{"id":17245,"date":"2025-09-05T23:59:57","date_gmt":"2025-09-05T21:59:57","guid":{"rendered":"https:\/\/inkovema.de\/?p=17245"},"modified":"2025-09-06T00:03:48","modified_gmt":"2025-09-05T22:03:48","slug":"236-gddz-negotiation-theory-part-joerg-schneider-brodtmann","status":"publish","type":"post","link":"https:\/\/inkovema.de\/en\/blog\/236-gddz-negotiation-theory-part-joerg-schneider-brodtmann\/","title":{"rendered":"#236 GddZ - Negotiation theory - Part 1 In conversation with Dr J\u00f6rg Schneider-Brodtmann"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container gradient-container-1 nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:1144px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:1.92%;--awb-margin-bottom-large:20px;--awb-spacing-left-large:1.92%;--awb-width-medium:100%;--awb-spacing-right-medium:1.92%;--awb-spacing-left-medium:1.92%;--awb-width-small:100%;--awb-spacing-right-small:1.92%;--awb-spacing-left-small:1.92%;\"><div class=\"fusion-column-wrapper fusion-column-has-shadow fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-title title fusion-title-1 fusion-sep-none fusion-title-text fusion-title-size-four\"><h4 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:16;--minFontSize:16;line-height:1.5;\"><h4>INKOVEMA Podcast &#8222;Well through time&#8220;<\/h4><\/h4><\/div><div class=\"fusion-title title fusion-title-2 fusion-sep-none fusion-title-text fusion-title-size-one\"><h1 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:34;line-height:1.4;\"><h1>#236 GddZ<\/h1>\n<h1>Negotiation theory<\/h1><\/h1><\/div><div class=\"fusion-title title fusion-title-3 fusion-sep-none fusion-title-text fusion-title-size-three\"><h3 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:20;line-height:1.5;\"><h2>Part 1<\/h2>\n<h2>What negotiation skills are and what we need them for<\/h2><\/h3><\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:10px;margin-bottom:10px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-title title fusion-title-4 sep-underline sep-solid fusion-title-text fusion-title-size-three\"><h3 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:20;line-height:1.5;\"><h3><strong>In conversation with Dr J\u00f6rg Schneider-Brodtmann<\/strong><\/h3><\/h3><\/div><div class=\"fusion-text fusion-text-1\"><div class=\"container-fluid\">\n<div class=\"col col-12 col-lg-8\">\n<p class=\"page-title mb-3\">Studied law in T\u00fcbingen, Geneva\/Switzerland, Heidelberg; Master of Laws (Mediation and Conflict Management), European University Viadrina, Frankfurt (Oder). Lawyer of the Year for Technology Law, Handelsblatt \/ Best Lawyers 2022 and 2024; Recommended for IT and Technology Law, Handelsblatt \/ Best Lawyers 2022, 2023 and 2024; Recommended for Data \/ Information Technology, Who's Who Legal Global and Germany 2022 and 2023; One of the most renowned lawyers for IT law, WirtschaftsWoche 34\/2019.<\/p>\n<\/div>\n<\/div>\n<div class=\"container-fluid\">\n<div class=\"row\">\n<div class=\"col col-12 col-lg-8\">\n<div class=\"text-large text-hyphenate\"><\/div>\n<\/div>\n<div class=\"col col-12 col-lg-4\"><\/div>\n<\/div>\n<\/div>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:10px;margin-bottom:10px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-title title fusion-title-5 sep-underline sep-solid fusion-title-text fusion-title-size-three\"><h3 class=\"fusion-title-heading title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:20;line-height:1.5;\"><h3><span style=\"color: #003366;\"><strong>Small series: Negotiation theory<\/strong><\/span><\/h3><\/h3><\/div><script class=\"podigee-podcast-player\" src=\"https:\/\/player.podigee-cdn.net\/podcast-player\/javascripts\/podigee-podcast-player.js\" data-configuration=\"https:\/\/inkovema.podigee.io\/237-236-gddz-verhandlungslehre-teil-1-was-verhandlungskompetenz-ist-und-wofur-wir-sie-benotigen\/embed?context=external\"><\/script>\n\n\n<div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-text fusion-text-2\"><h1><strong>Contents<\/strong><\/h1>\n<h3 id=\"kapitel\"><strong>Chapter<\/strong>:<\/h3>\n<p>0:03 Introduction to the negotiation series<\/p>\n<p>2:35 J\u00f6rg's current focus<\/p>\n<p>3:38 Everyday negotiations in focus<\/p>\n<p>5:47 Negotiation psychology and mediation<\/p>\n<p>10:48 Influence of third parties on negotiations<\/p>\n<p>11:51 Negotiation approaches and styles<\/p>\n<p>14:19 Personality and negotiation style<\/p>\n<p>17:58 Communication psychology in negotiations<\/p>\n<p>25:20 Gender and negotiation<\/p>\n<p>28:16 Outlook on future topics<\/p>\n<p>33:10 Negotiation literature and expert interviews<\/p>\n<h3><\/h3>\n<h3 id=\"ausfhrlichezusammenfassung\"><strong>detailed summary:<\/strong><\/h3>\n<p>In this episode of the podcast \"Gut durch die Zeit\", I invite J\u00f6rg Schneider-Brodtmann to explore the exciting world of negotiations and negotiation management with me. We discuss the essential\u00a0<strong>The role of negotiation in every mediation process<\/strong>which is often overlooked. Although a mediator is not directly involved in the conflict negotiation, an understanding of negotiation psychology and methods is essential in order to be able to offer effective mediation.<\/p>\n<p>We start with the question of what negotiation means to us and that negotiation is part of our everyday lives. Whether at lunch, in the supermarket or in more formal contexts, we negotiate all the time, often without realising it. In organisations in particular, negotiation is a common method of conflict resolution before legal action or mediation. Most conflicts in business are resolved through negotiation in the first place, and yet not enough attention is paid to the issue.<\/p>\n<p>J\u00f6rg and I also look at the differences between formal and informal negotiations and the role of power relations in negotiations. Whilst we discuss many aspects of negotiation theory, we also look at the psychology of negotiation. We will reflect on different negotiation styles and the importance of personality and attitude in the negotiation process. Interesting examples from everyday life will illustrate how complex negotiations are and how they can be influenced by various factors.<\/p>\n<p>A key topic that we would like to explore further in future episodes is the question of how mediators can support the negotiation process. I emphasise the need to know negotiation tactics in order to be able to address them, while also analysing the dynamics between mediator and conflict parties. We plan to cover negotiation techniques, biases in negotiation and many other topics in the coming episodes to provide a comprehensive insight into the world of negotiation and its relevance to mediation.<\/p>\n<p>In addition, we will also look at the impact of gender differences in negotiations, as it becomes clear that the context and framework conditions are different for women and men. Again, it will be important to look at different perspectives and understand how different negotiation styles and strategies work. Our aim in this new series is to cover a wide range of topics to capture the complexity and dynamics of negotiation and how they can be integrated into mediation.<\/p>\n<p>With this prelude, we begin an exciting journey into the world of negotiation techniques and their connection to mediation and conflict counselling. I look forward to creating the next episodes together with J\u00f6rg Schneider-Brodtmann and to hearing your feedback and suggestions!<\/p>\n<\/div><div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-content-boxes content-boxes columns row fusion-columns-1 fusion-columns-total-1 fusion-content-boxes-1 content-boxes-icon-boxed content-left\" style=\"--awb-title-color:#607d8b;--awb-iconcolor:#b4c6d6;--awb-margin-top:20px;--awb-margin-bottom:20px;--awb-hover-accent-color:#607d8b;--awb-circle-hover-accent-color:#607d8b;--awb-item-margin-bottom:40px;\" data-animationoffset=\"top-into-view\"><div style=\"--awb-backgroundcolor:#b4c6d6;--awb-iconcolor:#b4c6d6;\" class=\"fusion-column content-box-column content-box-column content-box-column-1 col-lg-12 col-md-12 col-sm-12 fusion-content-box-hover content-box-column-last content-box-column-last-in-row\"><div class=\"col content-box-wrapper content-wrapper-background content-wrapper-boxed link-area-link-icon link-type-button icon-hover-animation-fade\" data-animationoffset=\"top-into-view\"><div class=\"heading heading-with-icon icon-left\"><a class=\"heading-link\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/mediation-training-2\/\" target=\"_blank\" rel=\"noopener noreferrer\"><div class=\"icon\"><i style=\"border-color:#81a0b8;border-width:1px;background-color:#d62f31;box-sizing:content-box;height:40px;width:40px;line-height:40px;top:-70px;margin-left:-20px;border-radius:50%;font-size:20px;\" aria-hidden=\"true\" class=\"fontawesome-icon fa-bullhorn fas circle-yes\"><\/i><\/div><h2 class=\"content-box-heading fusion-responsive-typography-calculated\" style=\"--h2_typography-font-size:18px;--fontSize:18;line-height:1.5;\">Mediation training<\/h2><\/a><\/div><div class=\"fusion-clearfix\"><\/div><div class=\"content-container\">\n<p>Our training in mediation and conflict management in the business and labour world,<\/p>\n<p>headed by Prof Dr Sascha Weigel.<\/p>\n<p>New start each year in March and October.<\/p>\n<p>Register now for the next course!<\/p>\n<\/div><div class=\"fusion-clearfix\"><\/div><a class=\"fusion-read-more-button fusion-content-box-button fusion-button button-default fusion-button-default-size button- button-flat\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/mediation-training-2\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span class=\"fusion-button-text\">More information here...<\/span><\/a><div class=\"fusion-clearfix\"><\/div><\/div><\/div><div class=\"fusion-clearfix\"><\/div><\/div>\n<div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-content-boxes content-boxes columns row fusion-columns-1 fusion-columns-total-1 fusion-content-boxes-2 content-boxes-icon-boxed content-left\" style=\"--awb-title-color:#607d8b;--awb-iconcolor:#b4c6d6;--awb-margin-top:20px;--awb-margin-bottom:20px;--awb-hover-accent-color:#607d8b;--awb-circle-hover-accent-color:#607d8b;--awb-item-margin-bottom:40px;\" data-animationoffset=\"top-into-view\"><div style=\"--awb-backgroundcolor:#b4c6d6;--awb-iconcolor:#b4c6d6;\" class=\"fusion-column content-box-column content-box-column content-box-column-1 col-lg-12 col-md-12 col-sm-12 fusion-content-box-hover content-box-column-last content-box-column-last-in-row\"><div class=\"col content-box-wrapper content-wrapper-background content-wrapper-boxed link-area-link-icon link-type-button icon-hover-animation-fade\" data-animationoffset=\"top-into-view\"><div class=\"heading heading-with-icon icon-left\"><a class=\"heading-link\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/business-mediation-training\/\" target=\"_blank\" rel=\"noopener noreferrer\"><div class=\"icon\"><i style=\"border-color:#81a0b8;border-width:1px;background-color:#d62f31;box-sizing:content-box;height:40px;width:40px;line-height:40px;top:-70px;margin-left:-20px;border-radius:50%;font-size:20px;\" aria-hidden=\"true\" class=\"fontawesome-icon fa-info-circle fas circle-yes\"><\/i><\/div><h2 class=\"content-box-heading fusion-responsive-typography-calculated\" style=\"--h2_typography-font-size:18px;--fontSize:18;line-height:1.5;\">Training in organisational mediation - mediation in and for organisations.<\/h2><\/a><\/div><div class=\"fusion-clearfix\"><\/div><div class=\"content-container\">\n<p>Organisational mediation is the handling of conflicts that arise in the business and working world. It takes place in, with and for the organisation - by enabling the relevant members of the organisation to deal with conflicts appropriately.<\/p>\n<p>We train you for this or professionalise your mediation and conflict counselling approach. We start our training programme regularly in March each year.<\/p>\n<\/div><div class=\"fusion-clearfix\"><\/div><a class=\"fusion-read-more-button fusion-content-box-button fusion-button button-default fusion-button-default-size button- button-flat\" href=\"https:\/\/inkovema.de\/en\/mediation-training\/business-mediation-training\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span class=\"fusion-button-text\">More information here...<\/span><\/a><div class=\"fusion-clearfix\"><\/div><\/div><\/div><div class=\"fusion-clearfix\"><\/div><\/div>\n<div class=\"fusion-separator fusion-full-width-sep\" style=\"align-self: center;margin-left: auto;margin-right: auto;margin-top:20px;margin-bottom:20px;width:100%;\"><div class=\"fusion-separator-border sep-single\" style=\"--awb-height:20px;--awb-amount:20px;--awb-sep-color:#ffffff;border-color:#ffffff;border-top-width:1px;\"><\/div><\/div><div class=\"fusion-text fusion-text-3\"><h2 id=\"transcript-editor\" class=\"text-2xl pb-8 px-&#091;11px&#093; font-bold tracking-tight scroll-mt-20\"><strong>Complete transcription<\/strong><\/h2>\n<div class=\"w-full\">\n<div class=\"py-12 px-2\" data-testid=\"transcript-editor\">\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093;\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218377\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div class=\"inline\" title=\"Edit\"><strong>[0:03]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Introduction to the negotiation series<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_0\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"0.02\" data-end-seconds=\"61.24\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[0:00]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Negotiations take place in every mediation. This is perhaps sometimes overlooked. At least whenever it's a question of pressing a button somewhere, finding a solution, making a decision, then it's based on a negotiation. Welcome to the podcast Gut durch die Zeit. The podcast about mediation, conflict coaching and organisational consulting. A podcast from INKOVEMA. I'm Sascha Weigel and I'd like to welcome you to a new episode. And this new episode also establishes a new small series of your podcast on a topic that belongs to mediation like a lid to a pot. And that topic is negotiation and negotiation management. Even if the mediator is not part of the conflict negotiation, the negotiation of a solution process, it is still important for mediators to be familiar with negotiation issues and not to understand negotiation psychology as a foreign concept.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_1\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"61.96\" data-end-seconds=\"99.22\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[1:01]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And sometimes, of course, he is also a negotiating partner at the beginning as to whether he will take on the mediation and under what conditions. And because there are so many questions involved, I am not dealing with this topic alone in this short series, but have invited a competent expert who is not only often represented here in the podcast, but almost belongs to it. I would like to welcome former lawyer J\u00f6rg Schneider-Brotmann, I almost have to say. Hello J\u00f6rg. Yes, hello Sascha, good morning and I have to intervene right away and contradict you. Yes, not former, but things have changed for you.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_2\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"100.24\" data-end-seconds=\"155.22\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[1:40]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Some things have changed, but I am still a lawyer in my main profession and I would like to emphasise that, exactly. Yes, you are. So you've remained a lawyer, but your life has been transformed by you and you've now fully focussed on mediation, counselling, beyond legal and litigation advice. How do you currently present yourself? I have changed my focus, so to speak. I am still active as a lawyer in selected projects, larger issues, classic negotiation topics, so that I don't get out of practice. But I have actually shifted my focus more towards business mediation, arbitration and also towards the organisational development of professional services firms, i.e. law firms, tax consultancy firms, etc.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218378\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[2:35]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>J\u00f6rg's current focal points<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_3\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"156.38\" data-end-seconds=\"169.25\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[2:36]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">So I still deal with law and people, but now more with people and maybe the law is more the background noise, if you like. That's right. You're right to do that. Very clear.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_4\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"170.41\" data-end-seconds=\"218.35\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[2:50]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">John Cleese in Clockwise would have said, that's right. J\u00f6rg, we want to start a new series. We haven't finished or completed our old series yet. We are still working on the topic of conflict prevention and anticipation and will continue to do so, but we have realised that the topic of negotiation is something special. Very often, before escalation or mediation or before court, the question of negotiation arises again and again: how do you negotiate? So negotiation is actually already in the room as soon as people manage something together and whether they manage it in the direction of conflict or constructive cooperation. That is already a topic of negotiation.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218379\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[3:38]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Focus on everyday negotiations<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_5\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"218.89\" data-end-seconds=\"232.35\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[3:38]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Perhaps before we look at the topic in its entirety, when you hear the term negotiation, what do you think of? What is negotiation for you?<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_6\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"232.95\" data-end-seconds=\"270.91\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[3:52]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Yes, that's a second field. Basically, we negotiate like this every day, as the Harvard concept so beautifully begins. Whether we want to or not. So negotiation is actually always about balancing interests. And you gave me a great example this week about your son at nursery in the morning. You negotiated a lot there. As I understood it, you lost. I erased the memory. Did you erase it? Why don't we tell you what happened? But not the painful parts, please. I don't remember. I think it was about the shoes or the footwear or a jacket.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_7\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"273.21\" data-end-seconds=\"304.17\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[4:33]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">It was obviously a very intensive negotiation. Or at the supermarket checkout, when there's quench goods on the shelf. And these are also negotiations. But of course they don't mean in the broad sense here, we're actually talking about negotiations in the narrower sense. But here, too, we are talking about nothing other than the search for a balance of interests through communication. It's a similar term that can be used for anything, just like communication or conflict.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_8\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"305.07\" data-end-seconds=\"346.18\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[5:05]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">If you look at it from this perspective, everything underneath also appears to be comprehensible when people talk to each other. Absolutely, yes. We negotiate every day when we talk to each other about what we're going to do for lunch or what we're going to buy. These are the so-called everyday negotiations. Basically, it's a form of communication, as I've just said, to reconcile interests. That's the informal approach, so to speak, and then there's the formal approach and you've already mentioned the connection with mediation, which is of course a bit of a central theme here in the podcast. And negotiation is initially a low-threshold form or can be a low-threshold form.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218380\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[5:47]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Negotiation psychology and mediation<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_9\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"346.18\" data-end-seconds=\"366.96\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[5:46]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">be a low-threshold form of conflict resolution. Most conflicts in organisations or in business between organisations don't go straight to court or to a mediator or arbitrator, but instead an attempt is first made to resolve the conflict somehow between the parties through negotiation and communication.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_10\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"367.84\" data-end-seconds=\"429.12\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[6:07]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And this means that negotiation is a low-threshold form of conflict resolution and, according to my theory, probably also the most frequently used. It's just that less is said and written about it. Yes, I don't know if this is an observation, but I have the impression that learning about negotiation theory and negotiation techniques in a seminar seems to me to be very demanding and apparently only very specific professional groups do this. So of course, lawyers who negotiate in court, salespeople who train sales negotiations. And otherwise, I have the impression that this is more of an underexposed topic. People don't go to a negotiation seminar like they do to a communication seminar or even a conflict seminar. So would you share this observation? You are very familiar with negotiation training over the years, how it has developed and what the content is and who goes to it.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_11\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"430.04\" data-end-seconds=\"497.7\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[7:10]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Yes, absolutely. So when negotiation theory is actually taught or in the academic field. Yes, there are also institutes at universities that specialise in this. Then it's usually about negotiations in a professional environment and with a commercial background. Yes, well, as you said, sales negotiations, sales training courses, of course there is a lot of negotiation. There is a lot of negotiation in the legal field, very different. You're bound to come across that in the course of discussions. A contract negotiation is very different from a court hearing. Both are called negotiations. And of course there is also a lot of negotiation within companies. I think you mentioned it earlier, if we only look at the perspective of the works council, i.e. the workforce on the one hand and the company management on the other. There is constant negotiation and these are also the areas in which appropriate training courses are offered. Looking at the series, I have the impression that we work in a similar way to mediation, that we should really strictly separate the fields, the areas of application, i.e. everyday negotiations.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_12\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"498.7\" data-end-seconds=\"553.68\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[8:18]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">More party negotiations in the context of organisations, where trade unions or employers' associations, for example, always have a say, than perhaps also two-person negotiations, including, for example, wage and salary negotiations, i.e. in labour law, in individual labour law or even sales negotiations. In other words, these areas of application, where the term and the topic are taken into consideration, need to be more strongly profiled so that people don't think that a negotiation technique can be transferred just as easily to other areas of negotiation. That's the way it is and perhaps we need to look a little further afield, including at global politics, what is happening right now, what we can read in the newspapers every day. These are negotiations that took place over the weekend last week. Yes, Trump meets Putin in Alaska.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_13\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"554.54\" data-end-seconds=\"598\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[9:14]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Then the whole European staff flies to New York to catch him again. What is happening in Gaza, yes, these are all negotiations. Of course, they are very different to the negotiations you have with your son at nursery, whether he takes his shoes off or not. Yes, I remember I had forgotten the slippers and then got the tip afterwards, of course it wasn't about the slippers, but it was a welcome opportunity to say, no, I don't want to go to nursery now. I seem to remember that you chose the route of getting a third party to help you in the form of the nursery school teacher and then politely said goodbye, didn't you? Exactly, and not as a raven father, workaholic, I must be labelled too much for work.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_14\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"598.74\" data-end-seconds=\"644.38\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[9:58]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Of course, this is also an issue for negotiations, that you always have the third side, the stage on which the whole thing takes place, in mind and that you fight for social status, recognition or at least not for discrediting. These things would also be important to me in this series, because the whole thing is also in the context of mediation. So what influence do third parties have on negotiations, knowing full well that the mediator, that we ourselves embody this audience in mediation, even if we say that we are part of it and structure the negotiations etc.? But it is also the case that the parties are dealing with this in a social context.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218381\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[10:48]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Influence of third parties on negotiations<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_15\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"644.38\" data-end-seconds=\"687.12\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[10:44]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">and negotiate on a stage, even if it is a confidential stage. And these things, perhaps under the motto of negotiation psychology, framework conditions for this, that would be worth another programme of its own where we take a closer look at this, I think this is particularly important for mediation, so that the mediator keeps this perspective in mind. And that also touches on a very fundamental question of mediation. What actually is mediation? I remember that three or three and a half years ago, we did a podcast here together with J\u00fcrgen von Oertzen from Karlsruhe. And that was about the question, we called it that back then.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_16\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"687.94\" data-end-seconds=\"711.36\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[11:27]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Negotiation mediation versus agreement mediation. And there are people who say that mediation is nothing more than a third party-supported, third party-assisted negotiation. And that is of course partly true. And every mediation involves negotiation. This is perhaps sometimes overlooked. At least whenever the aim is to put a button on somewhere, to find a solution, to make a decision, then this is based on a negotiation.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218382\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><b>\u00a0<\/b><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_17\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"711.86\" data-end-seconds=\"774.66\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[11:51]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And I think that brings us to the connection we have between mediation and negotiation. On the one hand, negotiation itself is a conflict management process and, on the other hand, it is a dependent part of any mediation, whether you like it or not. Yes, at the moment I'm trying to organise that a bit in the back of my mind. That would also be the topic of negotiation approaches or negotiation styles, as we also have in mediation. That we also do an episode on this, to see what approaches there are to negotiating and that you should also know, even if you now favour your own and say that I'm happy and doing well with it, it's still quite good, again from a professional point of view. And that brings us to the question of what is professional? On the one hand, I can say, yes, everyone has their own negotiating style. And if I want to structure the negotiating partners, the parties to the conflict, in other words their negotiations, then I can leave them to their own negotiating approaches.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_18\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"775.18\" data-end-seconds=\"777.38\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[12:55]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Even if they are competitive?<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_19\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"778.42\" data-end-seconds=\"821.64\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[12:58]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Question mark. Or do I stand for a certain style of negotiation that I demand from these conflict parties in mediation, with a claim that exerts social pressure? If I ask this politely, but still have this claim and that is the question, is this a professional mediation for me or not, then just say, well, this is how we negotiate or the mediation does not take place. And that, in turn, is also a matter of negotiation between mediators and conflict parties. And I find this interplay between the individual approaches an interesting point, because I believe that mediators also differ greatly.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_20\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"822.95\" data-end-seconds=\"856.25\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[13:42]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Absolutely, yes. And to head for that. I think you can perhaps open up the subject even further. Personality, attitude, style. So as three different levels. So what personality do I bring to the table? My personality naturally also flows into my negotiating style. What attitude do I adopt during the negotiation? I remember that was an important point in the conversation with J\u00fcrgen von Otzen. And with the personality that I bring and the attitude that I adopt, there is still the question of which style I choose in the negotiation, specifically. And that, of course, also depends very much on what you just said,<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218383\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[14:19]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Personality and negotiating style<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_21\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"856.33\" data-end-seconds=\"880.95\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[14:16]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">who is sitting opposite me, so what is it about and who is sitting opposite me? And that's why I think it's also important and useful for mediators to familiarise themselves with the topic, so that they don't just know one style, so to speak, or their style, that's just mine, that's just the way I am, but that they actually know or have at least heard a bit of the diversity and can then react accordingly, depending on the situation.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_22\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"883.03\" data-end-seconds=\"898.91\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[14:43]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Hey, you who are listening to this podcast, grab your smartphone now and leave feedback, a star rating, so that others can listen to this podcast too. And now the podcast can continue.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_23\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"901.77\" data-end-seconds=\"940.63\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[15:01]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Just under the motto negotiating move, that's me. There are also these techniques where you present your negotiating partner with a fait accompli. And that would be one where you say, I have the idea that this is my style, this is my personality, this is the way it is, you have to come to terms with it. And set a negotiating framework unilaterally, which can have an escalating effect, but is in any case a negotiating technique. Similar to the works council chairperson, who states at the works meeting for the upcoming negotiations with the employer that it will not be below this line, dear colleagues. I can promise you that right now.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_24\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"941.43\" data-end-seconds=\"945.99\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[15:41]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And then have fun when the trial starts, which has already begun.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_25\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"946.73\" data-end-seconds=\"1034.51\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[15:46]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">That's how it is. So that's also the systemic example you're describing now, the works council versus management. Before a single word has been spoken, a lot has already been decided about how the negotiations will proceed. And the press and the workforce have already been informed. Yes, or already where they will meet, how they will be distributed in the room, who will bring whom. There are already a lot of statements behind it. And perhaps once again the topic of personality and customisation. Here too, I think world politics is a wonderful example, unfortunately not a nice one, but a good one. Donald Trump has a lot of personality. He is who he is. And everyone who comes to him has to adapt massively, adjust to it. Mr Merz is making that very clear right now. Selensky didn't do it once. That didn't sit well with him. That simply shows the connection between personality and the role. That would also be the psychological aspect. So I would also like to take these topics step by step. And that's something very tangible. And I get the impression when I look at the negotiation literature that this is only a small section that I can look at. It's a very popular topic, these negotiation techniques and manipulation techniques, where people believe they can teach a tool in negotiation theory that always leads to a result or at least brings with it a high probability.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_26\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1035.21\" data-end-seconds=\"1071.01\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[17:15]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">We can take a look at these techniques one by one in an episode. Similar to a very similar topic, but perhaps not a little more abstract, but more psychological, the topic of these negotiation biases, these cognitive distortions, where you think you're negotiating well, but you're being taken for a ride. I think there should be a series on this to familiarise people with this in detail using examples. I think that would be worthwhile. Or how do you perceive this in practice?<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218384\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[17:58]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Communication psychology in negotiations<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_27\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1071.09\" data-end-seconds=\"1104.13\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[17:51]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Is that important to know or is it just nice to hear and read? No, absolutely. We said at the beginning that balancing interests through communication and that brings us into the area of communication and then the whole psychology of communication flows into it and all the classic biases, i.e. perceptual-cognitive distortions, distortions of perception, which mediators should also have heard about in mediation training. Yes, I'm going to phrase that carefully.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_28\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1105.09\" data-end-seconds=\"1163.45\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[18:25]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Of course, these play a massive role in negotiations. Topics such as over-optimism, the classic issue of throwing an anchor and how you react to an anchor, etc. Reactive devaluation. Can I give you an example? I was recently asked to give a talk at an association. It was a foreign enquiry, I wasn't so well informed about what the usual daily rates are and then of course the question arose, what is it? And I knew at that moment on the phone that this was an anchor situation. Anyone who throws an anchor now has set a stake. Since it was a club, privately organised and all that, I didn't approach it as sharply as I would with a large organisation or something. You do have your room for manoeuvre there and I left it to them. And then I heard an anchor that I would never have dared to say because it was totally in my favour and was actually just meant as a joke.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_29\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1164.51\" data-end-seconds=\"1212.95\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[19:24]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And yet he influenced me. And I then made a higher offer than I would have done originally. Because I realised that there was more leeway there. So not a good negotiation on my part at all, but still different there. And I found that interesting because I realised that I was changing my figure because this anchor was thrown in for fun. Yes, I also have a nice example now. I had a friend visiting me on Monday and he was celebrating his 60th birthday and wanted to book a DJ in Freiburg. And someone was recommended to him and they met up to talk about it and then the DJ, the opening was probably, you have to know, I'm the most expensive DJ in Freiburg.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_30\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1214.85\" data-end-seconds=\"1254.38\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[20:14]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And that was the end of the trial. That was the end of the trial. A great statement. Yes, without making a commitment. Simply so that the customer knows where things are going. Exactly, these are such simple examples. Because even if he says, oh, that's too much, he has to find someone else. That's the way it is. Of course, I'm also the best DJ in Freiburg, but he's just shamelessly pinned it down to the euros. In the TA, as you know, there used to be an opinion like that.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_31\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1256.04\" data-end-seconds=\"1326.94\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[20:56]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Triangular transaction, i.e. that this is completely factual information on a social level. I am simply the most expensive, you can simply check that. It's just a mathematical question. On a psychological level, it's like this and now show me that you can afford me. Yes, exactly. So the seduction element in there. Exactly, exactly. And now we're back to everyday negotiations, so to speak, which are also simply a great learning field, so in training courses, too, I really like to deal with these everyday situations because they are so vivid. And you realise that I don't actually have to do anything other than what I do all day, so to speak, in order to be able to hold my own in a negotiation. And that gives me a nice transition to a topic that I would also include in the episode. And that is where we simply look at negotiation literature. Simply books, online offers, etc. Look at them and evaluate them, see what's worthwhile and what's not. And the transition is because I discovered a book that is unfortunately no longer available as a book, but as a PDF. Namely, I have to look up How to negotiate like a child. Ah, okay.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_32\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1329\" data-end-seconds=\"1398.04\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[22:09]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Unleash the little monster within to get everything you want. Well, that puts us right in the middle of the topic. And that's actually, I just had a quick look at the headlines, how a small child negotiates. And it's simply profitable. That would definitely be an opportunity to really take a look at negotiation books. And to think outside the box, so to speak, which the legislator has also defined in mediation, namely negotiation theory is part of the training regulations and then also made it quite clear that this is about the Harvard concept, which in Germany, in German regions, is so closely interwoven with mediation training that there is almost a tendency to confusion and that this is not at all a non-mediation topic, but a pure negotiation topic. But this is perhaps also due to its origins, that it naturally had a mediation character, that the mediations at Camp David naturally also involved mediation.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_33\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1398.8\" data-end-seconds=\"1467.4\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[23:18]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">That's the way it is and, apart from the economic considerations that had already existed in the USA, they were simply the first at Harvard to formulate it so broadly and to prepare it as a doctrine not only for science, but also for the broad market. That's why the Harvard concept has become so well known, but there must be something to it if it's still in the foreground after 40 years, let's say. Yes, that would be a point where we could return to political currents, because this type of negotiation is closely linked to American politics, which is currently under pressure, so to speak, and where a completely different current is emerging and therefore also a different negotiating concept. A colleague recently mentioned this in a conversation, where confrontation is once again a fully recognised concept and the competitive element is not only a fact, but is also being given a moral upgrade and says that this is perfectly fine.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_34\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1468.18\" data-end-seconds=\"1519.46\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[24:28]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And that is something that the Harvard negotiation concept tried to argue away in favour of the common cause. But that is already a perspective that would not be seen or even affirmed by competitive negotiators. There is also a book, which I have not yet read, by Donald Trump himself. I think he wrote a book called The Art of the Deal. Perhaps it would actually be worth taking a look at it in this context and that brings us to another aspect that is very important for negotiations and that is power. So the role of power, the importance of power for negotiations, intermediation also plays a major role, then negotiating power, where does power lie and what strengthens power and what weakens it, what constitutes it, so there is a wide field behind it,<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218385\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[25:20]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Gender and negotiation<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_35\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1519.92\" data-end-seconds=\"1541.94\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[25:19]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">on which we can exchange ideas. Yes, we will do that and we will also invite third parties to join us, we will bring in negotiation experts and at the same time, and this is another topic that strikes me as worth looking at, I recently read an essay on this, that there is also a negotiation gap, so to speak, a gender gap in negotiation, i.e. that women.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_36\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1542.59\" data-end-seconds=\"1579.51\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[25:42]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Negotiate differently, open parenthesis, have to, close parenthesis, because the context is also naturally stereotypically occupied and what is power for some or is attributed power is then assessed differently by others. And I think we also have to look at this, especially because we are dealing with the topic here as two men, to make sure that we get enough perspectives on how negotiation works for women. So whether it's in everyday negotiations, I naturally see my wife approaching problem situations very differently than I do now.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_37\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1580.31\" data-end-seconds=\"1631.69\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[26:20]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">But probably also in professional life, because salary negotiations are a completely different topic for women than for men. In other words, the framework conditions are different. And the question is, what can we learn from this? So can you actually empathise and understand how this affects other people, personalities? Exactly, I think that also ties in. If I remember correctly, you once had Mr Modler on your podcast, didn't you? Yes, Peter Modler. That's right, he's also done a lot of work on it. I think he also wrote his own book on the subject, including how women can strengthen themselves in professional life so that they can hold their own. And then also in negotiations. I think he called the book The Arrogance Principle. Exactly, yes. He has celebrated this in several books. I think there is also this book on the subject.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_38\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1632.47\" data-end-seconds=\"1694.15\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[27:12]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">And exactly, it's tailored to women in the world of work. Absolutely, exactly. And this topic of salary negotiations for women, there are studies that show that this gender pay gap then emerges, yes. Well, that means we have quite a lot. The series won't dry up any time soon, we'll have a good go at it. Is there another point that is important to you that we need to address, because otherwise the topic would not be adequately illuminated? The connection with mediation, I think that's a topic, so also in connection with your podcast now, but we can also take the framework further, coaching, organisational development, organisational consulting, yes, how does negotiation play a role in it, because ultimately in coaching, that's perhaps, you could say, a negotiation with yourself, yes, how can I accompany such a negotiation well? So I think we have a lot of points. Perhaps we also need to make sure that we don't lose the thread at some point.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218386\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[28:16]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Outlook for future topics<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_39\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1694.53\" data-end-seconds=\"1713.93\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[28:14]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">But there are certainly many topics. Good, J\u00f6rg. That's the start, the field has been prepared and we'll be working on it bit by bit. I'm looking forward to it and that it will all start soon. We'll see how we negotiate with each other.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_40\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1714.87\" data-end-seconds=\"1801.53\">\n<div>\n<div class=\"flex group focus:outline-none\" contenteditable=\"\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\">[28:34]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\">Finding times, working through topics. That's where we start to negotiate and make sure that our speed and content can be harmonised. Yes, I'd love to. I don't know how you communicate with your listeners. Perhaps there are also suggestions, requests that you take up certain topics, I could imagine that. So when I give negotiation training, the tools are always very much in demand. So how do I deal with competitive negotiators, destructive behaviour? That's always very popular. I always make sure that it doesn't come up too early, so to speak, because I think you have to prepare the ground a bit first. We've already touched on the topic of negotiation types and negotiation styles. Also the cognitive barriers before you really get to the specific tools. But we promise that we will also present them. Yes, it'll be handy, it'll be profound, it'll be scientifically orientated, but it'll also be very pragmatic and we'll look at various negotiation concepts in terms of their practical value. Right now I have a concept in the back of my mind where negotiation types are compared with mythical creatures, with animals. And where it's labelled like this, you're a wolf and you're a rabbit or something.<\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_41\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1802.65\" data-end-seconds=\"1849.83\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"30:02.65\">[30:02]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_41_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:02.65 - 30:03.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1802.65\" data-end-seconds=\"1803.05\" data-confidence=\"1\">Such<\/span><span id=\"timestamp_41_0_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:03.05 - 30:03.27, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1803.05\" data-end-seconds=\"1803.27\" data-confidence=\"1\"> Things,<\/span><span id=\"timestamp_41_0_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:03.51 - 30:03.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1803.51\" data-end-seconds=\"1803.63\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_41_0_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:03.63 - 30:03.75, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1803.63\" data-end-seconds=\"1803.75\" data-confidence=\"1\"> I<\/span><span id=\"timestamp_41_0_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:03.75 - 30:03.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1803.75\" data-end-seconds=\"1803.87\" data-confidence=\"1\"> white<\/span><span id=\"timestamp_41_0_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:03.87 - 30:03.97, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1803.87\" data-end-seconds=\"1803.97\" data-confidence=\"1\"> not,<\/span><span id=\"timestamp_41_0_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:04.03 - 30:04.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1804.03\" data-end-seconds=\"1804.09\" data-confidence=\"1\"> whether<\/span><span id=\"timestamp_41_0_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:04.09 - 30:04.23, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1804.09\" data-end-seconds=\"1804.23\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_0_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:04.23 - 30:04.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1804.23\" data-end-seconds=\"1804.39\" data-confidence=\"1\"> a<\/span><span id=\"timestamp_41_0_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:04.39 - 30:05.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1804.39\" data-end-seconds=\"1805.05\" data-confidence=\"1\"> Zeitgeist<\/span><span id=\"timestamp_41_0_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:05.05 - 30:05.53, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1805.05\" data-end-seconds=\"1805.53\" data-confidence=\"1\"> was<\/span><span id=\"timestamp_41_0_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:05.53 - 30:05.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1805.53\" data-end-seconds=\"1805.81\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_41_0_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:05.81 - 30:05.97, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1805.81\" data-end-seconds=\"1805.97\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_0_13\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:05.97 - 30:06.53, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1805.97\" data-end-seconds=\"1806.53\" data-confidence=\"1\"> Education<\/span><span id=\"timestamp_41_1_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:06.53 - 30:06.75, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1806.53\" data-end-seconds=\"1806.75\" data-confidence=\"1\"> or<\/span><span id=\"timestamp_41_1_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:06.75 - 30:06.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1806.75\" data-end-seconds=\"1806.87\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_41_1_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:06.87 - 30:07.03, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1806.87\" data-end-seconds=\"1807.03\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_1_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:07.03 - 30:07.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1807.03\" data-end-seconds=\"1807.55\" data-confidence=\"1\"> Mediation<\/span><span id=\"timestamp_41_1_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:07.55 - 30:07.73, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1807.55\" data-end-seconds=\"1807.73\" data-confidence=\"1\"> from<\/span><span id=\"timestamp_41_1_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:07.73 - 30:08.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1807.73\" data-end-seconds=\"1808.65\" data-confidence=\"1\"> Negotiation topics.<\/span><span id=\"timestamp_41_2_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:08.81 - 30:09.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1808.81\" data-end-seconds=\"1809.05\" data-confidence=\"1\"> It<\/span><span id=\"timestamp_41_2_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:09.05 - 30:09.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1809.05\" data-end-seconds=\"1809.25\" data-confidence=\"1\"> has<\/span><span id=\"timestamp_41_2_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:09.25 - 30:09.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1809.25\" data-end-seconds=\"1809.61\" data-confidence=\"1\"> mine<\/span><span id=\"timestamp_41_2_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:09.61 - 30:09.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1809.61\" data-end-seconds=\"1809.95\" data-confidence=\"1\"> In my opinion<\/span><span id=\"timestamp_41_2_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:09.95 - 30:10.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1809.95\" data-end-seconds=\"1810.43\" data-confidence=\"1\"> at the moment<\/span><span id=\"timestamp_41_2_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:10.43 - 30:10.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1810.43\" data-end-seconds=\"1810.69\" data-confidence=\"1\"> simple<\/span><span id=\"timestamp_41_2_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:10.69 - 30:11.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1810.69\" data-end-seconds=\"1811.21\" data-confidence=\"1\"> removed<\/span><span id=\"timestamp_41_2_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:11.21 - 30:11.35, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1811.21\" data-end-seconds=\"1811.35\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_41_2_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:11.35 - 30:11.53, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1811.35\" data-end-seconds=\"1811.53\" data-confidence=\"1\"> something like that<\/span><span id=\"timestamp_41_2_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:11.53 - 30:11.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1811.53\" data-end-seconds=\"1811.67\" data-confidence=\"1\"> gives<\/span><span id=\"timestamp_41_2_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:11.67 - 30:11.77, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1811.67\" data-end-seconds=\"1811.77\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_41_2_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:11.77 - 30:11.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1811.77\" data-end-seconds=\"1811.91\" data-confidence=\"1\"> not<\/span><span id=\"timestamp_41_2_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:11.91 - 30:12.19, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1811.91\" data-end-seconds=\"1812.19\" data-confidence=\"1\"> more.<\/span><span id=\"timestamp_41_3_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:12.57 - 30:12.97, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1812.57\" data-end-seconds=\"1812.97\" data-confidence=\"1\"> But<\/span><span id=\"timestamp_41_3_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:12.97 - 30:13.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1812.97\" data-end-seconds=\"1813.33\" data-confidence=\"1\"> when,<\/span><span id=\"timestamp_41_3_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:13.33 - 30:13.75, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1813.33\" data-end-seconds=\"1813.75\" data-confidence=\"1\"> hold<\/span><span id=\"timestamp_41_3_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:13.75 - 30:13.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1813.75\" data-end-seconds=\"1813.95\" data-confidence=\"1\"> itself<\/span><span id=\"timestamp_41_3_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:13.95 - 30:14.27, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1813.95\" data-end-seconds=\"1814.27\" data-confidence=\"1\"> such<\/span><span id=\"timestamp_41_3_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:14.27 - 30:14.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1814.27\" data-end-seconds=\"1814.57\" data-confidence=\"1\"> Things,<\/span><span id=\"timestamp_41_3_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:14.71 - 30:14.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1814.71\" data-end-seconds=\"1814.85\" data-confidence=\"1\"> believe<\/span><span id=\"timestamp_41_3_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:14.85 - 30:14.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1814.85\" data-end-seconds=\"1814.95\" data-confidence=\"1\"> me,<\/span><span id=\"timestamp_41_3_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:15.03 - 30:15.23, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1815.03\" data-end-seconds=\"1815.23\" data-confidence=\"1\"> very<\/span><span id=\"timestamp_41_3_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:15.23 - 30:15.51, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1815.23\" data-end-seconds=\"1815.51\" data-confidence=\"1\"> strong<\/span><span id=\"timestamp_41_3_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:15.51 - 30:15.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1815.51\" data-end-seconds=\"1815.61\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_41_3_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:15.61 - 30:15.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1815.61\" data-end-seconds=\"1815.69\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_41_3_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:15.69 - 30:15.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1815.69\" data-end-seconds=\"1815.83\" data-confidence=\"1\"> must<\/span><span id=\"timestamp_41_3_13\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:15.83 - 30:15.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1815.83\" data-end-seconds=\"1815.95\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_41_4_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:15.95 - 30:16.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1815.95\" data-end-seconds=\"1816.09\" data-confidence=\"1\"> times<\/span><span id=\"timestamp_41_4_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:16.09 - 30:16.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1816.09\" data-end-seconds=\"1816.31\" data-confidence=\"1\"> watch,<\/span><span id=\"timestamp_41_4_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:16.47 - 30:16.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1816.47\" data-end-seconds=\"1816.55\" data-confidence=\"1\"> perhaps<\/span><span id=\"timestamp_41_4_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:16.55 - 30:16.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1816.55\" data-end-seconds=\"1816.69\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_41_4_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:16.69 - 30:16.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1816.69\" data-end-seconds=\"1816.85\" data-confidence=\"1\"> under<\/span><span id=\"timestamp_41_4_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:16.85 - 30:17.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1816.85\" data-end-seconds=\"1817.09\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_4_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:17.09 - 30:17.49, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1817.09\" data-end-seconds=\"1817.49\" data-confidence=\"1\"> Keyword<\/span><span id=\"timestamp_41_4_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:17.49 - 30:18.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1817.49\" data-end-seconds=\"1818.43\" data-confidence=\"1\"> Negotiation myths<\/span><span id=\"timestamp_41_4_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:18.43 - 30:18.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1818.43\" data-end-seconds=\"1818.69\" data-confidence=\"1\"> or<\/span><span id=\"timestamp_41_4_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:18.69 - 30:18.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1818.69\" data-end-seconds=\"1818.91\" data-confidence=\"1\"> like this,<\/span><span id=\"timestamp_41_5_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:18.99 - 30:19.11, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1818.99\" data-end-seconds=\"1819.11\" data-confidence=\"1\"> that<\/span><span id=\"timestamp_41_5_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:19.11 - 30:19.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1819.11\" data-end-seconds=\"1819.25\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_41_5_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:19.25 - 30:19.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1819.25\" data-end-seconds=\"1819.41\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_41_5_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:19.41 - 30:19.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1819.41\" data-end-seconds=\"1819.69\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_41_5_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:19.69 - 30:19.99, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1819.69\" data-end-seconds=\"1819.99\" data-confidence=\"1\"> Programme<\/span><span id=\"timestamp_41_5_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:19.99 - 30:20.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1819.99\" data-end-seconds=\"1820.15\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_41_5_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:20.15 - 30:20.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1820.15\" data-end-seconds=\"1820.39\" data-confidence=\"1\"> in addition<\/span><span id=\"timestamp_41_5_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:20.39 - 30:20.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1820.39\" data-end-seconds=\"1820.65\" data-confidence=\"1\"> make.<\/span><span id=\"timestamp_41_5_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:20.65 - 30:21.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1820.65\" data-end-seconds=\"1821.21\" data-confidence=\"1\"> So<\/span><span id=\"timestamp_41_5_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:21.21 - 30:21.35, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1821.21\" data-end-seconds=\"1821.35\" data-confidence=\"1\"> when<\/span><span id=\"timestamp_41_5_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:21.35 - 30:21.47, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1821.35\" data-end-seconds=\"1821.47\" data-confidence=\"1\"> you<\/span><span id=\"timestamp_41_5_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:21.47 - 30:21.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1821.47\" data-end-seconds=\"1821.63\" data-confidence=\"1\"> on<\/span><span id=\"timestamp_41_5_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:21.63 - 30:21.89, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1821.63\" data-end-seconds=\"1821.89\" data-confidence=\"1\"> Animals,<\/span><span id=\"timestamp_41_6_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:22.01 - 30:22.13, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1822.01\" data-end-seconds=\"1822.13\" data-confidence=\"1\"> then<\/span><span id=\"timestamp_41_6_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:22.13 - 30:22.27, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1822.13\" data-end-seconds=\"1822.27\" data-confidence=\"1\"> have<\/span><span id=\"timestamp_41_6_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:22.27 - 30:22.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1822.27\" data-end-seconds=\"1822.31\" data-confidence=\"1\"> I<\/span><span id=\"timestamp_41_6_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:22.31 - 30:22.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1822.31\" data-end-seconds=\"1822.41\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_6_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:22.41 - 30:23.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1822.41\" data-end-seconds=\"1823.05\" data-confidence=\"1\"> Association<\/span><span id=\"timestamp_41_6_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:23.05 - 30:23.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1823.05\" data-end-seconds=\"1823.31\" data-confidence=\"1\"> equal<\/span><span id=\"timestamp_41_6_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:23.31 - 30:23.51, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1823.31\" data-end-seconds=\"1823.51\" data-confidence=\"1\"> then<\/span><span id=\"timestamp_41_6_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:23.51 - 30:23.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1823.51\" data-end-seconds=\"1823.83\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_41_6_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:23.83 - 30:24.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1823.83\" data-end-seconds=\"1824.63\" data-confidence=\"1\"> Communication.<\/span><span id=\"timestamp_41_7_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:24.85 - 30:25.11, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1824.85\" data-end-seconds=\"1825.11\" data-confidence=\"1\"> Marshall<\/span><span id=\"timestamp_41_7_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:25.11 - 30:25.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1825.11\" data-end-seconds=\"1825.67\" data-confidence=\"1\"> Rosenberg<\/span><span id=\"timestamp_41_7_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:25.67 - 30:25.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1825.67\" data-end-seconds=\"1825.83\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_41_7_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:25.83 - 30:25.99, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1825.83\" data-end-seconds=\"1825.99\" data-confidence=\"1\"> his<\/span><span id=\"timestamp_41_7_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:25.99 - 30:26.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1825.99\" data-end-seconds=\"1826.57\" data-confidence=\"1\"> non-violent<\/span><span id=\"timestamp_41_7_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:26.57 - 30:27.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1826.57\" data-end-seconds=\"1827.33\" data-confidence=\"1\"> Communication,<\/span><span id=\"timestamp_41_7_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:27.45 - 30:27.51, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1827.45\" data-end-seconds=\"1827.51\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_41_7_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:27.51 - 30:27.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1827.51\" data-end-seconds=\"1827.65\" data-confidence=\"1\"> gives<\/span><span id=\"timestamp_41_7_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:27.65 - 30:27.73, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1827.65\" data-end-seconds=\"1827.73\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_41_7_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:27.73 - 30:27.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1827.73\" data-end-seconds=\"1827.83\" data-confidence=\"1\"> Yes<\/span><span id=\"timestamp_41_7_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:27.83 - 30:28.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1827.83\" data-end-seconds=\"1828.09\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_8_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:28.09 - 30:28.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1828.09\" data-end-seconds=\"1828.65\" data-confidence=\"1\"> Giraffe<\/span><span id=\"timestamp_41_8_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:28.65 - 30:28.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1828.65\" data-end-seconds=\"1828.85\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_41_8_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:28.85 - 30:29.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1828.85\" data-end-seconds=\"1829.07\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_8_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:29.07 - 30:29.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1829.07\" data-end-seconds=\"1829.61\" data-confidence=\"1\"> Wolf,<\/span><span id=\"timestamp_41_8_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:29.93 - 30:30.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1829.93\" data-end-seconds=\"1830.25\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_41_8_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:30.25 - 30:30.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1830.25\" data-end-seconds=\"1830.39\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_8_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:30.39 - 30:30.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1830.39\" data-end-seconds=\"1830.69\" data-confidence=\"1\"> Animals<\/span><span id=\"timestamp_41_8_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:30.69 - 30:30.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1830.69\" data-end-seconds=\"1830.95\" data-confidence=\"1\"> gives<\/span><span id=\"timestamp_41_8_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:30.95 - 30:31.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1830.95\" data-end-seconds=\"1831.05\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_41_8_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:31.05 - 30:31.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1831.05\" data-end-seconds=\"1831.43\" data-confidence=\"1\"> also.<\/span><span id=\"timestamp_41_9_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:31.79 - 30:32.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1831.79\" data-end-seconds=\"1832.31\" data-confidence=\"1\"> And<\/span><span id=\"timestamp_41_9_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:32.31 - 30:32.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1832.31\" data-end-seconds=\"1832.43\" data-confidence=\"1\"> then<\/span><span id=\"timestamp_41_9_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:32.43 - 30:32.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1832.43\" data-end-seconds=\"1832.57\" data-confidence=\"1\"> gives<\/span><span id=\"timestamp_41_9_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:32.57 - 30:32.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1832.57\" data-end-seconds=\"1832.67\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_41_9_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:32.67 - 30:32.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1832.67\" data-end-seconds=\"1832.85\" data-confidence=\"1\"> even<\/span><span id=\"timestamp_41_9_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:32.85 - 30:33.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1832.85\" data-end-seconds=\"1833.05\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_41_9_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:33.05 - 30:33.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1833.05\" data-end-seconds=\"1833.33\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_41_9_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:33.33 - 30:34.19, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1833.33\" data-end-seconds=\"1834.19\" data-confidence=\"1\"> narrative<\/span><span id=\"timestamp_41_9_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:34.19 - 30:35.03, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1834.19\" data-end-seconds=\"1835.03\" data-confidence=\"1\"> Approaches,<\/span><span id=\"timestamp_41_9_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:35.35 - 30:35.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1835.35\" data-end-seconds=\"1835.43\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_41_9_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:35.43 - 30:36.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1835.43\" data-end-seconds=\"1836.95\" data-confidence=\"1\"> Storytelling approaches<\/span><span id=\"timestamp_41_9_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:36.95 - 30:37.53, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1836.95\" data-end-seconds=\"1837.53\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_41_10_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:37.53 - 30:37.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1837.53\" data-end-seconds=\"1837.67\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_41_10_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:37.67 - 30:37.79, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1837.67\" data-end-seconds=\"1837.79\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_10_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:37.79 - 30:38.77, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1837.79\" data-end-seconds=\"1838.77\" data-confidence=\"1\"> Negotiation theory<\/span><span id=\"timestamp_41_10_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:38.77 - 30:39.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1838.77\" data-end-seconds=\"1839.15\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_41_10_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:39.15 - 30:39.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1839.15\" data-end-seconds=\"1839.39\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_41_10_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:39.39 - 30:39.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1839.39\" data-end-seconds=\"1839.81\" data-confidence=\"1\"> can<\/span><span id=\"timestamp_41_10_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:39.81 - 30:39.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1839.81\" data-end-seconds=\"1839.91\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_41_10_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:39.91 - 30:40.19, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1839.91\" data-end-seconds=\"1840.19\" data-confidence=\"1\"> determined<\/span><span id=\"timestamp_41_10_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:40.19 - 30:40.51, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1840.19\" data-end-seconds=\"1840.51\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_41_10_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:40.51 - 30:41.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1840.51\" data-end-seconds=\"1841.17\" data-confidence=\"1\"> marvellous<\/span><span id=\"timestamp_41_10_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:41.17 - 30:41.35, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1841.17\" data-end-seconds=\"1841.35\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_41_10_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:41.35 - 30:41.73, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1841.35\" data-end-seconds=\"1841.73\" data-confidence=\"1\"> Little animal<\/span><span id=\"timestamp_41_10_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:41.73 - 30:42.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1841.73\" data-end-seconds=\"1842.17\" data-confidence=\"1\"> work.<\/span><span id=\"timestamp_41_11_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:42.79 - 30:43.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1842.79\" data-end-seconds=\"1843.31\" data-confidence=\"1\"> Yes,<\/span><span id=\"timestamp_41_11_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:43.67 - 30:43.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1843.67\" data-end-seconds=\"1843.91\" data-confidence=\"1\"> or<\/span><span id=\"timestamp_41_11_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:43.91 - 30:44.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1843.91\" data-end-seconds=\"1844.33\" data-confidence=\"1\"> even<\/span><span id=\"timestamp_41_11_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:44.33 - 30:44.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1844.33\" data-end-seconds=\"1844.57\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_41_11_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:44.57 - 30:45.11, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1844.57\" data-end-seconds=\"1845.11\" data-confidence=\"1\"> straight<\/span><span id=\"timestamp_41_11_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:45.11 - 30:45.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1845.11\" data-end-seconds=\"1845.69\" data-confidence=\"1\"> not,<\/span><span id=\"timestamp_41_11_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:45.89 - 30:46.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1845.89\" data-end-seconds=\"1846.15\" data-confidence=\"1\"> but<\/span><span id=\"timestamp_41_11_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:46.15 - 30:46.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1846.15\" data-end-seconds=\"1846.37\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_41_11_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:46.37 - 30:46.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1846.37\" data-end-seconds=\"1846.95\" data-confidence=\"1\"> look<\/span><span id=\"timestamp_41_11_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:46.95 - 30:47.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1846.95\" data-end-seconds=\"1847.05\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_41_11_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:47.05 - 30:47.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1847.05\" data-end-seconds=\"1847.21\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_41_11_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:47.21 - 30:47.45, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1847.21\" data-end-seconds=\"1847.45\" data-confidence=\"1\"> then<\/span><span id=\"timestamp_41_11_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:47.45 - 30:47.79, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1847.45\" data-end-seconds=\"1847.79\" data-confidence=\"1\"> to.<\/span><span id=\"timestamp_41_11_13\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:47.79 - 30:48.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1847.79\" data-end-seconds=\"1848.37\" data-confidence=\"1\"> Yes,<\/span><span id=\"timestamp_41_11_14\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:49.15 - 30:49.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1849.15\" data-end-seconds=\"1849.33\" data-confidence=\"1\"> exactly.<\/span><span id=\"timestamp_41_11_15\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:49.63 - 30:49.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1849.63\" data-end-seconds=\"1849.83\" data-confidence=\"1\"> Okay.<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_42\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1851.21\" data-end-seconds=\"1891.59\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"30:51.21\">[30:51]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_42_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:51.21 - 30:51.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1851.21\" data-end-seconds=\"1851.69\" data-confidence=\"1\">Good.<\/span><span id=\"timestamp_42_0_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:52.13 - 30:52.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1852.13\" data-end-seconds=\"1852.61\" data-confidence=\"1\"> J\u00f6rg,<\/span><span id=\"timestamp_42_0_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:52.77 - 30:53.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1852.77\" data-end-seconds=\"1853.59\" data-confidence=\"1\"> until<\/span><span id=\"timestamp_42_0_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:53.59 - 30:54.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1853.59\" data-end-seconds=\"1854.15\" data-confidence=\"1\"> to the<\/span><span id=\"timestamp_42_0_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:54.15 - 30:54.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1854.15\" data-end-seconds=\"1854.33\" data-confidence=\"1\"> next<\/span><span id=\"timestamp_42_0_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:54.33 - 30:54.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1854.33\" data-end-seconds=\"1854.95\" data-confidence=\"1\"> Episode,<\/span><span id=\"timestamp_42_0_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:55.27 - 30:55.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1855.27\" data-end-seconds=\"1855.57\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_42_0_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:55.57 - 30:55.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1855.57\" data-end-seconds=\"1855.81\" data-confidence=\"1\"> not<\/span><span id=\"timestamp_42_0_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:55.81 - 30:56.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1855.81\" data-end-seconds=\"1856.07\" data-confidence=\"1\"> equal<\/span><span id=\"timestamp_42_0_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:56.07 - 30:56.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1856.07\" data-end-seconds=\"1856.43\" data-confidence=\"1\"> Negotiation<\/span><span id=\"timestamp_42_0_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:56.43 - 30:56.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1856.43\" data-end-seconds=\"1856.61\" data-confidence=\"1\"> be<\/span><span id=\"timestamp_42_0_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:56.61 - 30:56.77, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1856.61\" data-end-seconds=\"1856.77\" data-confidence=\"1\"> becomes.<\/span><span id=\"timestamp_42_1_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:56.89 - 30:57.11, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1856.89\" data-end-seconds=\"1857.11\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_42_1_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:57.11 - 30:57.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1857.11\" data-end-seconds=\"1857.41\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_42_1_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:57.41 - 30:57.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1857.41\" data-end-seconds=\"1857.69\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_42_1_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:57.69 - 30:57.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1857.69\" data-end-seconds=\"1857.91\" data-confidence=\"1\"> still<\/span><span id=\"timestamp_42_1_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:57.91 - 30:58.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1857.91\" data-end-seconds=\"1858.41\" data-confidence=\"1\"> before<\/span><span id=\"timestamp_42_1_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:58.41 - 30:58.71, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1858.41\" data-end-seconds=\"1858.71\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_42_1_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"30:58.71 - 31:00.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1858.71\" data-end-seconds=\"1860.39\" data-confidence=\"1\"> Conflict prevention<\/span><span id=\"timestamp_42_1_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:00.39 - 31:01.49, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1860.39\" data-end-seconds=\"1861.49\" data-confidence=\"1\"> so to speak<\/span><span id=\"timestamp_42_1_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:01.49 - 31:02.27, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1861.49\" data-end-seconds=\"1862.27\" data-confidence=\"1\"> to deal with.<\/span><span id=\"timestamp_42_2_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:02.39 - 31:02.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1862.39\" data-end-seconds=\"1862.85\" data-confidence=\"1\"> So<\/span><span id=\"timestamp_42_2_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:02.85 - 31:02.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1862.85\" data-end-seconds=\"1862.95\" data-confidence=\"1\"> much<\/span><span id=\"timestamp_42_2_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:02.95 - 31:03.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1862.95\" data-end-seconds=\"1863.15\" data-confidence=\"1\"> can<\/span><span id=\"timestamp_42_2_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:03.15 - 31:03.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1863.15\" data-end-seconds=\"1863.25\" data-confidence=\"1\"> I<\/span><span id=\"timestamp_42_2_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:03.25 - 31:03.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1863.25\" data-end-seconds=\"1863.39\" data-confidence=\"1\"> already<\/span><span id=\"timestamp_42_2_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:03.39 - 31:04.03, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1863.39\" data-end-seconds=\"1864.03\" data-confidence=\"1\"> announce,<\/span><span id=\"timestamp_42_2_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:04.11 - 31:04.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1864.11\" data-end-seconds=\"1864.25\" data-confidence=\"1\"> because<\/span><span id=\"timestamp_42_2_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:04.25 - 31:04.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1864.25\" data-end-seconds=\"1864.69\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_42_2_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:04.69 - 31:04.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1864.69\" data-end-seconds=\"1864.85\" data-confidence=\"1\"> have<\/span><span id=\"timestamp_42_2_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:04.85 - 31:05.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1864.85\" data-end-seconds=\"1865.09\" data-confidence=\"1\"> these<\/span><span id=\"timestamp_42_2_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:05.09 - 31:05.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1865.09\" data-end-seconds=\"1865.55\" data-confidence=\"1\"> Episode<\/span><span id=\"timestamp_42_2_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:05.55 - 31:06.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1865.55\" data-end-seconds=\"1866.55\" data-confidence=\"1\"> already<\/span><span id=\"timestamp_42_2_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:06.55 - 31:07.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1866.55\" data-end-seconds=\"1867.31\" data-confidence=\"1\"> scheduled.<\/span><span id=\"timestamp_42_3_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:07.43 - 31:07.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1867.43\" data-end-seconds=\"1867.69\" data-confidence=\"1\"> And<\/span><span id=\"timestamp_42_3_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:07.69 - 31:07.79, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1867.69\" data-end-seconds=\"1867.79\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_42_3_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:07.79 - 31:07.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1867.79\" data-end-seconds=\"1867.95\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_42_3_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:07.95 - 31:08.01, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1867.95\" data-end-seconds=\"1868.01\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_42_3_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:08.01 - 31:08.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1868.01\" data-end-seconds=\"1868.21\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_42_3_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:08.21 - 31:08.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1868.21\" data-end-seconds=\"1868.39\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_42_3_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:08.39 - 31:08.51, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1868.39\" data-end-seconds=\"1868.51\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_42_3_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:08.51 - 31:09.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1868.51\" data-end-seconds=\"1869.31\" data-confidence=\"1\"> User experience<\/span><span id=\"timestamp_42_3_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:09.31 - 31:09.49, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1869.31\" data-end-seconds=\"1869.49\" data-confidence=\"1\"> from<\/span><span id=\"timestamp_42_3_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:09.49 - 31:10.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1869.49\" data-end-seconds=\"1870.37\" data-confidence=\"1\"> Mediants<\/span><span id=\"timestamp_42_3_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:10.37 - 31:13.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1870.37\" data-end-seconds=\"1873.05\" data-confidence=\"1\"> deal with.<\/span><span id=\"timestamp_42_4_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:13.25 - 31:13.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1873.25\" data-end-seconds=\"1873.67\" data-confidence=\"1\"> What<\/span><span id=\"timestamp_42_4_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:13.67 - 31:14.01, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1873.67\" data-end-seconds=\"1874.01\" data-confidence=\"1\"> say<\/span><span id=\"timestamp_42_4_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:14.01 - 31:14.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1874.01\" data-end-seconds=\"1874.31\" data-confidence=\"1\"> actually<\/span><span id=\"timestamp_42_4_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:14.31 - 31:14.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1874.31\" data-end-seconds=\"1874.65\" data-confidence=\"1\"> Users<\/span><span id=\"timestamp_42_4_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:14.65 - 31:14.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1874.65\" data-end-seconds=\"1874.81\" data-confidence=\"1\"> from<\/span><span id=\"timestamp_42_4_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:14.81 - 31:15.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1874.81\" data-end-seconds=\"1875.39\" data-confidence=\"1\"> Mediation?<\/span><span id=\"timestamp_42_5_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:16.21 - 31:16.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1876.21\" data-end-seconds=\"1876.69\" data-confidence=\"1\"> Exactly,<\/span><span id=\"timestamp_42_5_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:16.89 - 31:16.97, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1876.89\" data-end-seconds=\"1876.97\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_42_5_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:16.97 - 31:17.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1876.97\" data-end-seconds=\"1877.95\" data-confidence=\"1\"> is<\/span><span id=\"timestamp_42_5_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:17.95 - 31:18.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1877.95\" data-end-seconds=\"1878.09\" data-confidence=\"1\"> Yes<\/span><span id=\"timestamp_42_5_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:18.09 - 31:18.23, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1878.09\" data-end-seconds=\"1878.23\" data-confidence=\"1\"> from<\/span><span id=\"timestamp_42_5_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:18.23 - 31:18.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1878.23\" data-end-seconds=\"1878.69\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_42_5_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:18.69 - 31:18.99, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1878.69\" data-end-seconds=\"1878.99\" data-confidence=\"1\"> Series<\/span><span id=\"timestamp_42_5_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:18.99 - 31:19.77, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1878.99\" data-end-seconds=\"1879.77\" data-confidence=\"1\"> Anticipation<\/span><span id=\"timestamp_42_5_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:19.77 - 31:20.01, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1879.77\" data-end-seconds=\"1880.01\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_42_5_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:20.01 - 31:20.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1880.01\" data-end-seconds=\"1880.69\" data-confidence=\"1\"> Prevention<\/span><span id=\"timestamp_42_5_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:20.69 - 31:21.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1880.69\" data-end-seconds=\"1881.21\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_42_5_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:21.21 - 31:22.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1881.21\" data-end-seconds=\"1882.83\" data-confidence=\"1\"> Conflict management systems.<\/span><span id=\"timestamp_42_6_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:23.21 - 31:23.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1883.21\" data-end-seconds=\"1883.69\" data-confidence=\"1\"> Since<\/span><span id=\"timestamp_42_6_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:23.69 - 31:23.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1883.69\" data-end-seconds=\"1883.87\" data-confidence=\"1\"> becomes<\/span><span id=\"timestamp_42_6_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:23.87 - 31:23.99, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1883.87\" data-end-seconds=\"1883.99\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_42_6_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:23.99 - 31:24.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1883.99\" data-end-seconds=\"1884.17\" data-confidence=\"1\"> then<\/span><span id=\"timestamp_42_6_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:24.17 - 31:24.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1884.17\" data-end-seconds=\"1884.43\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_42_6_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:24.43 - 31:24.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1884.43\" data-end-seconds=\"1884.63\" data-confidence=\"1\"> before<\/span><span id=\"timestamp_42_6_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:24.63 - 31:24.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1884.63\" data-end-seconds=\"1884.81\" data-confidence=\"1\"> all<\/span><span id=\"timestamp_42_6_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:24.81 - 31:24.99, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1884.81\" data-end-seconds=\"1884.99\" data-confidence=\"1\"> again<\/span><span id=\"timestamp_42_6_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:24.99 - 31:25.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1884.99\" data-end-seconds=\"1885.41\" data-confidence=\"1\"> on<\/span><span id=\"timestamp_42_6_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:25.41 - 31:25.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1885.41\" data-end-seconds=\"1885.61\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_42_6_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:25.61 - 31:27.19, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1885.61\" data-end-seconds=\"1887.19\" data-confidence=\"1\"> Organisations<\/span><span id=\"timestamp_42_6_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:27.19 - 31:27.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1887.19\" data-end-seconds=\"1887.33\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_42_6_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:27.33 - 31:27.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1887.33\" data-end-seconds=\"1887.61\" data-confidence=\"1\"> View<\/span><span id=\"timestamp_42_6_13\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:27.61 - 31:28.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1887.61\" data-end-seconds=\"1888.07\" data-confidence=\"1\"> throw.<\/span><span id=\"timestamp_42_7_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:28.93 - 31:29.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1888.93\" data-end-seconds=\"1889.41\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_42_7_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:29.41 - 31:29.47, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1889.41\" data-end-seconds=\"1889.47\" data-confidence=\"1\"> have<\/span><span id=\"timestamp_42_7_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:29.47 - 31:29.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1889.47\" data-end-seconds=\"1889.65\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_42_7_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:29.65 - 31:29.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1889.65\" data-end-seconds=\"1889.83\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_42_7_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:29.83 - 31:30.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1889.83\" data-end-seconds=\"1890.15\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_42_7_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:30.15 - 31:30.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1890.15\" data-end-seconds=\"1890.63\" data-confidence=\"1\"> interesting<\/span><span id=\"timestamp_42_7_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:30.63 - 31:30.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1890.63\" data-end-seconds=\"1890.87\" data-confidence=\"1\"> Guest<\/span><span id=\"timestamp_42_7_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:30.87 - 31:31.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1890.87\" data-end-seconds=\"1891.59\" data-confidence=\"1\"> invited.<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_43\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1894.91\" data-end-seconds=\"1941.71\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"31:34.91\">[31:34]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_43_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:34.91 - 31:35.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1894.91\" data-end-seconds=\"1895.39\" data-confidence=\"1\">This<\/span><span id=\"timestamp_43_0_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:35.39 - 31:36.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1895.39\" data-end-seconds=\"1896.61\" data-confidence=\"1\"> second<\/span><span id=\"timestamp_43_0_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:36.61 - 31:36.97, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1896.61\" data-end-seconds=\"1896.97\" data-confidence=\"1\"> Strand<\/span><span id=\"timestamp_43_0_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:36.97 - 31:37.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1896.97\" data-end-seconds=\"1897.21\" data-confidence=\"1\"> runs<\/span><span id=\"timestamp_43_0_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:37.21 - 31:37.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1897.21\" data-end-seconds=\"1897.37\" data-confidence=\"1\"> already<\/span><span id=\"timestamp_43_0_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:37.37 - 31:37.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1897.37\" data-end-seconds=\"1897.59\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_43_0_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:37.59 - 31:37.75, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1897.59\" data-end-seconds=\"1897.75\" data-confidence=\"1\"> still<\/span><span id=\"timestamp_43_0_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:37.75 - 31:38.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1897.75\" data-end-seconds=\"1898.07\" data-confidence=\"1\"> continue.<\/span><span id=\"timestamp_43_1_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:38.39 - 31:38.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1898.39\" data-end-seconds=\"1898.63\" data-confidence=\"1\"> Since<\/span><span id=\"timestamp_43_1_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:38.63 - 31:38.73, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1898.63\" data-end-seconds=\"1898.73\" data-confidence=\"1\"> have<\/span><span id=\"timestamp_43_1_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:38.73 - 31:38.79, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1898.73\" data-end-seconds=\"1898.79\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_43_1_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:38.79 - 31:38.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1898.79\" data-end-seconds=\"1898.87\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_43_1_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:38.87 - 31:38.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1898.87\" data-end-seconds=\"1898.95\" data-confidence=\"1\"> still<\/span><span id=\"timestamp_43_1_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:38.95 - 31:39.03, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1898.95\" data-end-seconds=\"1899.03\" data-confidence=\"1\"> a<\/span><span id=\"timestamp_43_1_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:39.03 - 31:39.13, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1899.03\" data-end-seconds=\"1899.13\" data-confidence=\"1\"> pair<\/span><span id=\"timestamp_43_1_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:39.13 - 31:39.49, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1899.13\" data-end-seconds=\"1899.49\" data-confidence=\"1\"> Ideas.<\/span><span id=\"timestamp_43_1_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:39.49 - 31:40.27, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1899.49\" data-end-seconds=\"1900.27\" data-confidence=\"1\"> Good,<\/span><span id=\"timestamp_43_1_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:40.55 - 31:40.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1900.55\" data-end-seconds=\"1900.67\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_43_1_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:40.67 - 31:41.01, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1900.67\" data-end-seconds=\"1901.01\" data-confidence=\"1\"> means,<\/span><span id=\"timestamp_43_1_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:41.25 - 31:41.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1901.25\" data-end-seconds=\"1901.43\" data-confidence=\"1\"> love<\/span><span id=\"timestamp_43_1_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:41.43 - 31:41.89, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1901.43\" data-end-seconds=\"1901.89\" data-confidence=\"1\"> Listeners<\/span><span id=\"timestamp_43_1_13\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:41.89 - 31:42.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1901.89\" data-end-seconds=\"1902.09\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_43_2_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:42.09 - 31:42.73, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1902.09\" data-end-seconds=\"1902.73\" data-confidence=\"1\"> Audience,<\/span><span id=\"timestamp_43_2_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:43.07 - 31:43.35, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1903.07\" data-end-seconds=\"1903.35\" data-confidence=\"1\"> with pleasure<\/span><span id=\"timestamp_43_2_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:43.35 - 31:44.69, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1903.35\" data-end-seconds=\"1904.69\" data-confidence=\"1\"> Questions,<\/span><span id=\"timestamp_43_2_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:44.97 - 31:45.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1904.97\" data-end-seconds=\"1905.57\" data-confidence=\"1\"> Suggestions,<\/span><span id=\"timestamp_43_2_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:45.79 - 31:46.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1905.79\" data-end-seconds=\"1906.61\" data-confidence=\"1\"> Topic suggestions<\/span><span id=\"timestamp_43_2_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:46.61 - 31:46.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1906.61\" data-end-seconds=\"1906.87\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_43_2_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:46.87 - 31:47.01, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1906.87\" data-end-seconds=\"1907.01\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_43_2_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:47.01 - 31:47.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1907.01\" data-end-seconds=\"1907.17\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_43_2_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:47.17 - 31:47.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1907.17\" data-end-seconds=\"1907.43\" data-confidence=\"1\"> Topic<\/span><span id=\"timestamp_43_2_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:47.43 - 31:48.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1907.43\" data-end-seconds=\"1908.07\" data-confidence=\"1\"> Negotiations.<\/span><span id=\"timestamp_43_3_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:48.25 - 31:48.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1908.25\" data-end-seconds=\"1908.67\" data-confidence=\"1\"> Writes<\/span><span id=\"timestamp_43_3_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:48.67 - 31:48.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1908.67\" data-end-seconds=\"1908.81\" data-confidence=\"1\"> them<\/span><span id=\"timestamp_43_3_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:48.81 - 31:49.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1908.81\" data-end-seconds=\"1909.09\" data-confidence=\"1\"> us.<\/span><span id=\"timestamp_43_3_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:49.23 - 31:49.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1909.23\" data-end-seconds=\"1909.37\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_43_3_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:49.37 - 31:49.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1909.37\" data-end-seconds=\"1909.91\" data-confidence=\"1\"> grab<\/span><span id=\"timestamp_43_3_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:49.91 - 31:50.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1909.91\" data-end-seconds=\"1910.07\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_43_3_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:50.07 - 31:50.27, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1910.07\" data-end-seconds=\"1910.27\" data-confidence=\"1\"> with pleasure<\/span><span id=\"timestamp_43_3_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:50.27 - 31:50.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1910.27\" data-end-seconds=\"1910.55\" data-confidence=\"1\"> on,<\/span><span id=\"timestamp_43_3_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:50.67 - 31:50.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1910.67\" data-end-seconds=\"1910.87\" data-confidence=\"1\"> Build<\/span><span id=\"timestamp_43_3_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:50.87 - 31:51.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1910.87\" data-end-seconds=\"1911.07\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_43_3_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:51.07 - 31:51.29, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1911.07\" data-end-seconds=\"1911.29\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_43_3_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:51.29 - 31:51.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1911.29\" data-end-seconds=\"1911.67\" data-confidence=\"1\"> in,<\/span><span id=\"timestamp_43_4_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:51.93 - 31:52.99, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1911.93\" data-end-seconds=\"1912.99\" data-confidence=\"1\"> so that<\/span><span id=\"timestamp_43_4_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:52.99 - 31:53.39, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1912.99\" data-end-seconds=\"1913.39\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_43_4_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:53.39 - 31:53.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1913.39\" data-end-seconds=\"1913.91\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_43_4_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:53.91 - 31:54.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1913.91\" data-end-seconds=\"1914.33\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_43_4_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:54.33 - 31:54.89, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1914.33\" data-end-seconds=\"1914.89\" data-confidence=\"1\"> whole<\/span><span id=\"timestamp_43_4_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:54.89 - 31:55.49, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1914.89\" data-end-seconds=\"1915.49\" data-confidence=\"1\"> concrete<\/span><span id=\"timestamp_43_4_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:55.49 - 31:56.13, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1915.49\" data-end-seconds=\"1916.13\" data-confidence=\"1\"> Wishes<\/span><span id=\"timestamp_43_4_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:56.13 - 31:56.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1916.13\" data-end-seconds=\"1916.41\" data-confidence=\"1\"> or<\/span><span id=\"timestamp_43_4_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:56.41 - 31:57.11, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1916.41\" data-end-seconds=\"1917.11\" data-confidence=\"1\"> Needs<\/span><span id=\"timestamp_43_4_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:57.11 - 31:58.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1917.11\" data-end-seconds=\"1918.25\" data-confidence=\"1\"> addressed<\/span><span id=\"timestamp_43_4_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:58.25 - 31:58.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1918.25\" data-end-seconds=\"1918.59\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_43_5_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:58.59 - 31:58.93, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1918.59\" data-end-seconds=\"1918.93\" data-confidence=\"1\"> or<\/span><span id=\"timestamp_43_5_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:58.93 - 31:59.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1918.93\" data-end-seconds=\"1919.21\" data-confidence=\"1\"> even<\/span><span id=\"timestamp_43_5_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:59.21 - 31:59.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1919.21\" data-end-seconds=\"1919.63\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_43_5_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"31:59.63 - 32:00.99, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1919.63\" data-end-seconds=\"1920.99\" data-confidence=\"1\"> dialogue partner,<\/span><span id=\"timestamp_43_5_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:01.15 - 32:01.71, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1921.15\" data-end-seconds=\"1921.71\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_43_5_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:01.71 - 32:01.89, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1921.71\" data-end-seconds=\"1921.89\" data-confidence=\"1\"> those<\/span><span id=\"timestamp_43_5_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:01.89 - 32:02.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1921.89\" data-end-seconds=\"1922.15\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_43_5_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:02.15 - 32:02.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1922.15\" data-end-seconds=\"1922.81\" data-confidence=\"1\"> to<\/span><span id=\"timestamp_43_5_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:02.81 - 32:03.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1922.81\" data-end-seconds=\"1923.07\" data-confidence=\"1\"> this<\/span><span id=\"timestamp_43_5_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:03.07 - 32:03.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1923.07\" data-end-seconds=\"1923.37\" data-confidence=\"1\"> Topic<\/span><span id=\"timestamp_43_5_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:03.37 - 32:03.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1923.37\" data-end-seconds=\"1923.85\" data-confidence=\"1\"> Negotiations<\/span><span id=\"timestamp_43_6_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:03.85 - 32:04.13, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1923.85\" data-end-seconds=\"1924.13\" data-confidence=\"1\"> simple<\/span><span id=\"timestamp_43_6_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:04.13 - 32:04.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1924.13\" data-end-seconds=\"1924.57\" data-confidence=\"1\"> talked<\/span><span id=\"timestamp_43_6_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:04.57 - 32:04.81, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1924.57\" data-end-seconds=\"1924.81\" data-confidence=\"1\"> have<\/span><span id=\"timestamp_43_6_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:04.81 - 32:05.09, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1924.81\" data-end-seconds=\"1925.09\" data-confidence=\"1\"> must.<\/span><span id=\"timestamp_43_7_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:05.09 - 32:05.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1925.09\" data-end-seconds=\"1925.55\" data-confidence=\"1\"> So<\/span><span id=\"timestamp_43_7_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:05.55 - 32:05.71, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1925.55\" data-end-seconds=\"1925.71\" data-confidence=\"1\"> is<\/span><span id=\"timestamp_43_7_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:05.71 - 32:05.79, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1925.71\" data-end-seconds=\"1925.79\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_43_7_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:05.79 - 32:06.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1925.79\" data-end-seconds=\"1926.25\" data-confidence=\"1\"> planned<\/span><span id=\"timestamp_43_7_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:06.25 - 32:06.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1926.25\" data-end-seconds=\"1926.61\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_43_7_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:06.61 - 32:06.75, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1926.61\" data-end-seconds=\"1926.75\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_43_7_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:06.75 - 32:06.89, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1926.75\" data-end-seconds=\"1926.89\" data-confidence=\"1\"> becomes<\/span><span id=\"timestamp_43_7_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:06.89 - 32:06.97, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1926.89\" data-end-seconds=\"1926.97\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_43_7_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:06.97 - 32:07.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1926.97\" data-end-seconds=\"1927.43\" data-confidence=\"1\"> happen.<\/span><span id=\"timestamp_43_8_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:08.15 - 32:08.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1928.15\" data-end-seconds=\"1928.43\" data-confidence=\"1\"> J\u00f6rg,<\/span><span id=\"timestamp_43_8_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:09.29 - 32:09.47, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1929.29\" data-end-seconds=\"1929.47\" data-confidence=\"1\"> I<\/span><span id=\"timestamp_43_8_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:09.47 - 32:10.11, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1929.47\" data-end-seconds=\"1930.11\" data-confidence=\"1\"> wish<\/span><span id=\"timestamp_43_8_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:10.11 - 32:10.29, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1930.11\" data-end-seconds=\"1930.29\" data-confidence=\"1\"> you<\/span><span id=\"timestamp_43_8_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:10.29 - 32:10.89, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1930.29\" data-end-seconds=\"1930.89\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_43_8_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:10.89 - 32:11.23, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1930.89\" data-end-seconds=\"1931.23\" data-confidence=\"1\"> good<\/span><span id=\"timestamp_43_8_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:11.23 - 32:11.77, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1931.23\" data-end-seconds=\"1931.77\" data-confidence=\"1\"> Time<\/span><span id=\"timestamp_43_8_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:11.77 - 32:12.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1931.77\" data-end-seconds=\"1932.67\" data-confidence=\"1\"> until<\/span><span id=\"timestamp_43_8_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:12.67 - 32:13.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1932.67\" data-end-seconds=\"1933.07\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_43_8_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:13.07 - 32:13.53, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1933.07\" data-end-seconds=\"1933.53\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_43_8_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:13.53 - 32:14.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1933.53\" data-end-seconds=\"1934.43\" data-confidence=\"1\"> hopefully<\/span><span id=\"timestamp_43_8_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:14.43 - 32:14.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1934.43\" data-end-seconds=\"1934.85\" data-confidence=\"1\"> until<\/span><span id=\"timestamp_43_8_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:14.85 - 32:15.23, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1934.85\" data-end-seconds=\"1935.23\" data-confidence=\"1\"> soon.<\/span><span id=\"timestamp_43_9_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:15.63 - 32:15.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1935.63\" data-end-seconds=\"1935.85\" data-confidence=\"1\"> Habit<\/span><span id=\"timestamp_43_9_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:15.85 - 32:16.01, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1935.85\" data-end-seconds=\"1936.01\" data-confidence=\"1\"> you<\/span><span id=\"timestamp_43_9_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:16.01 - 32:16.35, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1936.01\" data-end-seconds=\"1936.35\" data-confidence=\"1\"> probably.<\/span><span id=\"timestamp_43_9_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:16.67 - 32:17.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1936.67\" data-end-seconds=\"1937.37\" data-confidence=\"1\"> Many<\/span><span id=\"timestamp_43_9_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:17.37 - 32:17.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1937.37\" data-end-seconds=\"1937.59\" data-confidence=\"1\"> Thanks to,<\/span><span id=\"timestamp_43_9_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:17.67 - 32:17.95, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1937.67\" data-end-seconds=\"1937.95\" data-confidence=\"1\"> Sascha.<\/span><span id=\"timestamp_43_9_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:18.21 - 32:18.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1938.21\" data-end-seconds=\"1938.41\" data-confidence=\"1\"> I<\/span><span id=\"timestamp_43_9_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:18.41 - 32:18.93, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1938.41\" data-end-seconds=\"1938.93\" data-confidence=\"1\"> happy<\/span><span id=\"timestamp_43_9_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:18.93 - 32:19.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1938.93\" data-end-seconds=\"1939.17\" data-confidence=\"1\"> me<\/span><span id=\"timestamp_43_9_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:19.17 - 32:19.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1939.17\" data-end-seconds=\"1939.37\" data-confidence=\"1\"> here<\/span><span id=\"timestamp_43_9_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:19.37 - 32:19.61, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1939.37\" data-end-seconds=\"1939.61\" data-confidence=\"1\"> on<\/span><span id=\"timestamp_43_9_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:19.61 - 32:19.93, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1939.61\" data-end-seconds=\"1939.93\" data-confidence=\"1\"> our<\/span><span id=\"timestamp_43_9_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:19.93 - 32:20.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1939.93\" data-end-seconds=\"1940.37\" data-confidence=\"1\"> small<\/span><span id=\"timestamp_43_9_13\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:20.37 - 32:21.01, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1940.37\" data-end-seconds=\"1941.01\" data-confidence=\"1\"> common<\/span><span id=\"timestamp_43_9_14\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:21.01 - 32:21.71, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1941.01\" data-end-seconds=\"1941.71\" data-confidence=\"1\"> Project.<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_44\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1942.59\" data-end-seconds=\"1963.29\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"32:22.59\">[32:22]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_44_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:22.59 - 32:23.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1942.59\" data-end-seconds=\"1943.15\" data-confidence=\"1\">Ciao.<\/span><span id=\"timestamp_44_0_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:23.79 - 32:23.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1943.79\" data-end-seconds=\"1943.91\" data-confidence=\"1\"> Good,<\/span><span id=\"timestamp_44_0_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:24.19 - 32:24.43, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1944.19\" data-end-seconds=\"1944.43\" data-confidence=\"1\"> goodbye.<\/span><span id=\"timestamp_44_0_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:25.05 - 32:25.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1945.05\" data-end-seconds=\"1945.41\" data-confidence=\"1\"> Yes,<\/span><span id=\"timestamp_44_0_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:25.49 - 32:25.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1945.49\" data-end-seconds=\"1945.65\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_44_0_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:25.65 - 32:25.85, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1945.65\" data-end-seconds=\"1945.85\" data-confidence=\"1\"> was<\/span><span id=\"timestamp_44_0_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:25.85 - 32:26.19, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1945.85\" data-end-seconds=\"1946.19\" data-confidence=\"1\"> my<\/span><span id=\"timestamp_44_0_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:26.19 - 32:27.29, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1946.19\" data-end-seconds=\"1947.29\" data-confidence=\"1\"> Prelude<\/span><span id=\"timestamp_44_0_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:27.29 - 32:27.91, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1947.29\" data-end-seconds=\"1947.91\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_44_0_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:27.91 - 32:28.29, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1947.91\" data-end-seconds=\"1948.29\" data-confidence=\"1\"> J\u00f6rg<\/span><span id=\"timestamp_44_0_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:28.29 - 32:29.03, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1948.29\" data-end-seconds=\"1949.03\" data-confidence=\"1\"> Schneider-Brodtmann<\/span><span id=\"timestamp_44_0_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:29.03 - 32:29.27, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1949.03\" data-end-seconds=\"1949.27\" data-confidence=\"1\"> to the<\/span><span id=\"timestamp_44_1_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:29.27 - 32:29.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1949.27\" data-end-seconds=\"1949.63\" data-confidence=\"1\"> new<\/span><span id=\"timestamp_44_1_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:29.63 - 32:30.07, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1949.63\" data-end-seconds=\"1950.07\" data-confidence=\"1\"> small<\/span><span id=\"timestamp_44_1_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:30.07 - 32:30.57, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1950.07\" data-end-seconds=\"1950.57\" data-confidence=\"1\"> Series<\/span><span id=\"timestamp_44_1_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:30.57 - 32:30.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1950.57\" data-end-seconds=\"1950.87\" data-confidence=\"1\"> to the<\/span><span id=\"timestamp_44_1_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:30.87 - 32:31.21, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1950.87\" data-end-seconds=\"1951.21\" data-confidence=\"1\"> Topic<\/span><span id=\"timestamp_44_1_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:31.21 - 32:32.15, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1951.21\" data-end-seconds=\"1952.15\" data-confidence=\"1\"> Negotiate<\/span><span id=\"timestamp_44_1_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:32.15 - 32:32.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1952.15\" data-end-seconds=\"1952.41\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_44_1_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:32.41 - 32:33.75, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1952.41\" data-end-seconds=\"1953.75\" data-confidence=\"1\"> Negotiation management.<\/span><span id=\"timestamp_44_2_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:33.75 - 32:34.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1953.75\" data-end-seconds=\"1954.55\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_44_2_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:34.55 - 32:34.73, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1954.55\" data-end-seconds=\"1954.73\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_44_2_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:34.73 - 32:34.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1954.73\" data-end-seconds=\"1954.87\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_44_2_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:34.87 - 32:35.55, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1954.87\" data-end-seconds=\"1955.55\" data-confidence=\"1\"> detailed<\/span><span id=\"timestamp_44_2_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:35.55 - 32:35.77, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1955.55\" data-end-seconds=\"1955.77\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_44_2_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:35.77 - 32:35.93, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1955.77\" data-end-seconds=\"1955.93\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_44_2_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:35.93 - 32:36.25, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1955.93\" data-end-seconds=\"1956.25\" data-confidence=\"1\"> next<\/span><span id=\"timestamp_44_2_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:36.25 - 32:37.03, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1956.25\" data-end-seconds=\"1957.03\" data-confidence=\"1\"> Episodes<\/span><span id=\"timestamp_44_2_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:37.03 - 32:37.19, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1957.03\" data-end-seconds=\"1957.19\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_44_2_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:37.19 - 32:37.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1957.19\" data-end-seconds=\"1957.37\" data-confidence=\"1\"> this<\/span><span id=\"timestamp_44_2_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:37.37 - 32:37.65, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1957.37\" data-end-seconds=\"1957.65\" data-confidence=\"1\"> small<\/span><span id=\"timestamp_44_2_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:37.65 - 32:38.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1957.65\" data-end-seconds=\"1958.05\" data-confidence=\"1\"> Series<\/span><span id=\"timestamp_44_3_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:38.05 - 32:38.29, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1958.05\" data-end-seconds=\"1958.29\" data-confidence=\"1\"> to the<\/span><span id=\"timestamp_44_3_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:38.29 - 32:38.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1958.29\" data-end-seconds=\"1958.59\" data-confidence=\"1\"> Topic<\/span><span id=\"timestamp_44_3_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:38.59 - 32:39.29, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1958.59\" data-end-seconds=\"1959.29\" data-confidence=\"1\"> Negotiate<\/span><span id=\"timestamp_44_3_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:39.29 - 32:40.11, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1959.29\" data-end-seconds=\"1960.11\" data-confidence=\"1\"> leave out.<\/span><span id=\"timestamp_44_4_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:40.25 - 32:40.33, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1960.25\" data-end-seconds=\"1960.33\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_44_4_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:40.33 - 32:40.67, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1960.33\" data-end-seconds=\"1960.67\" data-confidence=\"1\"> become,<\/span><span id=\"timestamp_44_4_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:40.83 - 32:41.03, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1960.83\" data-end-seconds=\"1961.03\" data-confidence=\"1\"> like<\/span><span id=\"timestamp_44_4_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:41.03 - 32:41.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1961.03\" data-end-seconds=\"1961.17\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_44_4_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:41.17 - 32:41.83, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1961.17\" data-end-seconds=\"1961.83\" data-confidence=\"1\"> announced<\/span><span id=\"timestamp_44_4_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:41.83 - 32:42.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1961.83\" data-end-seconds=\"1962.17\" data-confidence=\"1\"> have<\/span><span id=\"timestamp_44_4_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:42.17 - 32:42.31, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1962.17\" data-end-seconds=\"1962.31\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_44_4_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:42.31 - 32:42.41, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1962.31\" data-end-seconds=\"1962.41\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_44_4_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:42.41 - 32:42.87, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1962.41\" data-end-seconds=\"1962.87\" data-confidence=\"1\"> discussed<\/span><span id=\"timestamp_44_4_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:42.87 - 32:43.29, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1962.87\" data-end-seconds=\"1963.29\" data-confidence=\"1\"> have.<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_45\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1963.95\" data-end-seconds=\"1988.6\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"32:43.95\">[32:43]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_45_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:43.95 - 32:44.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1963.95\" data-end-seconds=\"1964.59\" data-confidence=\"1\">The most diverse<\/span><span id=\"timestamp_45_0_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:44.59 - 32:45.17, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1964.59\" data-end-seconds=\"1965.17\" data-confidence=\"1\"> Additions<\/span><span id=\"timestamp_45_0_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:45.17 - 32:45.71, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1965.17\" data-end-seconds=\"1965.71\" data-confidence=\"1\"> choose.<\/span><span id=\"timestamp_45_0_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:45.87 - 32:46.37, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1965.87\" data-end-seconds=\"1966.37\" data-confidence=\"1\"> The<\/span><span id=\"timestamp_45_0_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:46.37 - 32:46.59, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1966.37\" data-end-seconds=\"1966.59\" data-confidence=\"1\"> Topic<\/span><span id=\"timestamp_45_0_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:46.59 - 32:47.05, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1966.59\" data-end-seconds=\"1967.05\" data-confidence=\"1\"> Power<\/span><span id=\"timestamp_45_0_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:47.05 - 32:47.35, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1967.05\" data-end-seconds=\"1967.35\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_45_0_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:47.35 - 32:47.63, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1967.35\" data-end-seconds=\"1967.63\" data-confidence=\"1\"> Competition.<\/span><span id=\"timestamp_45_1_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:48.00 - 32:48.78, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1968\" data-end-seconds=\"1968.78\" data-confidence=\"1\"> Negotiations.<\/span><span id=\"timestamp_45_1_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:49.08 - 32:49.56, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1969.08\" data-end-seconds=\"1969.56\" data-confidence=\"1\"> The<\/span><span id=\"timestamp_45_1_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:49.56 - 32:49.86, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1969.56\" data-end-seconds=\"1969.86\" data-confidence=\"1\"> Topic<\/span><span id=\"timestamp_45_1_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:49.86 - 32:50.74, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1969.86\" data-end-seconds=\"1970.74\" data-confidence=\"1\"> Responsibility<\/span><span id=\"timestamp_45_1_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:50.74 - 32:50.96, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1970.74\" data-end-seconds=\"1970.96\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_45_1_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:50.96 - 32:51.74, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1970.96\" data-end-seconds=\"1971.74\" data-confidence=\"1\"> Confidentiality<\/span><span id=\"timestamp_45_1_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:51.74 - 32:51.92, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1971.74\" data-end-seconds=\"1971.92\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_45_1_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:51.92 - 32:52.04, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1971.92\" data-end-seconds=\"1972.04\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_45_1_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:52.04 - 32:52.24, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1972.04\" data-end-seconds=\"1972.24\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_45_1_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:52.24 - 32:52.62, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1972.24\" data-end-seconds=\"1972.62\" data-confidence=\"1\"> view.<\/span><span id=\"timestamp_45_2_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:52.76 - 32:52.76, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1972.76\" data-end-seconds=\"1972.76\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_45_2_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:52.76 - 32:52.92, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1972.76\" data-end-seconds=\"1972.92\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_45_2_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:52.92 - 32:53.10, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1972.92\" data-end-seconds=\"1973.1\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_45_2_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:53.10 - 32:53.90, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1973.1\" data-end-seconds=\"1973.9\" data-confidence=\"1\"> Negotiation styles,<\/span><span id=\"timestamp_45_2_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:54.16 - 32:55.32, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1974.16\" data-end-seconds=\"1975.32\" data-confidence=\"1\"> negotiation psychology<\/span><span id=\"timestamp_45_2_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:55.32 - 32:56.10, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1975.32\" data-end-seconds=\"1976.1\" data-confidence=\"1\"> Findings<\/span><span id=\"timestamp_45_2_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:56.10 - 32:57.58, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1976.1\" data-end-seconds=\"1977.58\" data-confidence=\"1\"> more concrete<\/span><span id=\"timestamp_45_2_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:57.58 - 32:58.18, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1977.58\" data-end-seconds=\"1978.18\" data-confidence=\"1\"> view.<\/span><span id=\"timestamp_45_3_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:58.32 - 32:58.68, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1978.32\" data-end-seconds=\"1978.68\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_45_3_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:58.68 - 32:58.92, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1978.68\" data-end-seconds=\"1978.92\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_45_3_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:58.92 - 32:59.10, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1978.92\" data-end-seconds=\"1979.1\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_45_3_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"32:59.10 - 33:00.56, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1979.1\" data-end-seconds=\"1980.56\" data-confidence=\"1\"> Negotiation constellations<\/span><span id=\"timestamp_45_3_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:00.56 - 33:00.72, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1980.56\" data-end-seconds=\"1980.72\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_45_3_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:00.72 - 33:01.96, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1980.72\" data-end-seconds=\"1981.96\" data-confidence=\"1\"> Fields of negotiation<\/span><span id=\"timestamp_45_3_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:01.96 - 33:02.48, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1981.96\" data-end-seconds=\"1982.48\" data-confidence=\"1\"> view,<\/span><span id=\"timestamp_45_4_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:02.60 - 33:02.92, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1982.6\" data-end-seconds=\"1982.92\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_45_4_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:02.92 - 33:03.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1982.92\" data-end-seconds=\"1983.12\" data-confidence=\"1\"> even<\/span><span id=\"timestamp_45_4_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:03.12 - 33:03.32, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1983.12\" data-end-seconds=\"1983.32\" data-confidence=\"1\"> but<\/span><span id=\"timestamp_45_4_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:03.32 - 33:03.58, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1983.32\" data-end-seconds=\"1983.58\" data-confidence=\"1\"> very<\/span><span id=\"timestamp_45_4_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:03.58 - 33:04.32, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1983.58\" data-end-seconds=\"1984.32\" data-confidence=\"1\"> different<\/span><span id=\"timestamp_45_4_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:04.32 - 33:04.60, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1984.32\" data-end-seconds=\"1984.6\" data-confidence=\"1\"> are.<\/span><span id=\"timestamp_45_5_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:04.94 - 33:05.30, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1984.94\" data-end-seconds=\"1985.3\" data-confidence=\"1\"> Keyword<\/span><span id=\"timestamp_45_5_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:05.30 - 33:06.30, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1985.3\" data-end-seconds=\"1986.3\" data-confidence=\"1\"> Everyday negotiations,<\/span><span id=\"timestamp_45_5_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:06.78 - 33:07.50, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1986.78\" data-end-seconds=\"1987.5\" data-confidence=\"1\"> Professional negotiations,<\/span><span id=\"timestamp_45_5_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:07.66 - 33:08.04, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1987.66\" data-end-seconds=\"1988.04\" data-confidence=\"1\"> political<\/span><span id=\"timestamp_45_5_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:08.04 - 33:08.60, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1988.04\" data-end-seconds=\"1988.6\" data-confidence=\"1\"> Negotiations,<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div class=\"px-&#091;11px&#093; pt-4\" data-testid=\"transcript-chapter\">\n<div id=\"chapter_6218387\" class=\"scroll-mt-20 mb-4\">\n<div class=\"inline-block w-full\">\n<div class=\"pr-2 opacity-70 hover:opacity-100 float-left\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4 tabular-nums\">\n<div title=\"Edit\"><\/div>\n<div class=\"inline\" title=\"Edit\"><strong>[33:10]<\/strong><\/div>\n<\/div>\n<\/div>\n<div class=\"font-bold whitespace-break-spaces text-gray-900 inline\">\n<div class=\"inline group cursor-pointer whitespace-pre-wrap hover:underline decoration-dotted underline-offset-4\">\n<div class=\"inline\" title=\"Edit\"><strong>Negotiation literature and expert interviews<\/strong><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div id=\"paragraph_46\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"1988.8\" data-end-seconds=\"2045.84\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"33:08.80\">[33:08]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_46_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:08.80 - 33:09.62, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1988.8\" data-end-seconds=\"1989.62\" data-confidence=\"1\">Trade union,<\/span><span id=\"timestamp_46_0_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:09.62 - 33:09.92, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1989.62\" data-end-seconds=\"1989.92\" data-confidence=\"1\"> so<\/span><span id=\"timestamp_46_0_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:09.92 - 33:10.82, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1989.92\" data-end-seconds=\"1990.82\" data-confidence=\"1\"> Collective bargaining<\/span><span id=\"timestamp_46_0_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:10.82 - 33:11.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1990.82\" data-end-seconds=\"1991.12\" data-confidence=\"1\"> etc.<\/span><span id=\"timestamp_46_1_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:11.42 - 33:11.56, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1991.42\" data-end-seconds=\"1991.56\" data-confidence=\"1\"> The<\/span><span id=\"timestamp_46_1_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:11.56 - 33:11.70, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1991.56\" data-end-seconds=\"1991.7\" data-confidence=\"1\"> are<\/span><span id=\"timestamp_46_1_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:11.70 - 33:11.98, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1991.7\" data-end-seconds=\"1991.98\" data-confidence=\"1\"> everything<\/span><span id=\"timestamp_46_1_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:11.98 - 33:12.16, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1991.98\" data-end-seconds=\"1992.16\" data-confidence=\"1\"> but<\/span><span id=\"timestamp_46_1_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:12.16 - 33:12.50, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1992.16\" data-end-seconds=\"1992.5\" data-confidence=\"1\"> very<\/span><span id=\"timestamp_46_1_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:12.50 - 33:13.22, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1992.5\" data-end-seconds=\"1993.22\" data-confidence=\"1\"> different<\/span><span id=\"timestamp_46_1_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:13.22 - 33:13.60, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1993.22\" data-end-seconds=\"1993.6\" data-confidence=\"1\"> Fields.<\/span><span id=\"timestamp_46_1_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:13.60 - 33:14.00, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1993.6\" data-end-seconds=\"1994\" data-confidence=\"1\"> We<\/span><span id=\"timestamp_46_1_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:14.00 - 33:14.18, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1994\" data-end-seconds=\"1994.18\" data-confidence=\"1\"> become<\/span><span id=\"timestamp_46_1_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:14.18 - 33:14.32, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1994.18\" data-end-seconds=\"1994.32\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_46_1_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:14.32 - 33:14.62, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1994.32\" data-end-seconds=\"1994.62\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_46_1_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:14.62 - 33:14.84, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1994.62\" data-end-seconds=\"1994.84\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_46_1_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:14.84 - 33:16.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1994.84\" data-end-seconds=\"1996.12\" data-confidence=\"1\"> Negotiation literature<\/span><span id=\"timestamp_46_2_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:16.12 - 33:16.72, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1996.12\" data-end-seconds=\"1996.72\" data-confidence=\"1\"> employ<\/span><span id=\"timestamp_46_2_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:16.72 - 33:17.06, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1996.72\" data-end-seconds=\"1997.06\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_46_2_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:17.06 - 33:17.66, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1997.06\" data-end-seconds=\"1997.66\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_46_2_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:17.66 - 33:17.90, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1997.66\" data-end-seconds=\"1997.9\" data-confidence=\"1\"> a<\/span><span id=\"timestamp_46_2_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:17.90 - 33:18.06, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1997.9\" data-end-seconds=\"1998.06\" data-confidence=\"1\"> or<\/span><span id=\"timestamp_46_2_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:18.06 - 33:18.76, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1998.06\" data-end-seconds=\"1998.76\" data-confidence=\"1\"> other<\/span><span id=\"timestamp_46_2_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:18.76 - 33:20.36, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"1998.76\" data-end-seconds=\"2000.36\" data-confidence=\"1\"> Negotiation experts<\/span><span id=\"timestamp_46_2_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:20.36 - 33:20.56, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2000.36\" data-end-seconds=\"2000.56\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_46_2_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:20.56 - 33:20.78, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2000.56\" data-end-seconds=\"2000.78\" data-confidence=\"1\"> before<\/span><span id=\"timestamp_46_2_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:20.78 - 33:20.90, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2000.78\" data-end-seconds=\"2000.9\" data-confidence=\"1\"> all<\/span><span id=\"timestamp_46_2_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:20.90 - 33:20.96, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2000.9\" data-end-seconds=\"2000.96\" data-confidence=\"1\"> Things<\/span><span id=\"timestamp_46_3_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:20.96 - 33:21.08, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2000.96\" data-end-seconds=\"2001.08\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_46_3_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:21.08 - 33:22.26, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2001.08\" data-end-seconds=\"2002.26\" data-confidence=\"1\"> Negotiation experts<\/span><span id=\"timestamp_46_3_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:22.26 - 33:22.62, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2002.26\" data-end-seconds=\"2002.62\" data-confidence=\"1\"> here<\/span><span id=\"timestamp_46_3_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:22.62 - 33:22.78, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2002.62\" data-end-seconds=\"2002.78\" data-confidence=\"1\"> ins<\/span><span id=\"timestamp_46_3_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:22.78 - 33:23.08, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2002.78\" data-end-seconds=\"2003.08\" data-confidence=\"1\"> Studio<\/span><span id=\"timestamp_46_3_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:23.08 - 33:23.74, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2003.08\" data-end-seconds=\"2003.74\" data-confidence=\"1\"> invite,<\/span><span id=\"timestamp_46_4_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:23.80 - 33:23.94, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2003.8\" data-end-seconds=\"2003.94\" data-confidence=\"1\"> so that<\/span><span id=\"timestamp_46_4_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:23.94 - 33:24.24, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2003.94\" data-end-seconds=\"2004.24\" data-confidence=\"1\"> we<\/span><span id=\"timestamp_46_4_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:24.24 - 33:24.84, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2004.24\" data-end-seconds=\"2004.84\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_46_4_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:24.84 - 33:25.16, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2004.84\" data-end-seconds=\"2005.16\" data-confidence=\"1\"> Topic<\/span><span id=\"timestamp_46_4_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:25.16 - 33:25.48, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2005.16\" data-end-seconds=\"2005.48\" data-confidence=\"1\"> from<\/span><span id=\"timestamp_46_4_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:25.48 - 33:26.34, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2005.48\" data-end-seconds=\"2006.34\" data-confidence=\"1\"> several<\/span><span id=\"timestamp_46_4_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:26.34 - 33:26.72, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2006.34\" data-end-seconds=\"2006.72\" data-confidence=\"1\"> Pages<\/span><span id=\"timestamp_46_4_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:26.72 - 33:27.42, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2006.72\" data-end-seconds=\"2007.42\" data-confidence=\"1\"> illuminate.<\/span><span id=\"timestamp_46_5_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:27.60 - 33:28.06, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2007.6\" data-end-seconds=\"2008.06\" data-confidence=\"1\"> Always<\/span><span id=\"timestamp_46_5_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:28.06 - 33:28.38, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2008.06\" data-end-seconds=\"2008.38\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_46_5_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:28.38 - 33:28.62, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2008.38\" data-end-seconds=\"2008.62\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_46_5_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:28.62 - 33:29.06, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2008.62\" data-end-seconds=\"2009.06\" data-confidence=\"1\"> View,<\/span><span id=\"timestamp_46_5_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:29.24 - 33:29.54, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2009.24\" data-end-seconds=\"2009.54\" data-confidence=\"1\"> what<\/span><span id=\"timestamp_46_5_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:29.54 - 33:29.86, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2009.54\" data-end-seconds=\"2009.86\" data-confidence=\"1\"> means<\/span><span id=\"timestamp_46_5_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:29.86 - 33:30.16, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2009.86\" data-end-seconds=\"2010.16\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_46_5_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:30.16 - 33:30.44, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2010.16\" data-end-seconds=\"2010.44\" data-confidence=\"1\"> for<\/span><span id=\"timestamp_46_5_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:30.44 - 33:30.94, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2010.44\" data-end-seconds=\"2010.94\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_46_5_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:30.94 - 33:33.16, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2010.94\" data-end-seconds=\"2013.16\" data-confidence=\"1\"> supporting negotiations<\/span><span id=\"timestamp_46_5_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:33.16 - 33:33.70, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2013.16\" data-end-seconds=\"2013.7\" data-confidence=\"1\"> Third parties,<\/span><span id=\"timestamp_46_6_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:33.82 - 33:34.14, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2013.82\" data-end-seconds=\"2014.14\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_46_6_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:34.14 - 33:34.32, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2014.14\" data-end-seconds=\"2014.32\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_46_6_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:34.32 - 33:35.10, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2014.32\" data-end-seconds=\"2015.1\" data-confidence=\"1\"> Mediator<\/span><span id=\"timestamp_46_6_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:35.10 - 33:35.72, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2015.1\" data-end-seconds=\"2015.72\" data-confidence=\"1\"> is<\/span><span id=\"timestamp_46_6_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:35.72 - 33:35.96, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2015.72\" data-end-seconds=\"2015.96\" data-confidence=\"1\"> or<\/span><span id=\"timestamp_46_6_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:35.96 - 33:36.38, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2015.96\" data-end-seconds=\"2016.38\" data-confidence=\"1\"> at least<\/span><span id=\"timestamp_46_6_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:36.38 - 33:36.90, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2016.38\" data-end-seconds=\"2016.9\" data-confidence=\"1\"> be<\/span><span id=\"timestamp_46_6_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:36.90 - 33:37.20, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2016.9\" data-end-seconds=\"2017.2\" data-confidence=\"1\"> wants.<\/span><span id=\"timestamp_46_7_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:37.20 - 33:37.74, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2017.2\" data-end-seconds=\"2017.74\" data-confidence=\"1\"> And<\/span><span id=\"timestamp_46_7_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:37.74 - 33:38.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2017.74\" data-end-seconds=\"2018.12\" data-confidence=\"1\"> what<\/span><span id=\"timestamp_46_7_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:38.12 - 33:38.26, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2018.12\" data-end-seconds=\"2018.26\" data-confidence=\"1\"> it<\/span><span id=\"timestamp_46_7_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:38.26 - 33:38.90, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2018.26\" data-end-seconds=\"2018.9\" data-confidence=\"1\"> means,<\/span><span id=\"timestamp_46_7_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:39.14 - 33:39.28, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2019.14\" data-end-seconds=\"2019.28\" data-confidence=\"1\"> that<\/span><span id=\"timestamp_46_7_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:39.28 - 33:39.46, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2019.28\" data-end-seconds=\"2019.46\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_46_7_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:39.46 - 33:39.68, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2019.46\" data-end-seconds=\"2019.68\" data-confidence=\"1\"> as<\/span><span id=\"timestamp_46_7_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:39.68 - 33:40.28, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2019.68\" data-end-seconds=\"2020.28\" data-confidence=\"1\"> Mediator<\/span><span id=\"timestamp_46_7_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:40.28 - 33:41.20, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2020.28\" data-end-seconds=\"2021.2\" data-confidence=\"1\"> with<\/span><span id=\"timestamp_46_7_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:41.20 - 33:41.48, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2021.2\" data-end-seconds=\"2021.48\" data-confidence=\"1\"> thereby<\/span><span id=\"timestamp_46_7_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:41.48 - 33:41.80, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2021.48\" data-end-seconds=\"2021.8\" data-confidence=\"1\"> is,<\/span><span id=\"timestamp_46_8_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:41.90 - 33:42.00, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2021.9\" data-end-seconds=\"2022\" data-confidence=\"1\"> when<\/span><span id=\"timestamp_46_8_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:42.00 - 33:42.32, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2022\" data-end-seconds=\"2022.32\" data-confidence=\"1\"> two<\/span><span id=\"timestamp_46_8_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:42.32 - 33:43.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2022.32\" data-end-seconds=\"2023.12\" data-confidence=\"1\"> Persons<\/span><span id=\"timestamp_46_8_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:43.12 - 33:45.52, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2023.12\" data-end-seconds=\"2025.52\" data-confidence=\"1\"> permitted<\/span><span id=\"timestamp_46_8_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:45.52 - 33:46.18, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2025.52\" data-end-seconds=\"2026.18\" data-confidence=\"1\"> these<\/span><span id=\"timestamp_46_8_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:46.18 - 33:46.84, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2026.18\" data-end-seconds=\"2026.84\" data-confidence=\"1\"> Presence<\/span><span id=\"timestamp_46_8_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:46.84 - 33:47.26, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2026.84\" data-end-seconds=\"2027.26\" data-confidence=\"1\"> so to speak<\/span><span id=\"timestamp_46_8_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:47.26 - 33:48.38, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2027.26\" data-end-seconds=\"2028.38\" data-confidence=\"1\"> accept<\/span><span id=\"timestamp_46_8_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:48.38 - 33:49.24, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2028.38\" data-end-seconds=\"2029.24\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_46_9_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:49.24 - 33:49.62, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2029.24\" data-end-seconds=\"2029.62\" data-confidence=\"1\"> their<\/span><span id=\"timestamp_46_9_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:49.62 - 33:50.30, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2029.62\" data-end-seconds=\"2030.3\" data-confidence=\"1\"> Negotiations<\/span><span id=\"timestamp_46_9_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:50.30 - 33:51.26, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2030.3\" data-end-seconds=\"2031.26\" data-confidence=\"1\"> on<\/span><span id=\"timestamp_46_9_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:51.26 - 33:51.44, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2031.26\" data-end-seconds=\"2031.44\" data-confidence=\"1\"> one<\/span><span id=\"timestamp_46_9_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:51.44 - 33:51.92, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2031.44\" data-end-seconds=\"2031.92\" data-confidence=\"1\"> small<\/span><span id=\"timestamp_46_9_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:51.92 - 33:53.08, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2031.92\" data-end-seconds=\"2033.08\" data-confidence=\"1\"> social<\/span><span id=\"timestamp_46_9_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:53.08 - 33:53.44, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2033.08\" data-end-seconds=\"2033.44\" data-confidence=\"1\"> Stage<\/span><span id=\"timestamp_46_9_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:53.44 - 33:54.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2033.44\" data-end-seconds=\"2034.12\" data-confidence=\"1\"> out.<\/span><span id=\"timestamp_46_10_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:54.48 - 33:55.16, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2034.48\" data-end-seconds=\"2035.16\" data-confidence=\"1\"> I<\/span><span id=\"timestamp_46_10_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:55.16 - 33:55.30, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2035.16\" data-end-seconds=\"2035.3\" data-confidence=\"1\"> happy<\/span><span id=\"timestamp_46_10_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:55.30 - 33:55.44, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2035.3\" data-end-seconds=\"2035.44\" data-confidence=\"1\"> me,<\/span><span id=\"timestamp_46_10_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:55.52 - 33:55.60, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2035.52\" data-end-seconds=\"2035.6\" data-confidence=\"1\"> that<\/span><span id=\"timestamp_46_10_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:55.60 - 33:55.78, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2035.6\" data-end-seconds=\"2035.78\" data-confidence=\"1\"> you<\/span><span id=\"timestamp_46_10_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:55.78 - 33:56.00, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2035.78\" data-end-seconds=\"2036\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_46_10_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:56.00 - 33:56.22, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2036\" data-end-seconds=\"2036.22\" data-confidence=\"1\"> her<\/span><span id=\"timestamp_46_10_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:56.22 - 33:56.88, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2036.22\" data-end-seconds=\"2036.88\" data-confidence=\"1\"> so that<\/span><span id=\"timestamp_46_10_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:56.88 - 33:57.94, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2036.88\" data-end-seconds=\"2037.94\" data-confidence=\"1\"> thereby<\/span><span id=\"timestamp_46_10_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:57.94 - 33:58.40, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2037.94\" data-end-seconds=\"2038.4\" data-confidence=\"1\"> was,<\/span><span id=\"timestamp_46_10_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:58.40 - 33:58.82, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2038.4\" data-end-seconds=\"2038.82\" data-confidence=\"1\"> today<\/span><span id=\"timestamp_46_10_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:58.82 - 33:59.02, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2038.82\" data-end-seconds=\"2039.02\" data-confidence=\"1\"> here<\/span><span id=\"timestamp_46_10_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:59.02 - 33:59.16, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2039.02\" data-end-seconds=\"2039.16\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_46_10_13\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:59.16 - 33:59.28, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2039.16\" data-end-seconds=\"2039.28\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_46_10_14\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:59.28 - 33:59.66, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2039.28\" data-end-seconds=\"2039.66\" data-confidence=\"1\"> Episode,<\/span><span id=\"timestamp_46_11_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:59.68 - 33:59.90, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2039.68\" data-end-seconds=\"2039.9\" data-confidence=\"1\"> but<\/span><span id=\"timestamp_46_11_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"33:59.90 - 34:00.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2039.9\" data-end-seconds=\"2040.12\" data-confidence=\"1\"> also<\/span><span id=\"timestamp_46_11_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:00.12 - 34:00.32, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2040.12\" data-end-seconds=\"2040.32\" data-confidence=\"1\"> then<\/span><span id=\"timestamp_46_11_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:00.32 - 34:00.76, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2040.32\" data-end-seconds=\"2040.76\" data-confidence=\"1\"> in<\/span><span id=\"timestamp_46_11_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:00.76 - 34:00.88, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2040.76\" data-end-seconds=\"2040.88\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_46_11_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:00.88 - 34:01.40, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2040.88\" data-end-seconds=\"2041.4\" data-confidence=\"1\"> future<\/span><span id=\"timestamp_46_11_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:01.40 - 34:01.82, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2041.4\" data-end-seconds=\"2041.82\" data-confidence=\"1\"> Episodes<\/span><span id=\"timestamp_46_11_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:01.82 - 34:02.04, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2041.82\" data-end-seconds=\"2042.04\" data-confidence=\"1\"> thereby<\/span><span id=\"timestamp_46_11_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:02.04 - 34:02.42, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2042.04\" data-end-seconds=\"2042.42\" data-confidence=\"1\"> are.<\/span><span id=\"timestamp_46_12_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:02.42 - 34:02.78, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2042.42\" data-end-seconds=\"2042.78\" data-confidence=\"1\"> Until<\/span><span id=\"timestamp_46_12_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:02.78 - 34:03.24, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2042.78\" data-end-seconds=\"2043.24\" data-confidence=\"1\"> there<\/span><span id=\"timestamp_46_12_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:03.24 - 34:04.46, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2043.24\" data-end-seconds=\"2044.46\" data-confidence=\"1\"> wish<\/span><span id=\"timestamp_46_12_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:04.46 - 34:04.56, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2044.46\" data-end-seconds=\"2044.56\" data-confidence=\"1\"> I<\/span><span id=\"timestamp_46_12_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:04.56 - 34:04.84, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2044.56\" data-end-seconds=\"2044.84\" data-confidence=\"1\"> you<\/span><span id=\"timestamp_46_12_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:04.84 - 34:05.48, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2044.84\" data-end-seconds=\"2045.48\" data-confidence=\"1\"> everything<\/span><span id=\"timestamp_46_12_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:05.48 - 34:05.84, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2045.48\" data-end-seconds=\"2045.84\" data-confidence=\"1\"> Good.<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_47\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"2046.64\" data-end-seconds=\"2059.88\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"34:06.64\">[34:06]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_47_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:06.64 - 34:06.84, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2046.64\" data-end-seconds=\"2046.84\" data-confidence=\"1\">Handled<\/span><span id=\"timestamp_47_0_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:06.84 - 34:07.04, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2046.84\" data-end-seconds=\"2047.04\" data-confidence=\"1\"> you<\/span><span id=\"timestamp_47_0_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:07.04 - 34:07.34, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2047.04\" data-end-seconds=\"2047.34\" data-confidence=\"1\"> probably,<\/span><span id=\"timestamp_47_0_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:07.52 - 34:07.76, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2047.52\" data-end-seconds=\"2047.76\" data-confidence=\"1\"> remains<\/span><span id=\"timestamp_47_0_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:07.76 - 34:07.98, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2047.76\" data-end-seconds=\"2047.98\" data-confidence=\"1\"> us<\/span><span id=\"timestamp_47_0_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:07.98 - 34:08.52, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2047.98\" data-end-seconds=\"2048.52\" data-confidence=\"1\"> weighed,<\/span><span id=\"timestamp_47_0_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:08.78 - 34:08.86, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2048.78\" data-end-seconds=\"2048.86\" data-confidence=\"1\"> her<\/span><span id=\"timestamp_47_0_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:08.86 - 34:09.00, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2048.86\" data-end-seconds=\"2049\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_47_0_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:09.00 - 34:09.44, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2049\" data-end-seconds=\"2049.44\" data-confidence=\"1\"> Podcast<\/span><span id=\"timestamp_47_0_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:09.44 - 34:09.64, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2049.44\" data-end-seconds=\"2049.64\" data-confidence=\"1\"> good<\/span><span id=\"timestamp_47_0_10\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:09.64 - 34:09.78, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2049.64\" data-end-seconds=\"2049.78\" data-confidence=\"1\"> through<\/span><span id=\"timestamp_47_0_11\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:09.78 - 34:09.98, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2049.78\" data-end-seconds=\"2049.98\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_47_0_12\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:09.98 - 34:10.34, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2049.98\" data-end-seconds=\"2050.34\" data-confidence=\"1\"> Time,<\/span><span id=\"timestamp_47_1_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:10.56 - 34:10.98, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2050.56\" data-end-seconds=\"2050.98\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_47_1_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:10.98 - 34:11.12, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2050.98\" data-end-seconds=\"2051.12\" data-confidence=\"1\"> itself<\/span><span id=\"timestamp_47_1_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:11.12 - 34:11.30, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2051.12\" data-end-seconds=\"2051.3\" data-confidence=\"1\"> at<\/span><span id=\"timestamp_47_1_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:11.30 - 34:11.78, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2051.3\" data-end-seconds=\"2051.78\" data-confidence=\"1\"> Mediation,<\/span><span id=\"timestamp_47_1_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:11.96 - 34:12.80, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2051.96\" data-end-seconds=\"2052.8\" data-confidence=\"1\"> Conflict coaching<\/span><span id=\"timestamp_47_1_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:12.80 - 34:13.10, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2052.8\" data-end-seconds=\"2053.1\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_47_1_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:13.10 - 34:14.46, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2053.1\" data-end-seconds=\"2054.46\" data-confidence=\"1\"> Organisational consulting<\/span><span id=\"timestamp_47_1_7\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:14.46 - 34:15.16, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2054.46\" data-end-seconds=\"2055.16\" data-confidence=\"1\"> in the<\/span><span id=\"timestamp_47_1_8\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:15.16 - 34:15.86, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2055.16\" data-end-seconds=\"2055.86\" data-confidence=\"1\"> Core<\/span><span id=\"timestamp_47_1_9\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:15.86 - 34:16.42, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2055.86\" data-end-seconds=\"2056.42\" data-confidence=\"1\"> turns<\/span><span id=\"timestamp_47_2_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:16.42 - 34:16.80, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2056.42\" data-end-seconds=\"2056.8\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_47_2_1\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:16.80 - 34:17.06, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2056.8\" data-end-seconds=\"2057.06\" data-confidence=\"1\"> so that<\/span><span id=\"timestamp_47_2_2\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:17.06 - 34:17.28, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2057.06\" data-end-seconds=\"2057.28\" data-confidence=\"1\"> the<\/span><span id=\"timestamp_47_2_3\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:17.28 - 34:17.64, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2057.28\" data-end-seconds=\"2057.64\" data-confidence=\"1\"> Themes<\/span><span id=\"timestamp_47_2_4\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:17.64 - 34:18.48, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2057.64\" data-end-seconds=\"2058.48\" data-confidence=\"1\"> Conflict<\/span><span id=\"timestamp_47_2_5\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:18.48 - 34:18.74, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2058.48\" data-end-seconds=\"2058.74\" data-confidence=\"1\"> and<\/span><span id=\"timestamp_47_2_6\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:18.74 - 34:19.88, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2058.74\" data-end-seconds=\"2059.88\" data-confidence=\"1\"> Negotiation management.<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mb-4 w-full max-w-7xl\">\n<div id=\"paragraph_48\" class=\"scroll-mt-28\" data-is-paragraph=\"true\" data-testid=\"transcript-paragraph\" data-start-seconds=\"2062.16\" data-end-seconds=\"2074.42\">\n<div>\n<div class=\"flex group\">\n<div class=\"border-l-&#091;3px&#093; border-gray-200 group-hover:border-indigo-300 my-&#091;2px&#093;\"><\/div>\n<div class=\"inline flex-1 pl-2\"><span class=\"opacity-70 hover:opacity-100 cursor-pointer whitespace-normal tabular-nums\" title=\"34:22.16\">[34:22]<\/span><span class=\"focus:outline-none scroll-mt-28 px-2\" contenteditable=\"true\"><span id=\"timestamp_48_0_0\" class=\"whitespace-pre-wrap scroll-mt-28 hover:bg-blue-50\" title=\"34:22.16 - 34:34.42, Confidence: 1\" data-testid=\"transcript-line-timestamp\" data-is-timestamp=\"true\" data-start-seconds=\"2062.16\" data-end-seconds=\"2074.42\" data-confidence=\"1\">Music,.<\/span><\/span><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<footer id=\"sticky-footer\" class=\"fixed bottom-0 left-0 right-0 z-50\">\n<div class=\"bg-white flex flex-col w-full justify-center print:hidden\"><\/div>\n<\/footer>\n<\/div><div class=\"fusion-text fusion-text-4\"><blockquote>\n<p style=\"text-align: center;\"><strong>Power plays a major role in negotiations - what strengthens it, what weakens it, what characterises it?<\/strong><\/p>\n<\/blockquote>\n<\/div><\/div><\/div><\/div><\/div>","protected":false},"excerpt":{"rendered":"","protected":false},"author":3,"featured_media":17246,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,183,314,42,202],"tags":[],"class_list":["post-17245","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-allgemein","category-audio","category-inkovema-podcast","category-podcast","category-verhandlungslehre"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.2 (Yoast SEO v26.5) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>#236 GddZ - Verhandlungslehre - Teil 1. Im Gespr\u00e4ch mit Dr. J\u00f6rg Schneider-Brodtmann - INKOVEMA - Mediation und Mediationsausbildung Leipzig<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/inkovema.de\/en\/blog\/236-gddz-negotiation-theory-part-joerg-schneider-brodtmann\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"#236 GddZ - Verhandlungslehre - Teil 1. 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