# negotiation
11 moments across 3 episodes. Click any moment to jump straight to that part of the episode.
0:00Introduction to the BATNA method with Richard BirkeAl Elliott: What if I told you that the reason you're not getting what you want at work has nothing to do with your performance, your qualifications, or even how much your boss likes you? Leanne Elliott: Research by FranEP 211 · 3 Jul 2025·intro· 0:00–3:183:37Why most people don't know what they wantAl Elliott: Welcome back. So here's the thing. Before you can negotiate for anything, you need to know what you actually want. And Richard has this brilliant technique for figuring that out because our wants change depenEP 211 · 3 Jul 2025·interview· 3:37–8:5110:37What BATNA actually meansAl Elliott: We actually have a lot in common We both use behavioral science to help people do better at work Leanne Elliott: The audio destination for business professionals Richard Birke: SeamlessEP 211 · 3 Jul 2025·interview· 10:37–14:4815:30Richard's own BATNA storyAl Elliott: Right Richard Birke: So I had a really good walkaway and I brought that right to the table and said, look, it's going to be hard for you to persuade me to leave because I kind of like where I am, but I'm openEP 211 · 3 Jul 2025·interview· 15:30–20:4920:49The ethics of building alternativesLeanne Elliott: What Richard's touching on there is something psychologists call authentic self-presentation. Basically being genuine about your interests rather than playing games. And there's research from the China EuEP 211 · 3 Jul 2025·interview· 20:49–24:5424:54Strategic misrepresentation — should you fake it?Richard Birke: I would encourage anybody who, uh, is— first, honor the feelings that you're having, but don't take a transient moment as reality. It's just a reality in that moment. So it wasn't like I had one day where EP 211 · 3 Jul 2025·interview· 24:54–28:2830:02Richard's step-by-step negotiation coachingAl Elliott: I think his name's Chris something. Negotiation Richard Birke: Chris Voss. Never split the difference Al Elliott: My question is that a lot of the stuff in that book, you read it and you go, oh, so if I just EP 211 · 3 Jul 2025·interview· 30:02–32:1532:15Timing — how long before you decide to stay or go?Al Elliott: Right? Richard Birke: So the amount of preparation that, you know, you're going to find that to be common. Whenever you see hard and fast rules, I have a knee-jerk negative reaction. Never split the differencEP 211 · 3 Jul 2025·interview· 32:15–34:4916:04Do men actually negotiate better — or is that a myth?Lydia & Amelia (Ivee co-founders, merged ch): Really interesting. Really, really interesting question. And there's, yeah, there's an amazing organizational psychologist at Stanford called Professor Jeffrey Pfeffer who's EP 94 · 2 May 2024·interview· 16:04–20:2617:46The art of negotiationJon Smith: Every deal has a number of component parts. If I've got a very egotistical artist on one side and I've got an intransigent employer, potential employer, on the other side, I break things down. So we talk aboutEP 91 · 18 Apr 2024·interview· 17:46–22:1722:17Negotiating with Putin (indirectly)Al Elliott: Jon has even indirectly negotiated with Putin via the 2nd most influential man in Russia Jon Smith: We were doing a deal in Russia for a club in London. In fact, it's been articulated. It was Arshavin going tEP 91 · 18 Apr 2024·interview· 22:17–24:09
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