In this episode of the NEGOTIATEx podcast, Nolan and Aram interview Guy Ellis, a chartered CFO and negotiator. Guy discusses his background in negotiation and the importance of building relationships and trust in negotiations. He shares a story about a challenging M&A deal he negotiated and the key principles he applied to achieve a successful outcome. Guy also emphasizes the importance of mindset in negotiations, including collaboration, active listening, and reflection. He explains how negotiation styles may vary across different cultures and the need for preparation and understanding of cultural nuances. Finally, Guy relates his sports leadership experience to negotiation strategies, highlighting the importance of enjoying the journey and building relationships in negotiations.