It's an Inside Job

Mastering Difficult Conversations and Negotiations: Insights from Moshe Cohen.

December 04, 2023 Jason Birkevold Liem Season 4 Episode 23
Mastering Difficult Conversations and Negotiations: Insights from Moshe Cohen.
It's an Inside Job
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It's an Inside Job
Mastering Difficult Conversations and Negotiations: Insights from Moshe Cohen.
Dec 04, 2023 Season 4 Episode 23
Jason Birkevold Liem

In this conversation, we discuss the importance of self-awareness and resilience in negotiations. Moshe Cohen shares insights from his book "Collywobbles" and highlights techniques for effective listening and reflection. Managing emotions and practicing self-compassion are essential for successful communication. Moshe's practical tools offer valuable insights for improving negotiation skills.

Moshe Cohen has been teaching negotiation, leadership, conflict resolution and organizational behavior as founder of The Negotiating Table since 1995 and as a senior lecturer at Boston University's Questrom School of Business since 2000. He has worked with thousands of students as well as companies worldwide. As a mediator, Moshe has worked to resolve hundreds of matters, and also coaches executives, managers, and individuals on leading others and negotiating effectively. He is the author of three books - Collywobbles, How to Negotiate When Negotiating Makes You Nervous; Optimism is a Choice and Other Timeless Ideas; and The Optimistic Pessimist: More Timeless Ideas. He has also written numerous articles and cases, and appears in podcasts, videos, and interviews. Moshe studied Physics at Cornell University and has a Master's in Electrical Engineering from McGill University, specializing in robotics.

Chapters

0:02:29 Introduction to Moshe, a Negotiation and Mediation Expert
0:06:11 The Importance of Internal Conversations and Self-Confidence in Negotiation
0:11:41 The Power of Narratives in Negotiation
0:17:05 The Impact of Other Person and Situational Narratives
0:20:07 Fear as a Negotiating Factor
0:21:28 Overcoming Fear of Damaging Relationships in Negotiations
0:24:56 How Fear Causes Avoidance, Rushing, and Giving In
0:32:23 Coaching People to Negotiate Like They Would Advise a Friend
0:33:01 Making sense of trauma and shifting perspectives
0:37:47 Dealing with uncertainty in negotiations
0:41:19 Self-compassion and self-management for personal growth
0:42:04 Preparedness and Monitoring for Survival
0:42:47 The Curious Concept of Kaliwobbles
0:45:47 Negotiation as part of being human and self-acceptance
0:49:22 Building self-efficacy and focusing on what you can control
0:56:19 Practice and repetition to overcome fear of failure
1:00:05 Catching and slowing down emotional responses in negotiation
1:07:23 Recognizing triggers and becoming more self-aware
1:09:30 Verbal martial arts and the importance of training and habits
1:12:39 The art of listening and asking open-ended questions
1:19:24 The Power of Silence in Communication
1:28:36 Success through self-awareness and self-compassion

Moshe Cohen:
Linkedin:        https://www.linkedin.com/in/moshecohen/
Instagram:     https://www.instagram.com/mediatormoshe/
Website:         https://negotiatingtable.com/

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Show Notes Chapter Markers

In this conversation, we discuss the importance of self-awareness and resilience in negotiations. Moshe Cohen shares insights from his book "Collywobbles" and highlights techniques for effective listening and reflection. Managing emotions and practicing self-compassion are essential for successful communication. Moshe's practical tools offer valuable insights for improving negotiation skills.

Moshe Cohen has been teaching negotiation, leadership, conflict resolution and organizational behavior as founder of The Negotiating Table since 1995 and as a senior lecturer at Boston University's Questrom School of Business since 2000. He has worked with thousands of students as well as companies worldwide. As a mediator, Moshe has worked to resolve hundreds of matters, and also coaches executives, managers, and individuals on leading others and negotiating effectively. He is the author of three books - Collywobbles, How to Negotiate When Negotiating Makes You Nervous; Optimism is a Choice and Other Timeless Ideas; and The Optimistic Pessimist: More Timeless Ideas. He has also written numerous articles and cases, and appears in podcasts, videos, and interviews. Moshe studied Physics at Cornell University and has a Master's in Electrical Engineering from McGill University, specializing in robotics.

Chapters

0:02:29 Introduction to Moshe, a Negotiation and Mediation Expert
0:06:11 The Importance of Internal Conversations and Self-Confidence in Negotiation
0:11:41 The Power of Narratives in Negotiation
0:17:05 The Impact of Other Person and Situational Narratives
0:20:07 Fear as a Negotiating Factor
0:21:28 Overcoming Fear of Damaging Relationships in Negotiations
0:24:56 How Fear Causes Avoidance, Rushing, and Giving In
0:32:23 Coaching People to Negotiate Like They Would Advise a Friend
0:33:01 Making sense of trauma and shifting perspectives
0:37:47 Dealing with uncertainty in negotiations
0:41:19 Self-compassion and self-management for personal growth
0:42:04 Preparedness and Monitoring for Survival
0:42:47 The Curious Concept of Kaliwobbles
0:45:47 Negotiation as part of being human and self-acceptance
0:49:22 Building self-efficacy and focusing on what you can control
0:56:19 Practice and repetition to overcome fear of failure
1:00:05 Catching and slowing down emotional responses in negotiation
1:07:23 Recognizing triggers and becoming more self-aware
1:09:30 Verbal martial arts and the importance of training and habits
1:12:39 The art of listening and asking open-ended questions
1:19:24 The Power of Silence in Communication
1:28:36 Success through self-awareness and self-compassion

Moshe Cohen:
Linkedin:        https://www.linkedin.com/in/moshecohen/
Instagram:     https://www.instagram.com/mediatormoshe/
Website:         https://negotiatingtable.com/

Support the Show.


Sign up for the weekly IT'S AN INSIDE JOB NEWSLETTER

  • takes 5 seconds to fill out
  • receive a fresh update every Wednesday
Introducing "It's an Inside Job" podcast on resilience
Introducing Moshe Cohen and his expertise in negotiation and leadership
Introduction to Moshe, a Negotiation and Mediation Expert
The Importance of Internal Conversations and Self-Confidence in Negotiation
The Power of Narratives in Negotiation
The Impact of Other Person and Situational Narratives
Fear as a Negotiating Factor
Overcoming Fear of Damaging Relationships in Negotiations
How Fear Causes Avoidance, Rushing, and Giving In
Coaching People to Negotiate Like They Would Advise a Friend
Making sense of trauma and shifting perspectives
Dealing with uncertainty in negotiations
Self-compassion and self-management for personal growth
Preparedness and Monitoring for Survival
The Curious Concept of Kaliwobbles
Negotiation as part of being human and self-acceptance
Building self-efficacy and focusing on what you can control
Practice and repetition to overcome fear of failure
Catching and slowing down emotional responses in negotiation
Recognizing triggers and becoming more self-aware
Verbal martial arts and the importance of training and habits
The art of listening and asking open-ended questions
The Power of Silence in Communication
Success through self-awareness and self-compassion