Rolling Through Negotiations

🥋 What does life look like when balance becomes your foundation in Jiu Jitsu, business, and beyond?

In this episode of Rolling Through Negotiations, we are joined by Marcelino Freitas, a 5th degree Brazilian Jiu Jitsu Black Belt, multiple time World Champion, and inspiring coach. From his early days in Rio de Janeiro’s community to leading a thriving BJJ community in Australia, Marcelino’s story is one of resilience, artistry, and passion for teaching.

🎯 Key Takeaways:

• Balance as a Foundation: Marcelino explains how balance is deeply connected to trust and clarity of goals. In Jiu Jitsu, balance means trusting your preparation, mastering techniques until they become second nature, and trusting yourself to execute with confidence. By balancing trust, preparation, and clear goals, you can navigate challenges with focus and determination, whether on the mats or at the negotiating table. 
  
  
• Adaptability in Strategy: Marcelino shares how recognising the importance of a situation allows you to adjust your approach, whether in training or negotiation. When training for competition, focus and precision are key, but outside of competition, he uses training to experiment, take risks, and grow. Similarly, not every negotiation is life changing, and understanding this frees you to try new strategies, explore creative options, and learn from the experience without the pressure of a high stakes outcome.
  
  
• Bringing Art to the Mats: Marcelino’s famous handstand guard pass reflects his belief in blending creativity and personal style into your practice. It brings a unique flair that sets you apart, whether on the mats or in life.

So tie your belt and tune in to hear Marcelino’s insights on living authentically, staying grounded, and finding your balance on and off the mats.

Follow Marcelino on Instagram: https://www.instagram.com/marcelinobjj

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

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. 

🎀 Ever wondered how a splash of pink can redefine the legal landscape?

In this episode of Rolling Through Negotiations, we welcome Nikolina Tully, the visionary behind Australia's first all pink law firm, Tully Law, which even features a café as vibrant as her practice. With over 18 years of experience in personal injury law, Nikolina's journey has been shaped by her Croatian-Australian heritage and a lifelong passion for fighting for people’s rights.

🎯 Key Insights:

• Authenticity as a Negotiation Tool: Nikolina emphasises the importance of knowing yourself, your values, and staying true to your principles when advocating for clients. She believes authenticity fosters trust and clarity in negotiations.
• Emotional Intelligence: She highlights the role of emotional intelligence in understanding both clients and opposing parties. By recognising emotions, behaviours, and triggers, she is able to navigate challenging conversations and maintain control in negotiations.
• Strategic Patience: Drawing parallels from her cycling background, Nikolina discusses how patience and timing are crucial in negotiations. Just as in a race, success often comes from reading the situation, knowing when to act, and not rushing into decisions.

Join us for an inspiring conversation about resilience, creativity, and how staying true to yourself can open doors in unexpected ways.

Follow Nikolina on LinkedIn: https://au.linkedin.com/in/nikolina-tully

Thanks for listening! Don’t forget to subscribe for new episodes of Rolling Through Negotiations every Thursday. 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 family lawyer balance empathy and strategy in high-stakes negotiations?

In this episode of Rolling Through Negotiations, we sit down with Daniel Dalli, a dedicated family lawyer and partner at Aston Legal Group. With over a decade of experience spanning family law, intervention orders, and criminal law, Daniel brings a holistic perspective to helping families navigate complex, emotionally charged disputes. 

🎯 Key Insights:

• Empathy Meets Strategy: Blending expertise with compassion can transform negotiations. By staying empathetic and focused, you can navigate even the most complex disputes with clarity and purpose.
  
  
• Clarity of Purpose: Understanding the ultimate goal in any negotiation or dispute is vital. Breaking the process into clear, practical steps keeps the path forward manageable and focused.
  
  
• Focus on Progress: Instead of fixating on perfection, celebrating small wins can lead to significant, lasting change. Progress, no matter how incremental, builds momentum toward better outcomes.

Join us as Daniel reflects on his journey, his role as a dad, and the importance of communication in both personal and professional settings.
 
Follow Daniel on LinkedIn: https://au.linkedin.com/in/dallimelbournefamilylawyer

Thanks for listening! Don’t forget to subscribe for new episodes of Rolling Through Negotiations every Thursday. Tune in next week for more insights!

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 cultural pride and knowledge shape your approach to negotiation?

In this episode of Rolling Through Negotiations, we’re joined by Uncle John Smith Gumbula, a proud Wakka Wakka and Gurang Gurang Cultural Ambassador, artist, and community advocate. Known for his commitment to uplifting First Nations communities, John shares his journey from Queensland to global cultural stages, offering wisdom on how deep rooted knowledge of one’s culture can be transformative in both personal and business negotiations.

🎯 Key Insights:

• Cultural Anchoring: John discusses the importance of knowing and honouring your heritage. By embracing his culture and the values passed down through generations, he’s found a guiding light for authentic, impactful negotiations.
• Finding Your Tribe: John emphasises the need to surround yourself with people who support your vision. In negotiations, knowing your tribe can help reinforce your goals and keep you grounded, even in challenging environments.
• Moral Compass: A strong moral compass is at the heart of John’s approach. By staying true to one’s values and intentions, he believes negotiations can transcend transactional goals, creating meaningful connections and long lasting impact.

Connect with Uncle John’s Work
Support John’s impactful work by exploring his businesses, each designed to celebrate Indigenous culture and support sustainable development:

• ☕ Buran Coffee – Enjoy premium Indigenous-grown coffee from Queensland, supporting John's community initiatives.
• 🖼️ I Love Indigenous – Discover authentic art, designs, and gifts celebrating Indigenous culture.
• 🏛️ Gunyah Group – For those interested in Indigenous led design and development projects.

Thanks for listening! Don’t forget to subscribe for new episodes of Rolling Through Negotiations every Thursday. Tune in next week for more insights!

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 solo episode, Matthew steps into new territory, sharing insights on the emotional side of negotiation for the first time, exploring those often unspoken factors that play an influential, almost strategic role in negotiations.

Emotions aren't just background noise, they’re active forces, subtly shifting dynamics and shaping possibilities at every turn.

While logic is essential, it's the ability to recognise and harness emotions that truly sets skilled negotiators apart.

Understanding and managing emotions is key to successful negotiation, and Matthew unpacks practical techniques to navigate the emotional waves that can make or break any deal.

So, tighten your belt and join us to discover how emotional control might be the most powerful negotiation tool you didn’t know you had.
 
Follow Matthew on LinkedIn: https://au.linkedin.com/in/matthew-karakoulakis-2334621b

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 knowing your roots shape the way you negotiate?

In this episode of Rolling Through Negotiations, we sit down with Nancia Guivarra, a Meriam (Magaram), Wuthathi, and Bindal Juru woman, investigative journalist, and storyteller. With over two decades of experience media production, communications and entertainment, Nancia shares how her deep connection to her culture and heritage informs her approach to journalism and negotiation.

🎯 Key Insights:

• Know Your Roots: Nancia emphasises how understanding where you come from, your culture, and the people that came before you gives you the strength to navigate the world with confidence, especially when negotiating in high stakes environments.
• Master the Art of Questioning: As a journalist, Nancia shares a powerful technique: starting with lighter questions before delving deeper into the core issues. This method is crucial in negotiations, helping to build trust and uncover the real interests behind the conversation.
• The Coconut Tree: When you are grounded in your values and cultural foundations, you can adapt to changing circumstances with strength and flexibility. Just like the coconut tree, your foundation in culture helps you stay steady, while new strategies and approaches (like new leaves) evolve as needed.

Nancia's wisdom will inspire you to explore your own story, bringing strength and insight into your negotiations, whether in business or personal life.

We encourage you to explore more of Nancia’s work on Australia’s premier Indigenous current affairs program, Living Black: https://www.sbs.com.au/nitv/living-black

Thanks for listening! Tune in next week for another episode of Rolling Through Negotiations.

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 unpacking your past help you grow stronger?

In this episode of Rolling Through Negotiations, we’re joined by Jeffrey Morgan, a proud Indigenous man, husband, and father living on Gadigal land, Eora country, Sydney, Australia. Jeffrey, a successful mindset, leadership, and wellbeing coach, shares his inspiring journey from adversity to empowerment, offering valuable lessons in resilience, accountability, and growth.

🎯 Key Insights:

• Accountability for Growth: Jeffrey explains how taking responsibility for his past, including 18 years in and out of custody, was key to rebuilding his life. His disciplined approach to self improvement offers practical advice for achieving personal and professional goals.
  
  
• Turning Setbacks into Strength: Jeffrey emphasises that confronting the darkest parts of ourselves, our "shadow" is crucial for personal growth. By accepting our past, we can transform obstacles into opportunities for success.
  
  
• Unpacking Emotional Baggage: Jeffrey’s metaphor of "unpacking the backpack" encourages us to address unresolved emotional baggage. By clearing out these burdens, we can approach challenges with clarity and self awareness, leading to more constructive outcomes.
  
  
• Living by Core Values: Jeffrey’s approach is anchored in four core values: Love, Care, Value, and Matter. When people feel genuinely appreciated and respected, stronger, long term relationships naturally follow.

Jeffrey’s powerful story will inspire you to reflect on your own journey, offering tools to overcome challenges, grow stronger, and build lasting relationships. Whether you're negotiating in business or navigating personal growth, this episode has something valuable for everyone.
 
We hope you enjoy this episode as much as we did. Thank you for listening, and we’ll see you next Thursday for another session of Rolling Through Negotiations!

Find out about Jeffrey Morgan: https://jeffreymorgan.com.au/

Sign Up for TRN Podcast
 

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 humility, freedom, and cultural respect transform negotiations?

In this episode of Rolling Through Negotiations, we’re joined by Charles Pakana, a proud Aboriginal journalist and founder of Victorian Aboriginal News. Charles shares his journey, traveling across Victoria to amplify the voices of First Nations peoples, while highlighting how humility and active listening can create meaningful change. 

🎯 Key Insights:

• Humility in Negotiation: Charles explains how entering negotiations with humility is critical, especially when working with First Nations communities. Respecting cultural differences and actively listening opens the door for more meaningful conversations and outcomes.
  
  
• Freedom in Negotiation: Charles discusses the importance of freedom, not only in his lifestyle but also in negotiations. The flexibility to adapt and let go of unnecessary beliefs creates space for better solutions.
  
  
• Cultural Respect: With a unique insight into the treaty process in Victoria, Charles shares how culturally appropriate methods in negotiations, like the use of yarning circles can foster understanding and help bridge divides for a better future.

So, buckle up and join us for a thought provoking conversation with Charles Pakana.
 
Follow Charles on LinkedIn: https://au.linkedin.com/in/keirwells

Listen to VAN Talks Podcast: https://open.spotify.com/show/4VCUiseGGs8ByBzH0rtjWm?si=450bd17d33fe4ef7

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 do Jiu-Jitsu and business have in common when it comes to control, leverage, and empathy?

In this episode of Rolling Through Negotiations, we’re joined by Eduardo Duarte, a dynamic sports executive, entrepreneur, and 4th degree Brazilian Jiu-Jitsu Black Belt. Eduardo shares how his decades of training under BJJ legends, including Royler Gracie, have shaped his approach to business, athlete development, and event planning.

🎯 Key Insights:

• Empathy in Negotiation: Eduardo shares how empathy is a critical tool in both Jiu-Jitsu and business negotiations. By understanding your opponent’s or partner’s perspective, you can find win win solutions and build lasting relationships.
  
  
• Being Prepared and Flexible: Just like in Jiu-Jitsu, where one must be ready for the unexpected, Eduardo explains how preparation and adaptability are key to navigating the ever changing business landscape.
  
  
• Grips in Negotiation: Eduardo explains how the concept of grips in Jiu-Jitsu applies directly to negotiations. In both, it’s essential to know when to maintain a grip and when to release it strategically. Letting go of a grip without securing a better one can result in losing control, whether on the mats or at the negotiating table. Eduardo draws a powerful analogy between Jiu-Jitsu grips and non-negotiable items in business, highlighting how holding firm in certain positions helps maintain leverage and achieve successful outcomes

So, tie your belts and join us for an insightful conversation about how Jiu-Jitsu principles like grips, flow, and readiness can transform your approach to negotiations, business, and life.

Follow Eduardo on LinkedIn: https://ar.linkedin.com/in/eduardo-duarte-4755801a/en

We hope you enjoy this episode as much as we did. Thanks for listening, and we’ll see you next Thursday for another session of Rolling Through Negotiations!

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 balancing family, business, and wellbeing help you succeed in life and negotiations?

In this episode of Rolling Through Negotiations, we’re joined by Tracey Robson Garth, an entrepreneur and mother who has mastered the art of juggling multiple successful businesses while raising her children with resilience and discipline. Tracey shares how her experiences in both family life and business mirror the strategic mindset needed for effective negotiations, both in business and on the BJJ mats.

🎯 Key Insights:

• Balancing Business and Family: Tracey opens up about how she built her businesses from the ground up, all while being a dedicated mom, showing how the skills needed for parenting translate into the world of business. 
  
  
• Setting Clear Non Negotiable in Family Life: Tracey explains how having firm rules in her household: like no smartphones, early bedtimes, and mandatory Brazilian Jiu Jitsu for her kids, helps create clarity and structure. Knowing what you won’t compromise on creates a strong foundation, helping you focus on what truly matters and avoid unnecessary concessions.
  
  
• Resilience Through Discipline: Tracey’s approach to teaching her children resilience through BJJ is a reminder that discipline and persistence are key drivers of success. 
  
  
• Respecting Individual Needs: Tracey shares how she and her husband navigate their differing preferences: like her love for social gatherings and his preference for quieter time, by respecting each other’s needs. In negotiation, whether at home or in business, recognising and respecting the other party’s needs builds trust and helps create agreements that work for both sides.

So, tie your belts and join us for a heartwarming conversation about the intersection of family, business, and personal growth. 

We hope you enjoy this episode as much as we did. Thanks for listening, and we’ll see you next Thursday for another session of Rolling Through Negotiations!

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.