Podcast: Everything Is a Negotiation: Insights from Cambridge University Press Author, MBA Educator & Negotiation Specialist: Noa Sheer
In this insightful episode of Rolling Through Negotiations, Matthew yarns with Noa Sheer, Principal Consultant at Sheer Negotiations, Cambridge University Press author, MBA educator, and one of the leading voices in modern negotiation, influence, and persuasion. Noa advises major organisations including Uber, Westpac, PwC, Genesis Energy, and the Australian and New Zealand Defence Forces, and is trusted by C-suites, government departments, and boardrooms across Australia and New Zealand.
Together, Matthew and Noa explore the human side of negotiation: why everything in life is a negotiation, how clarity around interests shapes outcomes, and why empathy remains one of the most underrated tools in high-stakes conversations. Noa shares the frameworks she uses to prepare leaders and teams for billion-dollar deals, and explains how understanding motivations, boundaries, alternatives, and the “real problem” beneath the surface can transform any negotiation.
Noa also reflects on the importance of trust-building, curiosity, perspective-taking, and creative problem-solving, offering practical insights drawn from years of academic research and real-world experience.
This episode is for listeners who want to improve their negotiation skills and for anyone interested in the intersection of human behaviour, communication, and practical influence.
Summary, Time Stamps & Key Points Discussed
Noa and Matthew discuss the pervasive nature of negotiation in everyday life, from personal relationships to international affairs, asserting that "everything is a negotiation" (3:22-3:41).
Key takeaways from the discussion include:
Understanding Interests - Noa emphasises that successful negotiation hinges on understanding the true underlying interests, motivations, and priorities of the other party (4:49-5:27). This involves curious and non-judgmental research into what influences them.
Preparation is Key - For high-stakes negotiations, thorough preparation is crucial. This includes clearly defining your own interests, boundaries, walk-away points, and the agenda (11:26-12:28). Being prepared allows negotiators to focus on listening and asking the right questions of the other party (13:35-14:00).
The "Human Side" of Negotiation - While technical preparation is important, the human element, including trust-building, empathy, and perspective-taking, is vital (14:31-14:40, 35:56-36:01). Noa discusses how aggressive negotiation styles might still involve understanding the other party's vulnerabilities, even if it's not through active listening (6:07-7:40).
Overcoming Negotiation Fear - Many people fear negotiation, seeing it as being "put on the spot" (16:37-16:44). Noa shares her personal experience of overcoming this fear through consistent preparation and practice, emphasising that it's not about "saying all the right words" but about seeing through the noise to identify true motivators (17:20-19:03).
Social Cost and Beneficiaries - The social cost of asking for what one wants can be a significant barrier, especially for women in salary negotiations (22:17-22:29). A tactic to overcome this is to negotiate on behalf of a beneficiary, shifting the focus from selfish gain to a collective benefit (25:39-26:20).
Flexibility and Creative Solutions - Being flexible with goals while remaining clear on broader interests allows for creative solutions that provide maximum value for both parties (29:39-30:04, 32:47-32:54). This often involves defining the "real problem" to be solved, which might be an unstated, intangible interest (33:05-33:10, 33:50-34:14).
Empathy in Hostile Environments - Even in formal or hostile corporate negotiations, calling out the "elephant in the room" with humour can humanise the interaction and lighten the mood (39:59-42:09).
AI vs. Human Negotiation - Noa believes AI can assist with research and finding "sweet spots" in negotiation, but it cannot replace the human element of building relationships and long-term value, especially in top-level, non-transactional negotiations (43:11-44:03).
About The Podcast
Rolling Through Negotiations is hosted by Matthew Karakoulakis, one of Australia’s top lawyers, this podcast blends the principles of Brazilian Jiu Jitsu (BJJ), First Nations Leadership, and business strategy to help you negotiate like a pro.
This interview is their 110th episode aimed at listeners who want to improve their negotiation skills and for anyone interested in the intersection of human behaviour, communication, and practical influence.
If you are looking for content for your corporate newsletter, blog posts or next event, podcast or panel session, reach out to Noa for availability and bookings: info@sheernegotiations.com
Share this Podcast: