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cover of episode 211. How To Get Anything You Want At Work (The BATNA Method), with Richard Birke

211. How To Get Anything You Want At Work (The BATNA Method), with Richard Birke

2025/7/3
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Truth, Lies and Work
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Richard Birke: 我认为，拥有强大的替代方案（BATNA）是谈判成功的关键。如果我手头有其他工作机会，或者有人愿意出高价挖我，我就会更有底气地与现在的雇主谈判，因为我知道即使谈崩了，我也有退路。但如果我没有任何选择，失去这份工作就意味着失去一切，那么我在谈判中就会非常被动。所以，在谈判前，我会努力改善我的BATNA，例如寻找其他工作机会或提升自身技能，这样才能在谈判中占据更有利的位置。 Leanne Elliott: 我发现，很多人在谈判中表现不佳，是因为他们没有做好充分的准备，不清楚自己真正想要什么，并且过早地限制了自己的选择。而BATNA方法可以帮助我们解决这些问题。通过了解自己的BATNA，我们可以更自信、更放松地参与谈判，从而获得更好的结果。而且，拥有强大的BATNA并不意味着要采取强硬或操纵的手段，而是要做好充分的准备，了解自己的选择，并以诚实和尊重的态度与对方沟通。 Al Elliott: 我认为，在工作中运用BATNA方法，不仅可以帮助我们争取到更好的待遇和机会，还可以提升我们的职业幸福感。当我们知道自己有其他选择时，就不会过分依赖现在的工作，也不会因为害怕失去而委曲求全。这种心态上的转变，会让我们在工作中更加自信、积极，从而更容易获得成功和快乐。当然，在使用BATNA方法时，我们也需要注意保持诚实和道德，不要为了个人利益而损害与他人的关系。

Deep Dive

Chapters
This chapter explores the concept of BATNA (Best Alternative to a Negotiated Agreement) and its impact on negotiations. It highlights how having strong alternatives makes you a more confident and effective negotiator, and how most people negotiate from a position of desperation.
  • Research shows strong alternatives change negotiation dynamics.
  • Desperation weakens negotiating power.
  • BATNA boosts creativity and confidence in negotiations.

Shownotes Transcript

Welcome back to Truth, Lies & Work, the award-winning podcast where behavioural science meets workplace culture — brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Hosted by Chartered Occupational Psychologist Leanne Elliott and business owner Al Elliott, this is your Thursday deep-dive with a workplace expert.

🎙️ This Week’s Guest: Richard Birke Mediator. Negotiator. Law professor. Neuroscience nerd. This week we’re joined by Richard Birke, Chief Architect of JAMS Pathways — the premier training and development platform for alternative dispute resolution.

He’s helped settle billion-dollar legal cases, trained thousands of leaders, and worked with organisations like NASA, NBC and the UN — teaching them how to resolve high-stakes conflict before it becomes a disaster.

And in this episode, he shares how the best managers use mediation skills to build trust, reduce drama, and protect culture — even if they never set foot in a courtroom.

💡 Key Takeaways from Richard Birke

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**Conflict is inevitable. Combat is optional.**Great managers don’t avoid conflict — they navigate it. Richard breaks down the difference between productive disagreement and destructive drama.

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**Most problems at work aren’t legal — they’re relational.**Before HR policies or employment law get involved, there’s often a moment where a manager could step in and defuse the tension. Richard explains what that looks like in practice.

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**Listening is more than hearing.**The number one skill in any conflict isn’t talking — it’s listening for what’s not being said. Richard shares how to tune in and de-escalate before things go nuclear.

🔗 Resources & Links Richard Birke – LinkedIn: https://www.linkedin.com/in/richard-birke-3840741/) JAMS Pathways: https://www.jamsadr.com/what-we-do/pathways)

🎧 Enjoying the show? Follow, share, and leave us a review wherever you listen — and don’t forget to check out our Tuesday news round-up for all the latest in people and culture.

🧠 Support with Mental Health and Well-being Mind UK: https://www.mind.org.uk/information-support/)Samaritans (UK): Call 116 123 or email [email protected])Mental Health at Work: https://www.mentalhealthatwork.org.uk)

📬 Connect with Al & Leanne LinkedIn (Show): https://www.linkedin.com/company/truth-lies-and-work/)Al Elliott: https://www.linkedin.com/in/thisisalelliott)Leanne Elliott: https://www.linkedin.com/in/meetleanne)Email: [email protected])Book a call: https://savvycal.com/meetleanne/chat)

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