Transferable Negotiation Skills: From Geopolitical Conflict to the Corporate Boardroom
Noa Sheer from Sheer Negotiations interviews Tyler Jess Thompson, the Chief Negotiation Officer & Co-Founder of Expeditionary. In conversation, negotiation expert, Thompson, a founding member of the US State Department's Negotiation Support Unit, and Noa Sheer look to draw parallels between high-stakes geopolitical conflicts and the corporate boardroom. Thompson, with nearly two decades of experience advising ambassadors and special envoys, emphasised the universality of many of the core negotiation principles taught by Sheer Negotiations. The discussion unpacks negotiation theory through the lens of Thompson’s extensive experience in negotiations, particularly in complex geopolitical environments, and the future of negotiation with the integration of AI (0:06-0:40).
Key topics covered include:
Background and Training: Tyler shares that his negotiation expertise is cumulative, stemming from his legal training in international law at American University, from where he served as a legal advisor for the Public International Law & Policy Group, working on technical issues in conflict negotiations (1:08-3:41).
Influential Negotiation Literature: Tyler highly recommends "3D Negotiation" by Jim Sabanius, highlighting its focus on setting up the entire negotiation environment before getting to the table, which reduces anxiety about in-room dynamics (3:51-4:51).
Essential Negotiation Skills:
Understanding Alternatives: Tyler emphasises the crucial importance of the BATNA - understanding not only your own alternatives but also the alternatives of all parties involved in the negotiation (7:09-7:53).
Sequencing and Confidence Building: He discusses breaking down complex processes into smaller parts, known as confidence-building measures, to build collaboration and trust. Examples in armed conflict include hostage/POW swaps, short-term ceasefires, and information sharing (8:05-11:15).
Negotiations from Experience in Armed Conflicts: Tyler discusses his long-standing involvement in the Syrian conflict, advising various components of the Syrian opposition. He highlights the increasing complexity of the conflict over time due to the influx of arms and the involvement of numerous external countries (11:21-16:45).
A Look at Advice Provided to Syrian Opposition: Tyler advised on transitional government issues, such as changes to the Syrian state, the social contract, the military's role, constitutional provisions, and accountability for crimes. He also specialised in ceasefire negotiations, having authored "The Ceasefire Drafter's Handbook" (18:08-19:43).
The Mediator vs. Advisor Role: Tyler clarifies that his role is primarily as an advisor to a particular side, aiming to maximise value for that side, rather than a neutral mediator. He believes that true neutrality in mediation is a myth, as mediators often have their own preferred outcomes (22:04-24:28).
Transferable Insights for Business Negotiations: Tyler stresses the importance of understanding institutional dynamics when negotiating. He explains that often, institutions (companies or countries) are negotiating with each other, and understanding the true power centers and structures within those institutions is crucial, even more so than just interpersonal negotiation skills (25:12-27:37).
The Future of Negotiation with AI: Tyler mentions his current work as co-founder and Chief Negotiation Officer at Expeditionary, a company focused on integrating AI and other tech tools into negotiation consulting. Their aim is to help large corporations and governments understand their own institutional structures to negotiate more coherently (27:56-29:12).
In Summary
The conversation between Noa Sheer and Tyler Thompson underscores that while the contexts may vary from armed conflict to corporate mergers, the fundamental principles of understanding alternatives, meticulous planning, strategic sequencing, and recognising institutional dynamics remain universally applicable for successful negotiation.
Tyler Jess Thompson is a co-founder and Chief Negotiation Officer at Expeditionary.
Thompson's professional background began with a legal background, where he studied international law, public international law, and the law of armed conflict at American University. He first got involved in conflict negotiations as a legal adviser to an NGO called the Public International Law and Policy Group, which provided legal advice to parties in conflict. This involved working on technical issues such as constitution drafting and transitional governance, providing him with "on-the-job training" in understanding negotiation dynamics.
Noa Sheer is the founder of Sheer Negotiations, a boutique consultancy that provides negotiation training and consulting services. She is a negotiation academic, trainer, and trusted advisor, with expertise in areas such as strategic negotiation frameworks, authentic influence, stakeholder mapping, conflict resolution, and negotiation for women in leadership. She also emphasises building trust and credibility in negotiations. Sheer Negotiations aims to help organisations treat negotiation as a technical leadership capability and focuses on relationships, influence, and confidence.