The Hard Way w/ Joe De Sena

Kwame Christian, Director of the American Negotiation Institute, says any time two people are in a conversation and one of them wants something it’s a negotiation. The best things in life often lie on the other side of difficult conversations. We are negotiating all the time!  In this interview, he shares a series of tools to help you negotiate anything, then puts Joe through a negotiation sparring session to demonstrate. Kwame believes using “compassionate curiosity” and understand the value of relationships, the importance of deep listening and questioning are the true art of negotiating. Stay tuned to the end of the conversation for the tools he recommends to  “channel your inner unreasonable person” and win the day.


As an added bonus, if you watch on YouTube you’ll get to see Col. Nye behind the wheel for this on the move interview.


  1. Learn to recognize when you are negotiating.
  2. Get CURIOUS to see what is going to get the deal done.
  3. The person asking the questions is controlling the conversation, not the person talking.
  4. LISTEN.
  5. Have compassion.
  6. Understand the value of building relationships.
  7. Use negotiating as a brainstorming session to solve problems.



  • American Negotiation Institute
  • “Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict”


This episode of Spartan Up is brought to you by FitAid. Race dirty, recover clean with FitAid. Visit and sign up to win an amazing Grand Prize package from FitAid and Spartan, monthly Spartan prize packs, and more! FITAID – Recovery for YOUR active lifestyle.



2:17 Interview begins - careful the Col. is behind the wheel ;)

6:00 Tips and tricks for negotiating  

7:30 Negotiation practice - Sparring session

9:00 Compassionate curiosity

11:30 The role of ego in winning/ losing

11:48 FITAID Break

14:04 Interview continues :A negotiation step by step

17:32 Brainstorming to solve problems

19:00 Three key skills explained: Pace, direction & framing

24:25 Sefra, Dr.L, Joe & Johnny discuss interview



Apple Podcasts:


Google Play:



Spartan Up on Instagram

Spartan Up on Twitter



Producer – Marion Abrams, Madmotion, llc.

Hosts: Joe De Sena with Johnny Waite, Sefra Alexandra & Dr. L

Synopsis – Sefra Alexandra

Production Assistant - Andrea Hagarty


© 2018 Spartan

Direct download: 225_UP_KWAME_CHRISTIAN_FULL_01.mp3
Category:general -- posted at: 4:30am EDT