This week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this episode of the Negotiations Ninja, he talks about what he calls the three S’s—strategy, structure, and self. How do we strategize for negotiation? What’s the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren’t) capable of. Most importantly, what does it take to get the deal done from our own viewpoint? This is a fascinating conversation full of insights for professionals who’ve ever wondered how to apply systems thinking to negotiations.  Outline of This Episode [0:33] Cal Chrustie joins the Negotiations Ninja podcast! [2:59] Cal’s history in the field of negotiation [6:04] What is a ‘Wicked’ negotiation? [7:30] What is a dead body exchange? [8:19] Why are ‘good tactics’ not enough? [13:07] The risk of not having a strategy [16:17] Does North America embrace a focus that is too short-term? [17:45] How does structure fit into the negotiation process? [23:20] Where does the 3rd ‘S’—self—fit into the picture? [33:10] How to connect with Cal online Resources & People Mentioned InterVentis Global Episode Sponsor ProcureCon Contingent Staffing Code: NN-PCS-2019 for 25% off Connect with Calvin Chrustie Connect on LinkedIn Cal’s Website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja