Negotiation Is Communication: A Masterclass for Product Managers with Neta Luxenburg Naamani

Description

Neta Luxenburg Naamani, VP of Business Development at Ashtrom Properties, has spent 13 years negotiating land deals worth hundreds of millions of shekels, and also gives lectures and coaches managers through negotiation, difficult conversations, and positioning. In this episode — a kind of short masterclass — she translates the world of negotiation directly into the product manager's work with the development team: why negotiation is first of all communication, why you always hold only half the picture, and why in the end it all rests on relationships, trust, and curiosity — no tricks, no manipulation.

Key moments

1. 0:00 · Intro & getting acquainted
2. 1:03 · Who is Neta — 13 years at Ashtrom, land deals worth hundreds of millions
3. 2:25 · Negotiation is first of all goal-based communication
4. 3:37 · You only have half the picture
5. 5:51 · Why 'zero questions' is a mistake — Always Be Curious
6. 9:15 · What happened to the other side a moment before you walked in
7. 11:31 · Prepare the situation, not just the pitch
8. 14:50 · We're here for tomorrow
9. 15:11 · Negotiation is about saving resources — above all, emotion
10. 17:05 · Why we're influenced by those similar to us and whom we like
11. 20:57 · What to do when you get a 'no'
12. 26:06 · The combination-deal story — from battle to shared brainstorm
13. 30:17 · Consistency & commitment — why a small 'yes' changes everything
14. 31:00 · Practical tips to apply tomorrow
15. 34:02 · Where to learn this — from Shakla veTarya to Harvard
16. 36:39 · Book recommendations for negotiation