Negotiation Made Simple

Need help with a negotiation? Text us and we'll feature your question on the show.Is the goal of a negotiation to gain a "distinct unfair advantage"? In this episode, host John Lowry sits down with global insurance executive Barry Stowe to dismantle that Wall Street myth and reveal a more profitable path.Stowe, who led Prudential Corporation Asia through a season of unprecedented growth, shares the counter-intuitive strategies that helped him close deals across the globe—from India to Japan. You’ll hear why he warns against being the "ugly American" and how a simple mistake with a traffic signal in Vietnam taught him a profound lesson about leadership and perception.Tune in to discover:The Renegotiation Paradox: Why Stowe voluntarily offered to quadruple a partner's revenue mid-contract—and how that "generosity" secured 20% of his company’s regional profit.The 13-Hour Dinner: The extreme length Stowe went to—flying a CEO from London to Singapore just for one meal—to prove respect and save a deal with a family-owned bank.The "George Washington" Rule: Why the most brilliant move a leader can make is knowing exactly when to walk away.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.In this episode of Negotiation Made Simple, John sits down with Walker Thrash, commercial real estate deal maker and author of The Deal Maker’s Will. Through a mentor–mentee story, Walker distills years of experience into seven powerful rules that help negotiators simplify complexity, understand self-interest, use authority wisely, and keep deals moving forward.Walker shares how activity—not perfection—is the real engine behind learning, why “gifting ideas” transforms conversations, and how acknowledging someone else’s expertise can open the door to better outcomes. He also gives practical examples from high-stakes real estate deals, public–private partnerships, and the tough lessons learned from deals that fell apart.Whether you’re negotiating a major contract or just trying to get better at reading the room, this episode delivers clear insights that will help you think differently, prepare smarter, and walk into every negotiation with confidence.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.What separates good negotiators from great ones? In this episode of Negotiation Made Simple, Wharton professor Richard Shell, author of Bargaining for Advantage and one of the world’s foremost experts on negotiation, joins the show to share what he’s learned from decades of teaching Navy SEALs, CEOs, diplomats, and entrepreneurs how to win deals and build trust.You’ll learn how to turn agreements into lasting commitments, how to use relationships as real leverage, and how ethics, psychology, and preparation all play a role in shaping outcomes. Somewhere in this conversation, Shell reveals the one thing great negotiators do differently—a simple habit that consistently separates the amateurs from the masters.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.In this episode, we sit down with Mark Anthony McCray—one of the top sales leaders in global logistics—to unpack what really drives sales negotiations. Mark’s core philosophy: remove friction. When you make it easy to do business with you—and help your buyer look good to their stakeholders—deals move. They discuss practical prep using a negotiation checklist, aligning cross-functional teams (pricing, legal, CS), and the underrated habit of simply asking for more. You’ll hear daily tactics (Google Alerts, clear call purposes) and mindset shifts (everyone can win; ego and reputation drive decisions) you can apply today—even if you don’t carry a sales title. If you want sharper conversations, faster cycles, and bigger outcomes, this one’s for you. Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.In this episode of Negotiation Made Simple, John Lowry sits down with Richard Gabriel, one of the nation’s leading trial consultants, whose career spans more than 2,500 cases including some of the most high-profile trials in history. Together, they explore the fascinating intersection between jury consulting and negotiation—how people actually make decisions, the role of bias, and why listening and storytelling are critical to influence. Richard shares practical insights on reading a room, building credibility through authenticity and connection, and crafting powerful questions that unlock opportunity at the negotiation table.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn