Knowledge and insights for successful high-stakes negotiations.
The Under Pressure Podcast brings together complex negotiation situations, human dynamics, and strategic decisions in a modern audio format. The episodes are produced using AI-supported technologies and are inspired by real-world events, experiences, and recurring patterns in negotiation.
Episode 9
Good cop, bad cop in a funding round: two start-up founders stage a division of roles—and gamble away their investor’s trust. This episode shows why transparent tactics backfire, especially with experienced counterparts, and why authenticity carries further than any role-play.
0:00 / 8:11
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Episode 8
A ransomware attack brings a traditional brewery to a standstill. This episode shows why the first decision isn’t “pay or don’t pay”, but “talk or don’t talk”—and why the crisis team and the negotiator must stay strictly separate.
0:00 / 9:00
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Episode 7
What happens when your most important informal line to a key customer goes silent overnight? This episode shows how a pet food manufacturer was blindsided by a massive price demand after a leadership change on the other side—and why major negotiations always need a back channel alongside the official table.
0:00 / 9:32
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Episode 6
What happens right after an important negotiation? This episode shows why teams should first gather information before they start evaluating, criticizing, or assigning blame.
0:00 / 7:45
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Episode 5
How can threats be defused without giving in? This episode shows how strategic paraphrasing can defuse conflicts and bring the real interests to light.
0:00 / 9:05
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Episode 4
A single question can set a negotiation in motion—or derail it completely. This episode shows how, under pressure, open-ended questions can shift control over the agenda and the dynamics of the conversation.
0:00 / 8:39
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Episode 3
Why the biggest threat in negotiations sometimes isn’t sitting across the table: The story of an experienced manager who unconsciously began to represent the other side’s interests—and how this shifted the entire range of possible outcomes for a company.
0:00 / 11:59
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Episode 2
How a single number determined the outcome of a multimillion-dollar negotiation long before the first round of talks even began—and why successful negotiators don’t just talk about demands, but redefine the playing field itself.
0:00 / 9:15
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Episode 1
Why the most dangerous mistake in negotiations often happens not at the end, but in the first few minutes: A true story about how a hasty offer ramped up the pressure—and why professional negotiators take control of the process before responding to demands.
0:00 / 9:30
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