Negotiation Is a Human Process: Strategies from John Lowry
John Lowry—expert negotiator and author of Negotiation Made Simple—joins us to break down the real dynamics of deal-making. Drawing from years as a litigator and founder of The Lowry Group, a negotiation collective, John explains why successful negotiation isn’t just about facts or law—it’s about people.We explore the mindset needed to negotiate effectively, how to manage emotion and ego on both sides of the table, and why influence often matters more than information. John also shares why most professionals are negotiating far more often than they realize—yet rarely receive formal training.From anchoring strategies to when to walk away from the table, John offers practical advice grounded in real-world experience. Whether you’re managing a legal case or just trying to get a deal done, this conversation reframes negotiation as a fundamentally human process.
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1:16:50
The End of Trauma: What Resilience Really Looks Like with Dr. George Bonanno
Dr. George Bonanno, professor of psychology at Columbia University and head of the Loss, Trauma, and Emotion Lab, joins us to challenge everything you think you know about trauma and resilience.George shares how his unconventional path—from a troubled youth to working with mentally ill adults—led him to Yale and into a career studying how people respond to loss and extreme stress.His research shows that most people are more resilient than commonly believed, bouncing back from hardship without developing long-term trauma.In this conversation, we dig into why PTSD is often misunderstood, how flexibility (not stoicism) is the real marker of resilience, and why popular traits like “grit” or “toughness” don’t always predict who copes well.George also discusses effective PTSD treatments—from exposure therapy to psychedelics—and how laughter, reappraisal, and even “coping ugly” can be surprisingly powerful tools in recovery.Whether you’re dealing with loss, supporting someone through a tough time, or just trying to understand what real resilience looks like, this episode brings deep insight backed by decades of research.
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The Psychology of Persuasion: Lessons from FBI Negotiator Melissa Fortunato
Melissa Fortunato, a retired FBI special agent with over two decades of service, joins us to unpack what undercover operations and hostage negotiations can teach us about persuasion, human behavior, and trust-building—both in crisis and in daily life.Melissa shares how her background in psychology and counseling shaped her FBI career, taking her from a rape crisis center to undercover roles and high-stakes international negotiations. Walking us through jaw-dropping undercover assignments and negotiations, she describes posing as a bride-to-be in a fake wedding used to arrest international arms dealers and negotiating with the Taliban where the first offer (not hers) was “$30,000 and a goat.” Melissa explains why likability and emotional control are critical assets in any negotiation. She also discusses the differences and overlaps between the FBI and Harvard negotiation frameworks, and why understanding your own emotional triggers is the first step toward influencing others. She reflects on the power of empathy and connection in building rapport, whether it’s with organized crime figures or colleagues on a SWAT team.Whether you’re navigating tough business conversations, managing conflict at work, or just trying to get your teenager to do their homework, Melissa’s insights are sharp, surprising, and grounded in real-world experience.
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1:12:13
The Power of Connection: Hostage Negotiation Lessons for Everyday Influence With Scott Tillema
Scott Tillema, co-founder of The Negotiations Collective and veteran hostage negotiator, joins us to share what crisis negotiations can teach us about influence, emotional control, and communication under pressure.He explains how a curiosity about human behavior led him into law enforcement and how he ultimately trained to handle life-or-death situations on a SWAT team. Scott reveals how empathy, timing, and strong listening skills help de-escalate tense encounters—and why those same skills are essential in business and everyday life.Scott also shares his four-part communication framework featured in his viral TEDx talk and walks us through how he applies negotiation strategies in both high-stakes scenarios and corporate boardrooms. Whether you’re a lawyer, a leader, or just someone navigating tough conversations, Scott’s practical tools can help you become more persuasive and grounded.
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Mastering Body Language and Nonverbal Communication: Insights from Former FBI Agent Joe Navarro
In this episode, Joe Navarro, former FBI special agent and expert in nonverbal communication, shares insights from his unique background. He discusses how his early life in Cuba shaped his understanding of body language and the transition from intuitive observations to structured analysis. Navarro explores the critical role of body language in interviews, negotiations, and daily interactions, offering practical advice to enhance persuasive communication. He delves into cultural sensitivities, individual differences, and the psychology of first impressions and empathy, drawing from his experiences with high-stakes negotiations. Joe also examines the limitations of virtual communication, contrasting it with the evolutionary advantages of face-to-face interactions.
Welcome to the Persuasion Occasion. Hosted by Perkins Coie Consumer Products and Services litigators David Biderman and Jasmine Wetherell, each episode features a conversation with noted professionals about achieving success in disputes and negotiations. The discussions are not limited to the legal realm, as success demands incorporating teachings from a breadth of perspectives. David, a baby boomer, and Jasmine, a millennial, enhance the discussions with their multigenerational perspectives.Episode guests include negotiators and behavioral scientists. They provide practical advice, real world examples, and thoughtful strategies for surmounting the inevitable hurdles encountered in the worlds of litigation, business, and life. At the end of the day, isn’t life a series of disputes and negotiations? Legal professionals, industry leaders, or simply those with curious minds are invited to join David and Jasmine in these explorations.
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