In this episode of Resilience Talk, Paul Spencer explains how negotiation is an important a tool for thriving through all kinds of business transitions—not just as a sales tactic but as something you’ll use in almost every important relationship. Paul shares why negotiation feels different during unpredictable times, how to handle tough cost conversations, and why it really boils down to trust and understanding the human side. Whether you’re fielding price reductions, working with business partners, or leading a team, this conversation is about finding the win-win, even when things feel uncertain.

Key Highlights

• Negotiation isn’t just for sales—it’s woven into every part of running a resilient business, especially in today’s shifting environment.
• How to respond when a client asks for a 10% or 20% cost cut—starting with curiosity and letting them talk before jumping in.
• The real risk of focusing only on short-term wins and why trust is what holds client relationships together for the long haul.
• Treating tough conversations as chances to grow, not just more tasks to check off your list.
• Tips that ground every negotiation: practice reflective listening, find out who actually makes the decisions, take a breather when emotions spike, keep the long view in mind, and put creative options on the table.
• Why negotiation is more about people than process—drawing on psychology, Charlie Munger’s wisdom, and Deming’s System of Profound Knowledge to steer clear of assumptions and stay human.

Navigating through uncertainty is the essence of resilience, and in this episode, we explore how to thrive during periods of significant change. Join host Paul Spencer as he dives into his thoughts on the "Age of Transition" and ways businesses can strengthen their core against challenges. From macro forces to demographic shifts, Paul shares insightful strategies for cultivating a resilient business mindset. Don't miss out on understanding how these dynamics impact your day-to-day operations.

Key Highlights:

• Paul discusses the concept of imposed inputs and how businesses can manage them for greater resilience.
• An exploration of the two significant shifts currently influencing global trade and demographics.
• Insights into the criticality of developing systematic, diverse processes for risk management in your business.
• The importance of short feedback loops and running PDSAs for achieving business adaptability.
• Strategies for rehearsing potential scenarios to prepare for unforeseen changes in the market and customer base.

Quotes:

• "A resilient business means that I have confidence and it's been demonstrated."
• "Mapping imposed inputs lets us distinguish what is chosen from what is not."
• "The tidal wave is coming, and that's just the way the world works."

In this episode of Resilience Talk, Paul Spencer delves into the intricate process of raising children to become responsible adults. Inspired by Rabbi Daniel Lapin's podcast, they explore how intentional parenting can counteract damaging cultural ideas. Listen in as they discuss virtues, principles, and practical steps for instilling character and competence in young kids.