Station 4 Negotiation Podcast
@stn4negotiation.bsky.social
Everyone is a negotiator — and we live in a world of people who want to get their way.
Hosted by AV-rated trial attorney Gene Killian.
https://www.station4negotiation.com/listen-now/
Hosted by AV-rated trial attorney Gene Killian.
https://www.station4negotiation.com/listen-now/
If you make high-stakes calls — deals, partnerships, promises — this episode will change how you think about what “agreement” really means.
🎧 Listen: station4negotiation.com/listen-now
🎧 Listen: station4negotiation.com/listen-now
November 11, 2025 at 5:58 PM
If you make high-stakes calls — deals, partnerships, promises — this episode will change how you think about what “agreement” really means.
🎧 Listen: station4negotiation.com/listen-now
🎧 Listen: station4negotiation.com/listen-now
This week on the pod, @genethelawyer.bsky.social digs into the recent Gaza ceasefire negotiations — not to equate global stakes with business, but to expose what every leader should study:
👉 Credibility
👉 Clarity
👉 Follow-through
The anatomy of commitments that hold — or crumble.
👉 Credibility
👉 Clarity
👉 Follow-through
The anatomy of commitments that hold — or crumble.
November 11, 2025 at 5:58 PM
This week on the pod, @genethelawyer.bsky.social digs into the recent Gaza ceasefire negotiations — not to equate global stakes with business, but to expose what every leader should study:
👉 Credibility
👉 Clarity
👉 Follow-through
The anatomy of commitments that hold — or crumble.
👉 Credibility
👉 Clarity
👉 Follow-through
The anatomy of commitments that hold — or crumble.
11/ The Trump–Pfizer negotiation wasn’t just politics.
It was a study in timing, influence, and restraint – and a reminder that the best negotiators often win without picking a fight.
It was a study in timing, influence, and restraint – and a reminder that the best negotiators often win without picking a fight.
October 27, 2025 at 4:58 PM
11/ The Trump–Pfizer negotiation wasn’t just politics.
It was a study in timing, influence, and restraint – and a reminder that the best negotiators often win without picking a fight.
It was a study in timing, influence, and restraint – and a reminder that the best negotiators often win without picking a fight.
10/ Key lessons for business leaders:
• Power gets you to the table; influence decides the outcome.
• Deadlines accelerate action – but bluffing destroys trust.
• Going first can give you control of the deal.
• Concede smartly, where it costs least.
• Manage the narrative.
• Power gets you to the table; influence decides the outcome.
• Deadlines accelerate action – but bluffing destroys trust.
• Going first can give you control of the deal.
• Concede smartly, where it costs least.
• Manage the narrative.
October 27, 2025 at 4:58 PM
10/ Key lessons for business leaders:
• Power gets you to the table; influence decides the outcome.
• Deadlines accelerate action – but bluffing destroys trust.
• Going first can give you control of the deal.
• Concede smartly, where it costs least.
• Manage the narrative.
• Power gets you to the table; influence decides the outcome.
• Deadlines accelerate action – but bluffing destroys trust.
• Going first can give you control of the deal.
• Concede smartly, where it costs least.
• Manage the narrative.
9/ Narrative shapes perception.
Trump could tout “historic” drug price cuts.
Pfizer could claim innovation and commitment to U.S. investment.
Control the story, and the deal lasts longer in the public eye.
Trump could tout “historic” drug price cuts.
Pfizer could claim innovation and commitment to U.S. investment.
Control the story, and the deal lasts longer in the public eye.
October 27, 2025 at 4:58 PM
9/ Narrative shapes perception.
Trump could tout “historic” drug price cuts.
Pfizer could claim innovation and commitment to U.S. investment.
Control the story, and the deal lasts longer in the public eye.
Trump could tout “historic” drug price cuts.
Pfizer could claim innovation and commitment to U.S. investment.
Control the story, and the deal lasts longer in the public eye.
8/ Smart concessions win deals.
Pfizer gave “most favored nation” pricing – but only for Medicaid, <5% of their business.
In return, they got three years of tariff relief. Everyone walked away claiming a win.
Pfizer gave “most favored nation” pricing – but only for Medicaid, <5% of their business.
In return, they got three years of tariff relief. Everyone walked away claiming a win.
October 27, 2025 at 4:58 PM
8/ Smart concessions win deals.
Pfizer gave “most favored nation” pricing – but only for Medicaid, <5% of their business.
In return, they got three years of tariff relief. Everyone walked away claiming a win.
Pfizer gave “most favored nation” pricing – but only for Medicaid, <5% of their business.
In return, they got three years of tariff relief. Everyone walked away claiming a win.
7/ Pfizer recognized both the risk of delay and the opportunity to act strategically. By moving at the right moment, they avoided overcommitting, controlled the terms, and set the stage for a deal that protected their core business.
October 27, 2025 at 4:58 PM
7/ Pfizer recognized both the risk of delay and the opportunity to act strategically. By moving at the right moment, they avoided overcommitting, controlled the terms, and set the stage for a deal that protected their core business.
6/ Trump’s threat of 100% tariffs created urgency, but the turning point came when he narrowed the demand: concessions only on Medicaid pricing, not the whole industry.
October 27, 2025 at 4:58 PM
6/ Trump’s threat of 100% tariffs created urgency, but the turning point came when he narrowed the demand: concessions only on Medicaid pricing, not the whole industry.
5/ Pfizer also broke from the pack.
Instead of negotiating with the industry group PhRMA, they acted alone – going first.
This let them set terms, surprise competitors, and define the baseline for concessions.
Instead of negotiating with the industry group PhRMA, they acted alone – going first.
This let them set terms, surprise competitors, and define the baseline for concessions.
October 27, 2025 at 4:58 PM
5/ Pfizer also broke from the pack.
Instead of negotiating with the industry group PhRMA, they acted alone – going first.
This let them set terms, surprise competitors, and define the baseline for concessions.
Instead of negotiating with the industry group PhRMA, they acted alone – going first.
This let them set terms, surprise competitors, and define the baseline for concessions.
4/ Strategic influence works where threats fail.
Trump responded in kind, signaling respect and rapport.
By the time the deal closed, trust and personal connection had shifted the leverage.
Trump responded in kind, signaling respect and rapport.
By the time the deal closed, trust and personal connection had shifted the leverage.
October 27, 2025 at 4:58 PM
4/ Strategic influence works where threats fail.
Trump responded in kind, signaling respect and rapport.
By the time the deal closed, trust and personal connection had shifted the leverage.
Trump responded in kind, signaling respect and rapport.
By the time the deal closed, trust and personal connection had shifted the leverage.
3/ Power vs. power is one thing.
Influence is another.
Pfizer CEO Albert Bourla didn’t just argue numbers—he built a relationship with Trump: regular calls, dinners at Mar-a-Lago, understanding personal motivations.
Influence is another.
Pfizer CEO Albert Bourla didn’t just argue numbers—he built a relationship with Trump: regular calls, dinners at Mar-a-Lago, understanding personal motivations.
October 27, 2025 at 4:58 PM
3/ Power vs. power is one thing.
Influence is another.
Pfizer CEO Albert Bourla didn’t just argue numbers—he built a relationship with Trump: regular calls, dinners at Mar-a-Lago, understanding personal motivations.
Influence is another.
Pfizer CEO Albert Bourla didn’t just argue numbers—he built a relationship with Trump: regular calls, dinners at Mar-a-Lago, understanding personal motivations.
2/ Negotiation isn’t just about force.
Trump brought the power of government: tariffs, deadlines, and public pressure.
Pfizer brought institutional clout: a global enterprise, deep industry experience, and lobbying muscle.
Trump brought the power of government: tariffs, deadlines, and public pressure.
Pfizer brought institutional clout: a global enterprise, deep industry experience, and lobbying muscle.
October 27, 2025 at 4:58 PM
2/ Negotiation isn’t just about force.
Trump brought the power of government: tariffs, deadlines, and public pressure.
Pfizer brought institutional clout: a global enterprise, deep industry experience, and lobbying muscle.
Trump brought the power of government: tariffs, deadlines, and public pressure.
Pfizer brought institutional clout: a global enterprise, deep industry experience, and lobbying muscle.