Negotiate Anything
Negotiate Anything
Jan 22, 2021
Keeping Calm and Managing Emotions in Difficult Conversations With Stacy Kesten, Mindfulness Expert
Play • 17 min

Welcome to an ANI Throwback Episode! In these episodes, we reintroduce you to some of our most popular episodes. This week, we revisit to Stacy Kesten's episode: How to Manage Your Emotions in Difficult Conversations.

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Coaching for Leaders
Coaching for Leaders
Dave Stachowiak
514: The Way to Lead Online Events, with Tim Stringer
Tim Stringer: Technically Simple Tim Stringer is a coach, consultant, and trainer and the founder of Technically Simple. He provides productivity, technology and workflow coaching, consulting and training to people and organizations, large and small, all over the planet. His technology specializations include Asana, Daylite, OmniFocus, and Trello. He supports many people in productivity though his website -- and also through the Holistic Productivity approach that he developed after coming face-to-face with cancer back in 2008. Tim consults to leaders and organizations on how to use Zoom effectively and recently launched a new course: Leading Effective Zoom Events. In this conversation, Tim and I overview some of the common mistakes of online events, how online can produce even better results than in-person, and ways to engage people quickly. Plus, we review some of the key technology that will support your organization’s outreach efforts. Key Points It’s often a mistake to assume that you’ll be able to lead online events with the same planning and design for in-person events. Opening a meeting early and using the five-minute rule to begin with icebreakers, breakouts, polls, or reactions will help engage people in the event quickly. For events with many people or higher visibility for your organization, have a dedicated technology co-pilot so that hosts and speakers can stay focused on being present. Virtual lounges (with a dedicated host), spotlight and multi-spotlight, practice sessions, and preassigned breakouts can all help the technology disappear and the human connections to take center stage. Some organizations are discovering they are more successful with online events than past in-person ones. Many have had such a positive experience that they plan to continue leveraging virtual events after the pandemic. Resources Mentioned Leading Effective Zoom Events by Tim Stringer Recommended Practices for Engaging Online Events (PDF download) Related Episodes Serve Others Through Marketing, with Seth Godin (episode 381) How to Create Meaningful Gatherings, with Priya Parker (episode 395) How to Run an Online Meeting, with Bonni Stachowiak (episode 472) Discover More Activate your free membership for full access to the entire library of interviews since 2011, searchable by topic.
40 min
The Learning Leader Show With Ryan Hawk
The Learning Leader Show With Ryan Hawk
Ryan Hawk
407: Ryan Serhant - How To Have Big Magnetic Energy (Million Dollar Listing)
Text LEARNERS to 44222 for more... Full show notes at Twitter/IG: @RyanHawk12 Ryan Serhant is a real estate broker, CEO, and founder of SERHANT. He's a bestselling author, producer, and star of Bravo's Million Dollar Listing New York and Sell It Like Serhant. He led the #1 ranked (in sales volume) real estate team in New York City in 2019 with just under $1.45 Billion in sales. Notes: * His mantra is: "Expansion. Always in all ways." * It's about growth. * Work to find your own brand and mantra -- It must be honest and genuine for you. * A learning exercise for you to do: A "self-audit." Ask your friends and colleagues, "When I'm not around and you're describing me to others, what do you say?" * Find friends who are willing to be honest with you to better understand what you're known for... If you don't like it, work to change it. * Ryan Serhant was known as the guy who kept his hands in his pockets and couldn't look you in the eye. He needed to change that. * "Your perception to others is your reputation and your brand." * "Fake it til you make it" is not useful... * Instead, Ryan sold the TV producers at Bravo the person and the real estate broker he would become... * "When Tom Brady got drafted in the 6th round, he told the owner, 'That's the best decision you've ever made.' Tom Brady truly believed that. I believed I would become the best real estate agent in the world." * "I didn't show them who I was in the moment, I showed them who I could become." * Pivotal moment - Ryan went to the top selling agent in his office and said, "Man, how are you doing this, can you teach me?" And the agent said to Ryan, "Na man, I ain't telling you shit." Ryan thought, "Wow. I'm going to have to figure this out on my own. This guy is threatened by me." * The New York City market - "It's cut throat. I went there for theater school, and stayed because, 'I would rather regret the things I did, than what I thought about doing and didn't do." * Ryan depends on a routine to be productive. It is: * "I wake up at 4:00am. In the gym by 5:00. 6:00 shower. Baby time at 7:00. First meeting at 7:30. I figure I wake up three hours earlier than most people. If you multiple that 3 hours times 365 days, I get on average 30 more days per year than others. I like my odds with 30 extra days." * Discipline is critical - "Of course I'm tired in the morning, but I get up and do it anyway. People need to do more things that could better their lives. Do the things within your control." It's harder, but worth it. * How has becoming a dad changed Ryan? * "My wife says it's being a male nester. I worked harder and worked more while she was pregnant. I want to be the provider for my family. My daughter has made everything bigger." * What about balance? "I have no balance. I'm lucky I found a partner who understands my drive and work ethic." * What to say to those who don't like him because of the self-promotion? * "I'm a real estate broker. I'm a salesman. The difference with me is I don't hide it. Our job is to promote our success so that we can get the next listing." * Building confidence: * "People who spend millions on real estate don't lack confidence. They want a broker who is confident too." * Big Money Energy: * "It's a unique set of qualities that every successful, confident person has..." * Code #1: "When you can't change your circumstance, there's one thing you can change. Your energy. I sell a transfer of energy. Of excitement." * Energy * "Develop magnetism so others want to be around you. How? Ask questions, be interested in them, listen to their responses, create friendships instead of clients." * "Shift your mindset -- What is your why? What's the wall you're fighting against? -- "I had no money and no connections in NYC. I rode the Subway crying that I couldn't even get a rental listing... That's my why." * Commonality among excellence real estate brokers: * Must be very organized * Follow up is critical * Disciplined * Relentless work ethic * Empathetic - The ability to be excited or sad with a client. * There are 3 types of sales people: * Car sales - pushes, thinks short term * Tour guide - Just points to stuff, never closes deals * Push & Pull - They work to get the deal done
59 min
The Modern Manager: Create and Lead Successful Teams
The Modern Manager: Create and Lead Successful Teams
Mamie Kanfer Stewart
142: Ask Better Questions
Questions are one of the most useful tools that managers can use. Questions can unlock new thinking, show support, strengthen relationships, and much more. Learning to ask the right questions can enhance any manager’s leadership capability. In this episode, I walk through different types of questions to ask and how to ask them so you cultivate trust and solicit answers that move work forward productively. The full episode guide includes an overview of different types of questions and my favorite questions to ask. Get it when you join the Modern Manager community or purchase the full guide at Get the free mini-guide at Learn to navigate the different personality types and work styles to make managing your team easier than you ever imagined. Check out the Managing by Personality live course that starts on March 11, 2021. Learn more and register at Subscribe to my newsletter to get episodes, articles and free mini-guides delivered to your inbox. Read the related blog article: How Questions Can Help Us Be Better Managers Key Takeaways: * Questions are not just for gathering information. They also help us build relationships, increase psychological safety and trust, open up thinking, and uncover hidden thoughts. * Instead of yes-no questions which often create a false binary, ask a rating question e.g. On a scale of 1-5, how confident are you in this plan? * Asking what, why and how will lead to different answers so be thoughtful about what question you’re asking. * Asking what if, how might, and why not will open the door to more creative, alternative thinking. * How you ask and how you respond also impact what type of response you will get now and in the future. * Asking a difficult question in a calm, warm tone shows support. * Responding to an answer you don’t like or didn’t expect with appreciation will encourage people to be honest going forward. Additional Resources: * Episode 40: The Power of Questions with Pete Mockaitis
14 min
PwC's accounting podcast
PwC's accounting podcast
Bidding farewell to LIBOR: What you need to know
With the discontinuance of LIBOR in sight, there are things companies should be doing today to ensure a smooth transition. Host Heather Horn is joined by PwC partners Chip Currie and David Challen to discuss some of the business and accounting issues that need to be thought through prior to LIBOR going away.  Topics include: * *1:01 - Background.* We start with a refresher on the basics: what is LIBOR and why are we talking about it now?  * *4:54 - Timing. *We discuss the estimated LIBOR transition timeline. * *6:24 - Act now. *Chip discusses what companies should be doing today to prepare for the change.   * *8:33 - Replacement rates. *David highlights key differences between LIBOR and possible replacement benchmark rates, such as SOFR. * *11:15 - Legacy LIBOR contracts. *Lots of LIBOR references in legacy contracts? We talk you through next steps.  * *13:56 - Accounting issues.* The accounting side of the LIBOR phase-out is complicated. Chip covers some of the accounting issues companies need to be thinking about now and some of the relief that’s available. * *16:08 - Focus areas.* It’s hard knowing how to start. We close with key takeaways for where finance teams should be focusing their attention first. Want to learn more? Visit our LIBOR page, read our Reference rate reform guide, and listen to our podcast, Contracts filled with LIBOR references? Now what? Chip Currie is a Partner in PwC’s National Office with over 20 years of experience assisting companies in resolving complex business and accounting issues. He concentrates on the accounting for financial instruments under both current and emerging standards and works with many of the firm's largest financial services clients and a number of non-financial service clients on treasury-related matters. David Challen is a Partner in PwC’s National Office, hailing from the Banking Capital Markets practice in New York. He has worked with clients ranging from large, multinational banking institutions to broker-dealers and asset management advisors and funds and currently focuses on consultations related to financial instruments.  Heather Horn is PwC’s National office thought leader, responsible for developing our communications strategy and conveying firm positions on accounting and financial reporting matters. She is the engaging host of PwC’s accounting and reporting weekly podcast and quarterly webcast series, as well as periodic webcasts for the power and utilities industry. With nearly 30 years of experience, Heather’s accounting and auditing expertise includes financial instruments and rate-regulated accounting.
24 min
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