Forget Tactics — Rapport Gets the Deal Done

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7 • 748 Ratings

🗓️ 29 March 2026

⏱️ 70 minutes

🔗️ Recording | iTunes | RSS

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Summary

Conflict doesn’t have to break relationships—it can actually strengthen them when handled the right way. In this masterclass episode of Negotiate Anything, we explore the art and strategy of building rapport in even the most difficult conversations. Featuring insights from experts across law, business, and high-stakes negotiation, this episode reveals why connection—not control—is the real key to influence. You’ll learn how top negotiators stay composed in tense situations, use curiosity to uncover what’s really driving conflict, and ask the kinds of questions that make people feel heard and understood . From emotionally charged disputes to everyday workplace friction, the ability to build rapport can completely shift the outcome. But rapport alone isn’t enough. This episode also dives into the balance between empathy and strength—when to collaborate, when to hold firm, and how to position yourself strategically without damaging the relationship. Whether you’re navigating tough conversations at work or looking to sharpen your communication skills, this episode will give you practical tools you can use immediately.

Transcript

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0:00.0	This episode is brought to you by Granola, Brevo, Shopify, Blinkist, Strawberry.me, and Fabric
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0:59.8	Welcome to this masterclass edition of Negotiate Anything.
1:02.6	With over 1,700 episodes featuring some of the world's brightest minds,
1:07.8	we've carefully curated a couple of powerful conversations for you. What makes this
1:12.4	so special is that you'll hear how different experts from different industries approach the same
1:17.2	challenge in their own unique ways. Our goal is to give you multiple perspectives so you can
1:23.0	build your own unique style. Success doesn't look the same for everyone, and in this masterclass,
1:28.7	you'll see exactly why. Let's dive in.
1:37.9	Daniela, thank you for joining us today. Nice to meet you and night to see you. Happy to be here with you. Yes, we are happy to have you, my friend. So how are you get us started by telling us a little bit about yourself and what you do?
1:51.6	So I have a legal background from Italy where I practice as a family law attorney for more than 20 years.
2:02.2	And I became a certified mediator in 2011 and later a master degree negotiator.
2:10.8	So I feel that ADR processes are my passion and I want to talk more about conflict.
2:21.4	How to understand the issues behind conflicts.
2:25.6	How to solve conflicts and how to consider conflict as an opportunity to grow.
2:31.0	Fantastic.
	...

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