’ll see you next time on Rolling Through Negotiations! OSS🔥

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

In this final episode of the Mediation Principles series on Rolling Through Negotiations, Matthew breaks down what makes an agreement truly effective. Whether it’s a handshake deal or a formal contract, the strength of an agreement lies in clarity, accountability, and follow through. 

Key Takeaways:

• Clarity is Key: Strong agreements are specific, actionable, and realistic, preventing misunderstandings.
•  Reality Testing: Asking “What if?” questions helps ensure agreements hold up when put into action.
•  Follow Ups Matter: The best agreements don’t stop at signing, ongoing checkins help keep commitments on track.

Locking in a solid agreement is like securing a dominant position in Brazilian Jiu Jitsu, it’s not just about the initial move but maintaining control until the deal is truly locked in.

🎧 Thanks for tuning in to the Mediation Principles series! Stay with us for more negotiation insights in future episodes. OSS!

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

🥋 How Does Exploring Issues Shape Negotiations?

In this solo episode of Rolling Through Negotiations, Matthew explains the importance of exploring issues in mediation and negotiation. From identifying key topics to building trust, this stage lays the groundwork for meaningful agreements. Learn how asking the right questions and practising active listening can turn conflicts into partnerships.

Key Takeaways:

• Active Listening: Pay attention to not just the words but also the tone, emotions, and body language of the other party. Look for what’s being said, and what’s not, to uncover their true priorities and motivations.
• Strategic Questions: Learn how past, present, and future focused questions can guide discussions effectively.
• Reframing and Empathy: Turn challenges into opportunities and maintain focus on the best alternative solutions.
  
  

This exploration phase is like the opening moves in Brazilian Jiu Jitsu, feeling out the opposition, finding opportunities, and setting your strategy for success.

🎧 Tune in next Thursday for our final episode in the mediation principles series Thanks for listening. OSS!

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

🥋 How Does a Clear Agenda Transform Negotiations?

In this episode of Rolling Through Negotiations, Matthew discuss the 
often overlooked yet game changing role of setting a clear agenda in mediations and negotiations. Whether you’re discussing family plans or tackling high stakes boardroom deals, learn how agendas pave the way for trust, clarity, and efficiency.

Key Takeaways:

• Structure and Focus: Agendas keep conversations on track, ensuring key issues are addressed and distractions are minimised.
• The First Agreement: By agreeing on the agenda, parties build trust and reduce misunderstandings right from the start.
• Better Outcomes: Clear agendas foster collaboration and lead to more efficient decision-making and win-win solutions.
  
  

Stay tuned for next week’s episode, Bargaining and Exploring Outcomes, where Matthew unpacks the art of navigating options to reach agreements.

New episodes drop every Thursday!
 Thanks for listening.
 OSS!

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

🥋 Why does a strong opening matter in negotiations?

In this solo episode of Rolling Through Negotiations, Matthew walks us through the essential role of opening statements in mediation and beyond. Learn how building trust, defining issues, and setting a positive tone at the start can strengthen your negotiations. 

Key Takeaways:

• Build Trust and Set the Tone: A strong opening establishes rapport, lowers the heat, and creates a safe space for communication.
  
  
•  Define the Issues: Share your perspective, listen actively, and uncover opportunities for win win solutions.
  
  
•  Communicate with Respect: Ground rules like active listening and no interruptions pave the way for progress.

Stay tuned for next week’s episode, “The Power of a Clear Agenda,” where Matthew unpacks how setting an agenda can keep your conversations focused, productive, and on track.

New episodes drop every Thursday!
Thanks for listening. 
OSS!

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

🥋 How can understanding mediation principles elevate your negotiation skills?

In this solo episode of Rolling Through Negotiations, Matthew dives into the transformative power of mediation and how its principles can be applied to negotiations in every area of life. From resolving conflicts to sealing business deals, Matthew explores how structure, empathy, and collaboration can turn challenges into opportunities. 

🎯 Key Takeaways:

• Structure is Your Foundation: A clear process guides negotiations, keeping emotions in check and paving the way for resolution.
  
  
• Don’t Lose Focus: Ground your approach in strategy to navigate even the most heated disputes effectively.
  
  
• Plan to Win: Preparation is everything, map out your negotiation strategy to set yourself up for success.

Stay tuned for next week’s episode, “Setting the Stage: The Power of a Strong Opening in Mediation,” where we’ll explore the first steps to create a productive and collaborative negotiation process.

Thanks for listening, and see you next time on Rolling Through Negotiations! OSS!
 
🎙️ New episodes every Thursday.

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future. 

🐾 What can dog training teach us about leadership, discipline, and personal growth?

In this episode of Rolling Through Negotiations, we’re joined by Hans Verbruggen, a certified NePoPo® trainer and a master of modern dog training techniques. From his early days growing up in Belgium’s rich dog training culture to becoming a global coach for sport dogs, government agencies, and passionate dog owners, Hans brings unique insights into how training dogs can shape our own excellence.

Despite his expertise, Hans remains humble and down to earth, focusing on continuous learning and the shared journey of growth with his students. His global experience showcases remarkable adaptability and cross cultural competence, offering valuable insights for anyone passionate about understanding behaviours and fostering growth.

🎯 Key Takeaways:

• Time and Patience: Hans shares why taking the time to build trust, patience, and confidence is critical for achieving excellence, whether with dogs, people, or yourself.
  
  
• Clear Goals Lead to Success: Just like finding the right job for a dog, setting realistic and meaningful goals can help us thrive in our chosen paths.
  
  
• Behaviours Speak Louder Than Words: Hans emphasises observing actions over words to understand true intentions, a skill equally vital in dog training and negotiations.

Join us as Hans explores how understanding behaviours, fostering discipline, and finding balance can transform not only how we train dogs but also how we approach negotiation.

Follow Hans and learn more about his work: https://www.hansverbruggen.com/

🎙️ New episodes every Thursday. Thanks for listening, and we’ll see you next time on Rolling Through Negotiations! OSS!

Send in a question or comment via text.

Support the RTN Podcast:
If you find the podcast valuable and would like to support the work we’re doing  you can shout us a coffee. Every contribution helps us continue sharing important conversations around negotiation, community, leadership and resilience. Support is never required, but it is always deeply appreciated

Disclaimer: This podcast shares personal views and lived experiences only, it’s not legal, financial, or medical advice.

If you are triggered by any content discussed in this episode and need support, please reach out to the following resources:
Lifeline Australia: 13 11 14
Beyond Blue: 1300 22 4636
13YARN: 13 92 76 

We acknowledge the Custodians of Country throughout Australia and recognise their continuing connection to lands, waters, and communities. We pay respect to Aboriginal and Torres Strait Islander Cultures, and to Elders past, present and future.