Having difficult conversations with stakeholders about controversial or hot-button issues requires a strategic, yet human-centered approach. Today’s guest on Mediation Playbook is John Marler, Director of Global ESG at Ingram Micro, and he’s here to share his approach.

For the last few years, John has been helping the Fortune 500 to build their corporate ESG (Environmental Social Governance) and environmental sustainability programs.

From this, he has a wealth of experience and advice in finding common ground between parties with different agendas regarding passionate and sometimes political issues, such as sustainability, corporate responsibility, and ESG.

Tune in to learn John’s expert insights on staying productive and solution-oriented during difficult negotiation conversations.

In this episode of Mediation Playbook, David Coher and John Marler discuss:

• The first and most important step is having a difficult conversation.

• How do you address corporate concerns about ESG (or any issue) and motivate people to take it seriously?

• Myths and misconceptions about ESG.

• How does ESG add value to a company?

• How to address anti-ESG or ESG-ignorant rhetoric.

• Why sustainability or ESG isn’t just a financial drag on your company.

• The accuracies and inaccuracies of Legally Blonde.

Key Actionable Takeaways for Effective Negotiation:

• Look at every dispute as a problem to be solved.

• If you can position yourself as the most responsible, most forward-looking supplier or internal consultancy for your customers, you’ll gain trust while increasing sales and revenue.

• Especially with large or impatient customers, address all of their options to find the best long-term solution, not just the “check the box” options. Customers know the difference, so do it the right way and be authentic.

• Address issues early on, even if it requires more work. It will pay substantial dividends down the road.

• Take your emotions off the table when having difficult conversations or disputes. This may seem obvious, but it’s easier said than done.

• Put yourself in each party’s shoes to really understand their issues and agendas and how you can create a solution that works for them.

But that's not all!

If you’re interested in submitting a topic or guest that should be on the show, send us an email via podcast@mediationplaybook.comConnect with John Marler on LinkedIn: https://www.linkedin.com/in/johncmarler

Learn more about Ingram Micro: https://www.ingrammicro.com

Tune in to hear more from the Mediation Playbook podcast, Hosted by David Coher, on Apple Podcasts, Spotify, Google Podcasts, Amazon Music, Audible, Radio Public, and more!

This episode was produced and brought to you by Reignite Media.