The Negotiation Society podcast

Hosted by The Gap Partnership

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Latest episode

Jun 2025

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EN-US

About the show

How can the super-skill of negotiation enhance your life and career? What are the secrets to effective negotiation and what happens when it goes wrong? The Negotiation Society Podcast dives into it all: real talk, smart strategies and interviews with global leaders who reveal how negotiation shaped their journey. Hosted by seasoned consultants and subject matter experts from The Gap Partnership, this podcast is your go-to resource for all things negotiation. Tune in. Be inspired. Negotiate smarter. To find out more visit The Gap Partnership and The Negotiation Society .

Listen to episodes

37 recent

June 12, 202542 min

C-Suite Talks: “The ability to succeed in a successful negotiation always starts by focusing on something good.”

In this inspiring new episode of C-Suite Talks, Dürrin Ergün sits down with two powerhouse leaders shaping global transformation: Pia Costea Selzer-Plon , COO at The Gap Partnership , and Alessandro Piccinini , Managing Director at Nestlé Nespresso SA Germany. They get real about what it takes to drive bold change, lead with purpose and negotiate with impact. From negotiation as a skill to a critical tool for aligning stakeholders, driving meaningful change and balancing short-term execution with long-term vision, this episode is packed with practical wisdom for today’s C-suite. Key takeaways • Lead with what’s good for business, people and the planet • Be patient with ambition, act with urgency • Take only the best of legacy forward

June 4, 202546 min

Inside my head of a sustainable packaging leader | Paul Earnshaw, Lead Packaging Manager at Tesco.

♻️ Can packaging save the planet? Only if we negotiate like it can. On the latest episode of Inside My Head of a sustainable packaging leader, Jessie Lancaster dives into the mind of sustainability expert Paul Earnshaw , Lead Packaging Manager at Tesco . From negotiating internal roadblocks to external expectations, this episode uncovers how leaders are navigating the growing pressures of sustainability. Key highlights: ▪️How to turn difficult conversations into collaborative opportunities ▪️The real commercial impact of packaging taxes and extended producer responsibility (EPR) ▪️Why innovation and education must go hand in hand in sustainable transformation 🎙️ Listen now to The Negotiation Society podcast.

March 25, 202532 min

Inside my head of a transformational leader | Christina Bundgaard, Vice President Commercial for Western Europe at Philips

What does it take to drive commercial success across continents, build high-performing teams and foster a strategic negotiation culture? In this episode of Inside My Head of a transformational leader, Katherine Edgecombe sits down with Christina Bundgaard , Vice President of Commercial Western Europe at Philips . With a career spanning six countries and three continents, Christina shares her insights on leadership, the importance of negotiation skills and the relentless pursuit of personal and career growth. Key highlights: 👉 The impact of genuine collaboration in negotiations 👉 Why negotiation is a muscle that needs continuous training 👉 How curiosity empowers career development and analytical thinking 👉 The importance of agility in encountering changes Christina shares, “Negotiation is no longer just about price; it’s about delivering exponential growth for both retailers and suppliers. And to do that, we must constantly train and refine our negotiation muscle.” 🎙️ Tune in now to The Negotiation Society podcast by clicking on the link in the comment below to gain insights from a leader redefining success.

February 13, 202540 min

Tricks of my trade of a former pro rugby player turned negotiator | Russell Weir

Success in negotiation isn’t just about game day; it’s about preparation, adaptability and strategic thinking. 🏉💼 In our latest Tricks of My Trade, Russell Weir , a former pro rugby player turned negotiator, sits down with Katherine Edgecombe to explore the striking parallels between high-pressure sports and high-stakes deals. Top three takeaways, whether you're on the pitch or at the negotiation table: 1️⃣ Reciprocity in leadership. Lead by example and ask for feedback on yourself. 2️⃣ Social proof in action. Success breeds success. 3️⃣ Preparation is everything. In both rugby and negotiation, confidence is built through preparation. Just like rugby, negotiation has its own season cycle: pre-season, mid-season, peak season and off-season. Knowing when to train, when to push and when to reflect is key to long-term success. Champions are made in the off-season. Tune in to The Negotiation Society podcast for a fascinating deep dive into the mindset of a winning negotiator (and athlete).

February 3, 202525 min

Tricks of my trade of a retail buyer | Kat Krakowiak

Price is always top of mind for customers, but what really drives buying decisions in retail? In this Tricks of My Trade of a retail buyer podcast episode, Shailee Desai sits down with Kat Krakowiak , a negotiation consultant at The Gap Partnership with over a decade of experience in retail. From managing category strategies to balancing short-term wins with long-term growth, Kat shares what it takes to navigate the high-stakes world of buying. Key highlights: ✔️ How do retailers plan for the year ahead? ✔️ What role does negotiation play in securing the best deals? ✔️ And how can suppliers position themselves for success? Tune in as we unpack the hidden complexities behind every product on the shelf.

October 21, 202431 min

C-Suite Talks: ''You've got to be a great communicator to negotiate.''

🎙️ We kick off our C-Suite Talks series with a candid conversation between two CEOs: Scarlett McCabe of Debate Mate and Graham Botwright of The Gap Partnership, with our expert host, Jessie Lancaster . Scarlett shares how debating changed her life, from being a rebellious student to becoming CEO of a purpose-led business that transforms the lives of young people through the super power of debate. Graham talks about his experiences of leadership at youth organization Army Cadets where he headed up the debating club, to now running a global consultancy focused on negotiation. With Jessie deftly guiding the conversation, they explore the parallels between debate and negotiation and communication and leadership. Highlights include: Being a great communicator is essential in both debating and negotiating. Overcoming challenges in leadership and embracing vulnerability builds resilience and drives personal success. Fostering psychological safety and making mistakes is seen as an opportunity for growth. Your voice is key to leading with confidence and purpose. Tune in to hear Scarlett and Graham share their stories with Jessie .

April 19, 202422 min

Inside my head... Ray Leibman

Join Nick Capuano as he delves into the captivating world of commercials alongside the esteemed Ray Leibman, an esteemed professor at Rutgers University. His career journey, spanning from his innovative beginnings at Dansk Designs to his impactful leadership roles at Panasonic, Yamazaki, and beyond, serves as a shining example of perseverance and strategic prowess. In this episode, we immerse ourselves in the intricate dynamics of power in negotiation, real-life lessons gleaned from negotiation mishaps and the pivotal role of integrity and credibility in business. This episode promises invaluable insights for all.

January 25, 202445 min

Inside my head... Raoul Shah

Embark on an insightful journey with Michael Perlish as he introduces the visionary Raoul Shah, founder and joint CEO of Exposure. Raoul is renowned for his expertise in aligning brands with cultural movements, and in this episode, he shares invaluable insights into the intricate world of negotiations in the creative world. Explore the art of forging enduring partnerships, navigating diverse negotiations in establishing a global enterprise and understand the pivotal role of trust in client relationships. Raoul Shah reflects on the constant negotiation inherent in building a global business, covering everything from proposing expansion to managing logistics and risk. Gain valuable insights into the negotiation journey, where seeking support, counsel, endorsement and provocation play crucial roles in fostering collective growth and cultural impact. Join us in this engaging conversation as Raoul offers wisdom and perspective on the dynamic intersection of brands, culture and negotiation.

January 25, 202439 min

Inside my head... Jo-Glynn Smith

Embark on an extraordinary journey with Jessie Lancaster as she unveils the compelling story of Jo-Glynn Smith—a transformative coach whose negotiation skills have transformed her career! From a British military base to fashion's center stage, Jo's resilience and negotiation prowess are the driving forces behind her success. Navigate through her experiences at boarding school, where early negotiations set the stage for a remarkable journey. Explore the fashion world with Jo, witnessing her transition from retail to publishing, leaving an indelible mark. Discover the impact of Jo's innovative initiatives at Harper's Bazaar, where the Woman of the Year awards became a beacon of empowerment, seamlessly bridging fashion, business, and female leadership. Witness Jo's seamless transition to corporate leadership at Pandora, where her negotiation finesse propelled her to new heights. Don't miss this inspiring dialogue as Jo shares insights and experiences, emphasizing the pivotal role of negotiation in achieving unparalleled career success.

January 25, 202433 min

Inside my head... Chris Prahler

Ready to unlock the secrets behind successful negotiations in retail and procurement? Join Michael Perlish in this captivating episode of The Negotiation Society as he sits down with Chris Prahler, a seasoned professional with a 25-year journey spanning from Target to Chewy and Lowe's. Get ready to dive deep into Chris's experiences navigating both small startups and corporate giants. Discover the latest trends in procurement and strategic sourcing as Chris shares invaluable insights into the evolving landscape. Brace yourself for memorable negotiation anecdotes straight from Chris's illustrious career, packed with valuable lessons. As the podcast concludes, reflect on Chris's remarkable achievements and the crucial role of internal recognition in the dynamic world of retail. Don't miss out on this riveting discussion on retail trends and negotiation highlights with the one and only Chris Prahler!