In business negotiations and corporate dynamics, mastering the psychological interplay between validation and persuasion is essential for those aiming to tip the scales in their favor. In this episode, co-hosts Christina and Jenn sit down with Adele Gambardella and Chip Massey to uncover the sophisticated strategies that drive successful communication and negotiation in high-stakes environments.
This episode is for executives, marketers, and anyone looking to enhance their negotiation skills and understand the profound impact of validation and strategic positioning in business. It offers a deep dive into the tactical application of insights drawn from the highest levels of crisis management and FBI negotiation techniques.
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In this episode, we cover:
- The complexity of offering advice while being an effective listener
- FBI-rooted insights into the team-based approach in high-pressure scenarios.
- The surprising link between effective training and everyday business interactions
- Reflections on boardroom dynamics and the strategic value of allies.
- The underestimated role of validation in shaping marketing strategies and organizational behavior.
- Woes faced by CMOs highlighting negotiation strategies for reclaiming credibility and influence.
- The “convincing continuum” and its implications for business persuasion.
Adele Gambardella, honored as “a woman who means business,” has over 20 years of experience owning and managing her own private Top PR firm in Washington DC. She has run PR campaigns for US President Joe Biden, the CEO of Lockheed Martin Marillyn Hewson, and many more.
Adele has spearheaded major crisis PR campaigns for brands such as SAP, Verizon and Johnson & Johnson. She has also been invited to speak at the United Nations twice, where she gave 2 speeches on crisis communications.
Adele is a co-author of Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation and maintains her writing chops as a contributor to the Wall Street Journal, Inc., and Entrepreneur magazines. She has taught crisis communications and business at Princeton, Cornell, George Mason, and Georgetown Universities.
Chip Massey, an Ex-FBI hostage negotiator and special agent for 22 years, investigated 9/11 terrorist attacks and led the New York FBI Office’s Crisis Negotiations Team—in all five boroughs. As the Co-Owner of the Convincing Company, he teaches executives and their teams how to apply the FBI’s techniques to every workplace scenario. Clients include C-suite executives at Fortune 500 companies, including Facebook, Samsung, and Goldman Sachs.
Chip is the co-author of Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation. A natural communicator and teacher, Chip has trained FBI agents, police officers, and various federal officials in hostage negotiation techniques, de-escalation, and other law enforcement issues. Additionally, he has taught thousands of military personnel and civilians at West Point, Princeton, Cornell, Columbia, and other high-profile colleges.
How can actively listening and validating others’ perspectives in a conversation lead to more effective negotiations and strengthened business relationships for you? What are some key advantages of the FBI’s team-based interview approach, and how can these principles apply to business negotiations and meetings? Come share with us on social!
Links & Mentioned Resources:
Convince Me: High-Stakes Negotiation Tactics to Get Results in Any
