Negotiations Ninja Podcast
By Mark Raffan
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Subscribers: 31
Reviews: 1
Episodes: 365
Nov 18, 2018
Description
| Episode | Date |
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How to Overcome Collywobbles with Moshe Cohen, Ep #365
26:14
Humans are primarily emotional. We bring fears into our negotiations. If we push too hard, we might get nothing. If we antagonize the other party, they might retaliate. We also worry about damaging relationships. The whole negotiation process is emotional. And when you get emotional, your ability to do what you know you should do decreases. Two years ago, Moshe Cohen published “Collywobbles: How to Negotiate When Negotiating Makes You Nervous.” The term “Collywobbles” means the kind of stomachache you get when doing something that makes you anxious. His book looks to address an issue people are taught how to do, but when they have to do it, they choke. Something happens between theory and execution. Usually, they get nervous or anxious. So what do you do when you feel like your emotions are taking over? Moshe shares some strategies in this episode of Negotiations Ninja. Outline of This Episode
Connect with Moshe Cohen
Connect With Mark
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Jun 05, 2023 |
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Moving Procurement Toward Digital Transformation, Throwback with Michael van Keulen, Ep #364
30:13
Michael van Keulen (MVK) has worked in procurement and finance for over 20 years. Over those years he’s seen companies resist digital transformation. The key to a digital transformation is getting the internal stakeholders on board. To do that, procurement leaders have to step up and oftentimes put their jobs on the line. How do they avoid losing their jobs while pushing their companies toward digital transformation? MVK shares what he’s learned from decades in the industry in this throwback episode of Negotiations Ninja. |
Jun 01, 2023 |
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The Infinite Game in Negotiation with Dr. Josh Weiss, Ep #363
30:46
When people think of negotiation—especially in Western cultures—they often think in finite terms. In a finite game, the rules are fixed until there’s a winner. In an infinite game, the rules change during play. It’s done so to bring as many people as possible into the play. The purpose of the infinite game is that things aren’t just about transactions or deals but revolve around a higher purpose. How does this apply to negotiation? It’s about the relationship you develop with the people you’re negotiating with. The higher purpose isn’t a singular deal. Your next best customer is continuing to do business with the current one. When you’re thinking in infinite game terms, that’s the angle you take. In this episode of Negotiations Ninja, Dr. Joshua Weiss shares more about how to embrace the infinite mindset in negotiation. Once you do, it changes the way you view everything. Listen to the episode to find out why! Outline of This Episode
Resources & People Mentioned
Connect with Josh Weiss
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May 29, 2023 |
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The Limitation of Liability Clause Simplified, Throwback with Jeanette Nyden, Ep #362
35:42
Why does the limitation of liability clause exist? How does it work? Is there a way you can simplify the process of building it out in the negotiation? Contract and negotiation expert Jeanette Nyden shares her extensive knowledge of limitation of liability clauses in this throwback episode of the Negotiations Ninja podcast! |
May 25, 2023 |
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Why Your BATNA is the Key to Negotiation Planning with George Siedel, Ep #361
24:30
George Siedel—a Professor at the University of Michigan—wrote a great book called, “Negotiating for Success: Essential Strategies and Skills,” in which he shares the importance of planning. He believes so strongly in planning that he gives away numerous negotiation planning tools for free. In this episode of Negotiations Ninja, we cover planning in negotiation, the 4th and 5th key numbers for financial consideration, and how to understand and consider life goals when it comes to dispute resolution. George shares a shocking story at the end of this episode that you can’t miss. Outline of This Episode
Resources & People MentionedConnect with George Siedel
Connect With Mark
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May 22, 2023 |
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Ask and You’ll Receive, Throwback with Jean-Nicolas Reyt, Ep #360
28:11
Jean-Nicolas Reyt—a negotiation professor at McGill University—teaches his students a simple and practical way to negotiate: Ask and you’ll receive. If you don’t ask, you won’t get what you want. But why do so many students struggle to ask? Why do they decide they’re satisfied with a subpar deal? Jean-Nicolas dissects the phenomenon of compliance in this throwback episode of Negotiations Ninja. |
May 18, 2023 |
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The Cost of Not Listening in Negotiation with Christine Miles, Ep #359
23:55
What does it cost people and organizations not to listen? Are you solving the wrong problems? Or worse, are you losing relationships, customers, and potential opportunities? The cost of not listening could cripple you and your organization. Christine Miles joins me in this episode of Negotiations Ninja to address that very problem. Christine Miles is the founder and CEO of EQuipt, a “Training and consulting company that helps organizations grow sales, develop people, and create cultures of understanding.” Ultimately, they help equip people with the skills they need to elevate their EQ. Listening is the foundation of the house. Without it, you can’t build emotional intelligence. Outline of This Episode
Resources & People Mentioned
Connect with Christine MilesConnect With Mark
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May 15, 2023 |
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The End Result of Negotiating, Throwback with Jean-Nicolas Reyt, Ep #358
28:02
Why do young people hesitate to negotiate? They need to be able to advocate for themselves, yet many hesitate to speak up. Jean-Nicolas Reyt, an assistant professor of organizational behavior at McGill University, is passionate about helping students become assertive. He teaches that the end result of negotiating is almost always better than not trying. Jean-Nicolas is chock full of advice that everyone can use to become better negotiators. |
May 11, 2023 |
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Relationship-Building Might Just be the Key to Successful Negotiations per Romina Muhametaj, Ep #357
18:58
How important is relationship-building in negotiations? Can you have a relationship yet still be direct without negatively impacting said relationship? Romina Muhametaj—A Sales Manager and Consultant—believes that relationship-building is the key to moving one’s career forward and closing more sales. She shares why in this episode of Negotiations Ninja! Outline of This Episode
Connect with Romina Muhametaj
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May 08, 2023 |
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Be Ready, Relatable, and Reasonable in Negotiation (Throwback with Lynn Price) Ep #356
24:21
When you approach a negotiation, you need to be ready, relatable, and reasonable. You have to be ready—do your research so that nothing surprises you. People help people they like, so it helps if you’re relatable. Lastly, you need to focus on finding solutions and be reasonable. Lynn Price believes that if you focus on being ready, relatable, and reasonable, you’ll see far more successful negotiations. She goes into detail on this topic in throwback episode #356!
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May 04, 2023 |
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The Introvert’s Edge = Processes with Matthew Pollard, Ep #355
29:35
Matthew Pollard wrote “The Introvert’s Edge” to help the average introvert learn that their path to success will look different than an extrovert’s. Systems and processes will allow introverts to succeed, excel, and dominate their market. Introverts can only do so well “winging it.” In this episode of Negotiations Ninja, Matthew shares that when you focus on methodology and consistency, you end up the best in the business. Matthew jokes that he was an introverted kid with no right being in sales. But he went on to become the #1 salesperson in his company. Since then, he’s started his own business and has been responsible for five multi-million dollar success stories. Now he teaches the world how to obtain rapid growth, how to tell stories, and how to nail their messaging in their niche. Outline of This Episode
Resources & People Mentioned
Connect with Matthew Pollard
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May 01, 2023 |
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The Dos and Don’ts of Negotiating with Narcissists, Throwback with Rebecca Zung, Ep #354
22:26
Did you know that 1% of the population could be diagnosed as a narcissist? We’ve all likely interacted with someone who we’d classify as a narcissist. But what do you do when you’re forced to negotiate with a narcissist? Should you change your negotiation strategy? According to Rebecca Zung—one of the Top 1% of attorneys in the nation—the answer is a resounding yes. She shares how to navigate negotiating with narcissists in this throwback episode of Negotiations Ninja!
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Apr 27, 2023 |
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Nikki Rausch’s Strategy to Overcome the Fear of Rejection, Ep #353
18:41
Nikki Rausch “The Sales Maven” teaches salespeople how to have more effective sales conversations while maintaining rapport and keeping the relationship intact. She also teaches how to overcome the fear of rejection by fundamentally changing the way you view sales: It’s something you do with someone, not to them. Learn how to shift your mindset to overcome fear in this episode of Negotiations Ninja. Outline of This Episode
Resources & People Mentioned
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Apr 24, 2023 |
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Tactics to Get What You Want (Throwback with Simon Rycraft), Ep #352
26:44
How do you get what you want in a negotiation? How do you be more persuasive? Simon Rycraft wrote “Negotiation Hacks: Expert Tactics To Get What You Want,” to lay out the strategies, skills, and approaches needed to get what you want. In this throwback episode of Negotiations Ninja, Simon covers some of the tactics he lays out in his book and how to make them work for you. Check it out! |
Apr 20, 2023 |
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Combating Fear with Courage with Mala Subramaniam, Ep #351
25:15
How do you combat fear with courage? How does your ego build walls in negotiations? And why, when you’re in a negotiation, should you only say something if you believe it? Mala Subramaniam—an Executive Coach, Author, and Speaker—has taught thousands of people the art of communication in negotiation. In this episode of Negotiations Ninja, Mala shares the #1 way you can combat fear in negotiation. Outline of This Episode
Connect with Mala Subramaniam
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Apr 17, 2023 |
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Want to Win More Deals? Be Likable (Throwback with Joe Valley), Ep #350
28:25
Joe Valley is a serial entrepreneur and partner at Quiet Light Brokerage. He’s also an expert at building sellable companies. He’s also learned the secret to winning more deals: Don’t be an a–hole. The people who win more deals do their research, carry intelligent conversations, and are polite, professional, and likable. Why are these qualities so important? Joe Valley covers the topic in detail in this throwback episode of the Negotiations Ninja podcast! |
Apr 13, 2023 |
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5 Ways to Use Elicitation in Negotiation with Jack Shafer, Ep #349
30:31
Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career. Outline of This Episode
Resources & People MentionedConnect with Jack Shafer
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Apr 10, 2023 |
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Mastering Personal Negotiations, Throwback with Deborah Kolb, Ep #348
29:06
Do you excel when you’re negotiating for your company but struggle to negotiate successfully for yourself? Is it because you lack clarity on exactly what you’re negotiating for? Or do you feel too emotionally involved to think clearly? You have to be able to communicate your value and articulate why you deserve what you’re asking for. Deborah Kolb—an expert in negotiation, leadership, and gender issues—shares how you can change your mindset to master personal negotiations in this throwback episode of Negotiations Ninja. |
Apr 06, 2023 |
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Contract Redlining Etiquette with Nada Alnajafi, Ep #347
28:35
How do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja. Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to drive contract negotiation forward. This is a book all contract professionals need to read. She covers some important concepts from her book in this episode. Don’t miss it! Outline of This Episode
Resources & People Mentioned
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Apr 03, 2023 |
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How to Masterfully Manage Differing Beliefs, Throwback with Richard Shell, Ep #346
36:29
You’ve gotten to a place where you point-blank asked someone what their values are. You have the answer—but it wasn’t the one you were looking for. It’s clear that you have differing beliefs. Now you’re at a crossroads: What do you do? You can’t persuade someone to change their beliefs. Negotiating over differing beliefs is a far different process than negotiating over interests. You can’t just say “Let’s split the difference” or you’ll insult them. You can provide arguments, evidence, justifications, rationales, stories, etc. but will it make an impact? Author and Professor G. Richard Shell dives into this complicated topic in this throwback episode of Negotiations Ninja. Don’t miss it! |
Mar 30, 2023 |
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Negotiating with Narcissists per Rebecca Zung, Ep #345
26:48
How do you know when you’re dealing with a narcissist? How is negotiating with a narcissist different from negotiating with a rational person? What do you need to do to not only prepare for your negotiation but win it? Rebecca Zung—one of the best lawyers in America—shares what negotiating with narcissists is like in this episode of Negotiations Ninja. Outline of This Episode
Resources & People Mentioned
Connect with Rebecca ZungConnect With Mark
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Mar 27, 2023 |
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Why You Must “Dare to Care” with David Perry, Ep #344
27:46
David Perry is a sales and business development expert and the author of the book “The Game of Sales.” David wanted to share everything he learned from working with Adobe, Amazon, Google, and IBM and arm readers to overcome the “inner game” they face when they negotiate. A lot of someone’s success comes down to the concept “Dare to care.” Caring is a quality that top salespeople have. Many books only focus on tactics and strategy—very few focus on caring. David shares his thoughts on “Daring to care” in this throwback episode of Negotiations Ninja. |
Mar 23, 2023 |
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Negotiating with Dutch People per Michael Van Keulen, Ep #343
28:37
How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiating with cultures from around the world, I’m chatting with Michael Van Keulen (MVK), the Chief Procurement Officer at Coupa Software. We’re focusing on negotiating with Dutch people. Listen to this episode of Negotiations Ninja to learn the steps you can take to negotiate the right way with the Dutch. Outline of This Episode
Resources & People MentionedConnect with Michael Van KeulenConnect With Mark
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Mar 20, 2023 |
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How to Happily Exit Your Business, Throwback with John Warrilow, Ep #342
32:46
How do you exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after business expert, known for his proven methodology, “The Value Builder System™,” which he created to help entrepreneurs build businesses worth buying. In this throwback episode of Negotiations Ninja, John shares some strategies to help you build and exit your business the way you want! |
Mar 16, 2023 |
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Adjust Your Mindset to Succeed in Negotiation with Melissa Fortunato, Ep #341
19:55
How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation everything? Melissa Fortunato retired from the FBI after 23 years. She spent her career as a crisis hostage negotiator and did undercover work. Now, she offers negotiation and conflict resolution training. We talk about learning to adjust your mindset when you get uncomfortable in this episode of Negotiations Ninja. Outline of This Episode
Resources & People MentionedConnect with Melissa Fortunato
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Mar 13, 2023 |
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Negotiate Better Salaries: A Throwback with Victoria Pynchon, Ep #340
26:39
Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that helps women negotiate better salaries. Sadly, Victoria sees a lot of women (and men) make mistakes because they forge ahead too quickly, lured by the promise of stock options. During the pandemic, startups had ample funding. They started recruiting from big-name brands with the promise of stock options. But the salaries they offered were often dismal. If you were in that scenario, how should you have negotiated your salary? Victoria shares common mistakes CEOs, CFOs, etc. make when negotiating their salaries and what they should be doing to negotiate better salaries in this throwback episode of Negotiations Ninja! |
Mar 09, 2023 |
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Using Negotiation Skills to Navigate Adversity with Lousin Mehrabi, Ep #339
25:44
Everyone has faced adversity at some point in their life, especially in recent years with the Covid pandemic. But we all handle adversity differently. Lousin Mehrabi found herself faced with unimaginable adversity: Her six-year-old son was diagnosed with Duchenne Muscular Dystrophy (DMD). DMD is an incurable genetic disorder characterized by progressive muscle degeneration and is life-limiting. Lousin was faced with a choice: How was she going to face this news? In this episode of Negotiations Ninja, Lousin talks about how you use your negotiation skills to face adversity. Outline of This Episode
Connect with Lousin Mehrabi
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Mar 06, 2023 |
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Master Sales with Marty Park, Throwback Ep #338
30:10
How do you take your business to the next level? How do you master the art of sales? What mistakes should you avoid making? Most entrepreneurs are geniuses and masters of their craft—but struggle with sales. Marty Park has founded 13 successful businesses in seven different industries. Now, with over 16,000 hours of business coaching experience, he’s one of the best people to turn to when you need to boost your sales game. Marty will teach you how to transform from expert to salesman in this throwback episode of Negotiations Ninja. Check it out!
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Mar 02, 2023 |
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Navigating Conflict at Scale with Gary Noesner, Ep #337
33:14
Gary Noesner ended his 30-year tenure with the FBI as the Chief Hostage Negotiator. He managed 350 FBI negotiators around the country and 10 supervisory negotiators. He responded operationally, provided instruction to agencies, and researched crisis and conflict resolution. Gary dealt with hijackings, right-wing militia standoffs, prison riots, the Waco siege, and much more. He worked on a lot of high-profile cases. Gary dealt with numerous large-scale conflicts throughout his career. So in this episode of Negotiations Ninja, we delve into how to navigate conflict at scale. Outline of This Episode
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Feb 27, 2023 |
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Learn to Become Confident Negotiators, Throwback with Sara Laschever, Ep #336
26:02
Sara Laschever co-wrote “Ask For It: How Women Can Use Negotiation to Get What They Really Want” with Linda Babcock. Their goal was straightforward: To help women negotiate for themselves. Most women excel at negotiating for others (their clients, their kids, their coworkers, etc.) but struggle to ask for what they deserve. In this episode of Negotiations Ninja, Sara explains why this is a systemic issue and walks through what women can do to become confident negotiators. |
Feb 23, 2023 |
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Cultural Context in Negotiation with Joana Matos, Ep #335
32:29
How does culture impact negotiations? Why does culture matter? Why should you care? Joana Matos—a negotiation trainer, consultant, and guest lecturer at Reykjavík University—was born in Portugal and has lived in Iceland for over a decade. In this episode of Negotiations Ninja, she shares some of the cultural differences she’s learned and why understanding someone’s cultural context is important. Outline of This Episode
Resources & People MentionedConnect with Joana Matos
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Feb 20, 2023 |
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Sales Training for Both Sides of the Table, Throwback with Joe Paranteau, Ep #334
37:07
Joe Paranteau is the author of “Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons,” which he wrote to be a comprehensive sales training guide. He was constantly seeing sales people blow it in the sales cycle and knew there had to be a better way. In this throwback episode of Negotiations Ninja, Joe shares the importance of genuine curiosity, physical positioning, and selling through the close—for the customer. Don’t miss this guide for both sides of the table. |
Feb 16, 2023 |
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Persuasion in Negotiation with Andy Luttrell, Ep #333
33:25
Are persuasion tactics effective in negotiation? How do you develop persuasiveness that isn’t overtly obvious? Persuasive rhetoric can be compelling—or it can completely backfire. So how do you effectively persuade someone to consider your side of an argument? Andy Luttrell—a Psychologist in the field of opinion science—joins me in this episode of Negotiations Ninja to dive into persuasion in negotiation. Outline of This Episode
Resources & People MentionedConnect with Andy LuttrellConnect With Mark
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Feb 13, 2023 |
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Overcome Ego with Mindfulness, Throwback with Gaetan Pellerin, Ep #332
23:32
Does your ego get in the way of successful negotiation outcomes? Do you find yourself becoming emotional when someone takes a shot at your character? Gaetan Pellerin wrote the book, “Mindful NEGOtiation: Becoming More Aware in the Moment, Conquering Your Ego and Getting Everyone What They Really Want,” to help you conquer your emotions when it really matters. The best way to do that? Practicing mindfulness. Learn more in this throwback episode of Negotiations Ninja! |
Feb 09, 2023 |
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Building Trustworthiness with Nonverbal Communication with Dr. Abbie Maroño, Ep #331
40:18
How does nonverbal communication make or break a negotiation? How do you appear more trustworthy? What skills can you utilize to improve your nonverbal communication? In this episode of Negotiations Ninja, Abbie Moreno—who has a Ph.D. in Human Behavior—talks about the science behind nonverbal communication and how it drives trustworthiness. Outline of This Episode
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Feb 06, 2023 |
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How to Infuse Creativity in Negotiations with Dr. Josh Weiss, Ep #330
34:29
How do you embrace creativity in negotiations? How do you approach problem-solving with a different mindset? Dr. Josh Weiss wrote “The Book of Real World Negotiations” to help demonstrate a more effective approach to negotiation. Through sharing real-world examples, he not only drives his points home but opens your mind to a more creative approach to negotiation. Don’t miss this throwback episode of Negotiations Ninja as he lays out how to understand underlying interests, address cultural differences, and change your mindset. |
Feb 02, 2023 |
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Identifying and Navigating Your Emotional Triggers with Dr. Klaus Lassert, Ep #329
34:21
What are the emotional triggers that you struggle with in a negotiation? How will they influence your negotiations? How do you keep your emotional triggers from derailing your performance? For over 15 years, Dr. Klaus Lassert has leveraged psychology to help professionals overcome what’s holding them back to successfully navigate tough negotiations. In this episode of Negotiations Ninja, he’ll help you think through identifying and navigating your emotional triggers. Check it out! Outline of This Episode
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Jan 30, 2023 |
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Mastering the Psychology of Persuasion, Throwback with Brian Ahearn, Ep #328
28:03
Have you heard of Cialdini’s principles of influence from his book, “Influence: The Psychology of Persuasion?” If you’re in the world of sales and negotiation, you’re likely familiar with some of these principles. But the psychology of persuasion isn’t easy to master. In this special throwback edition of Negotiations Ninja, Brian Ahearn shares how negotiators can leverage the psychology of persuasion and transform the way they sell. Check it out! |
Jan 26, 2023 |
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Navigating Crucial Conversations with Joseph Grenny, Ep #327
27:41
According to the author of “Crucial Conversations,” Joseph Grenny, crucial conversations are a discussion between two or more people where the stakes are high. Sometimes our opinions vary, and our emotions run strong. How do we deal with conversations like that? Learn how to navigate crucial conversations successfully—while maintaining your relationships—in this episode of Negotiations Ninja! Outline of This Episode
Resources & People Mentioned
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Jan 23, 2023 |
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Deb Calvert’s DISCOVER Framework (Throwback), Ep #326
22:42
In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:
Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja! |
Jan 19, 2023 |
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Understanding Intercultural Negotiation with Eliane Karsaklian, Ep #325
32:30
As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time they moved—she was simply thrown into it. After building 20 years of experience in the corporate world, she moved into academics and is currently a professor at the University of Illinois in Chicago. Eliane wrote an amazing book called “The Negotiation Process Before, During, and After You Close the Deal” based on her life experiences living in and negotiating with different cultures. In this episode of Negotiations Ninja, we talk about what it takes to succeed with intercultural negotiation. Outline of This Episode
Resources & People MentionedConnect with Eliane Karsaklian
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Jan 16, 2023 |
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Why Planning Your Exit Should Be Step #1, Throwback with Erik Kostelnik, Ep #324
22:39
Picture this: You’ve got a great idea for a business that you’re excited about. Your business plan has been perfected and your focus is on securing money to get it off the ground. But have you started planning your exit? In this throwback edition of Negotiations Ninja, Erik Kostelnik—the founder and CEO of Postal.io—shares why planning your exit should be part of planning your business. Don’t miss it! |
Jan 12, 2023 |
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Ed Brodow’s Challenge: Be Willing to Walk Away, Ep #323
26:08
Are you willing to walk away from a negotiation? Would you push your chair back from the table and walk out the door? In Ed Brodow’s experience, most people “say” they’re willing to walk away, but when it comes down to it, they’re glued to their seats. They’re too scared to walk away. So in this episode of Negotiations Ninja, Ed shares how to overcome your inner negotiation and walk out that door. Don’t miss it! Outline of This Episode
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Jan 09, 2023 |
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Nailing Down Your Prospect’s Desired Outcome, Throwback with Keenan, Ep #322
22:21
What is your prospect’s desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling—once you calculate the gap that needs to be crossed, you can help guide your prospect to their desired outcome. Sounds easier said than done, right? So in this episode of Negotiations Ninja, we are revisiting this special episode about bridging the gap with none other than Keenan. |
Jan 05, 2023 |
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Setting the Foundation for the Deal with Carson Heady, Ep #321
27:24
Carson Heady is the best-selling author of “Salesman on Fire” and is recognized as the #1 Social Seller globally at Microsoft. He’s found success in every level of sales. On this episode of Negotiations Ninja, one of the most recognizable names in sales today shares what setting the foundation for the deal looks like. It starts with getting the right people “on the boat with you” and caring about the “why” that drives them. What else? Find out in episode #321 of Negotiations Ninja! Outline of This Episode
Resources & People MentionedConnect with Carson HeadyConnect With Mark
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Jan 02, 2023 |
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Emotional Commitments in Negotiation with Svitlana Kalitsun, Ep #320
22:35
Svitlana Kalitsun is a Ukrainian negotiation expert and lawyer who teaches people how to create trusting relationships to get better deals and more satisfying results. In this episode, we talk about how to handle politically divisive conflicts. In part, it comes by tying emotions to logical commitments. Listen to this episode for an interesting conversation about flexibility, adaptability, and emotional commitments in negotiation. Note: We’re recording this episode on 10/21/22. As the Russo-Ukrainian War is a fluid situation, things may have drastically changed by the time this episode airs. Outline of This Episode
Resources & People MentionedConnect with Svitlana Kalitsun
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Dec 12, 2022 |
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Organizational Communication with Debra Roberts, Ep #319
28:31
What do you do if you feel like an employee isn’t listening to you? What do you do if they disagree with you? Conversation expert Debra Roberts believes that the impact of listening and creating trust through disagreements is key. Taking responsibility for your role as a leader is also imperative. So what should those conversations look like? Learn more in this episode of Negotiations Ninja. Outline of This Episode
Resources & People MentionedConnect with Debra Roberts
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Dec 05, 2022 |
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How Lawyers can Become Better Negotiators, Throwback with Dr. Claudia Winkler, Ep #318
27:32
Dr. Claudia Winkler has a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She leverages her degrees and experience to help lawyers become better negotiators. She strives to help them hone their skills, manage their emotions, and negotiate effectively. She shares what that looks like in this throwback edition of the Negotiations Ninja podcast. |
Nov 28, 2022 |
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Navigating Crisis Negotiations with Empathy with Dr. Andy Young, Ep #317
24:30
How does crisis negotiation actually work? Dr. Andy Young has both trained and engaged in crisis negotiation for over 20 years. A common thread among these scenarios is the necessity of employing empathy for the counterparty regardless of what they’ve done. He explains why empathy in the face of crises is so impactful in this episode of Negotiations Ninja! Outline of This Episode
Resources & People Mentioned
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Nov 21, 2022 |
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How to Rethink Your Approach to Negotiations (Throwback with Keld Jensen), Ep #316
26:07
Are you approaching negotiations from a rigid viewpoint? Are you applying a zero-sum mindset where there can only be one winner? In this throwback episode of Negotiations Ninja, Keld Jensen shares why it’s time to rethink your approach to negotiations—starting by rebuilding negotiation training. His outside-the-box approach will help you approach negotiation with a different lens, providing more value than you thought possible. |
Nov 14, 2022 |
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How to Avoid Errors in the “Scope of Work” Clause per Jeanette Nyden, Ep #315
31:52
“Scope of work” clauses may not be complex, but they are often misunderstood in a contract. It’s where I see the most mistakes and opportunities for future conflict. That’s why Jeanette Nyden is back! In this episode of Negotiations Ninja we talk about how to negotiate scopes of work correctly, the common screw-ups that we see, AND what to do about them. Don’t miss it! Disclaimer: I am not a lawyer. This episode is for informational purposes only and does not constitute legal advice. Seek proper legal counsel if needed. Outline of This Episode
Make sure your business objective is clearThe first problem that Jeanette sees is that the scope of work in a contract isn’t tied to the business objective. You need to be able to read the scope of work and figure out what the objective is. When Jeanette first started working on contracts, she’d always ask what business objective they were trying to solve. It should be abundantly clear. In Jeanette’s book, “The Contract Professionals Playbook,” she provides a tool that helps professionals detail what the business objective is. You want suppliers to read the scope of work and easily say “yes” or “no.” You also want to make sure that companies who aren’t qualified self-select out. If they don’t, it’s a recipe for disaster. Create really good acceptance criteriaInstead of beating up your supplier to achieve year-over-year cost savings, why not include really good acceptance criteria? Lawyers put in template language that the customer has the right to accept work. It’s up to the drafters of the scope of work to determine what the acceptance criteria are, who will accept it, and what “non-conforming” or “rejecting” means. If you, as the customer, have properly developed the scope of work and the acceptance criteria are clear, you can hold the supplier accountable when something goes wrong. It becomes the supplier's cost to fix the good(s) or conform to service. Many people don’t understand conditional acceptance, so there aren’t clear criteria for when you accept something is done to move on. You must take your time how to write acceptance criteria versus focusing on cost savings. Take your time to address the right KPIs and SLAsOne of Lucille Ball’s classic skits is when she’s working at a chocolate factory. The assembly line is moving too fast, so she starts eating the chocolates. If you write the wrong KPIs or wrong statements of service level agreements, the machines might be working fast. But if the people can’t keep up, you have a problem. Think about call centers. If you call with a technical issue, your call may get answered quickly— but then you wait 45 minutes for a technician. The person answering the original call is just sorting. They’re measured on their ability to pick up the phone—not solve the problem. You have to look for disincentives, which are often in the scope of work. That’s where companies have the power to make suppliers efficient. Map out the touch points. Do you want someone to answer the phone in the first minute? Sure, that’s awesome. But you don’t want the caller sitting on the phone for another 45 minutes. How do you address that? Those are the things that lead to return customers and where you build value. Why is collaboration key when it comes to scope of work clauses? How do you build unknown unknowns into a contract? To enjoy the full scope of this conversation, listen to this episode of Negotiations Ninja! Resources & People MentionedConnect with Jeanette NydenConnect With Mark
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Nov 07, 2022 |
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Why Storytelling is a Powerful Negotiation Tool According to Josh Weiss, Ep #314
28:30
Why is storytelling a powerful negotiation tool? Stories are powerful because they’re how humans communicate. Stories are memorable and drive home concepts that can be otherwise difficult to understand. Stories can make real-world applications seem tangible and make a buyer interested in a solution. So in this throwback edition of Negotiations Ninja, we revisit why storytelling is a powerful negotiation tool that must be in your arsenal. Don’t miss it! |
Oct 31, 2022 |
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How Startup TNT is Positively Impacting Both Investors and Founders (Zack Storms), Ep #313
23:08
Zack Storms runs a non-profit called Startup TNT, a community that works with local angel groups, early-stage VC funds, and seed funds to educate potential investors. They teach entrepreneurs how to raise money and how to be better entrepreneurs overall. In this episode of Negotiations Ninja, we have a great conversation about Startup TNT, what they do, and how they’re bridging the gap between investors and founders. Outline of This Episode
The Roots of Startup TNTThree years ago, Zack launched “Thursday Night Tradition,” now known as Startup TNT. It was a happy hour to have fun, make friends, and bring like-minded people together to focus on building businesses. Zack had heard of the concept of an “Angel Summit,” where you get investors together, and they commit money upfront to invest in a local company. He knew it was needed in Edmonton. Now, he runs 12 investment summits. He’s helped raise $6 million for 40 companies across the Prairies with 220 investors in participation. Raising money isn’t the only goalZack isn’t just helping companies raise money—he’s helping them get exposure, too. New investors are learning from seasoned investors, increasing the sophistication level of the local investor pool. They also run public events to build awareness around the startups and build momentum for deals. It showcases and celebrates the community. Startup TNT also helps coach companies through anything before Series A funding, which is usually when big investors start coming into play with millions of dollars in investments. They work with companies raising between $250,000 to $3 million, with valuations ranging from $2.5 million to 12 million Canadian dollars. The struggle to access seed fundingPeople who raise money from friends and family are rare, and seed funding is challenging to access. That’s why Startup TNT is trying to make the process easier for founders to access early-stage investors. Zack has created a community where investors and founders can start conversations and gain access they otherwise wouldn’t have. Listen to this episode of Negotiations Ninja to learn more about building relationships and negotiating with investors. Resources & People MentionedConnect with Zack Storms
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Oct 24, 2022 |
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The Return of the Negotiation Myth-Busters (Throwback), Ep #312
30:26
Dan Oblinger and Allan Tsang are the masters of busting negotiation myths. In this special throwback episode of Negotiations Ninja, they do just that. The negotiation myth-busters cover everything from negotiation pet peeves to role-playing, strategies, tactics, and mindsets. They drive home important negotiation concepts in a fun and light-hearted manner that everyone can enjoy. Check it out! |
Oct 17, 2022 |
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How to Use Framing in Negotiations with Joel Trachtman, Ep #311
24:48
What is framing? How do you use framing in negotiations? How do you use framing to win arguments? In this episode of Negotiations Ninja, Joel Trachtman joins us to methodically dissect the topic. Joel Trachtman is a Law Professor, who practiced for 9 years on Wall Street before shifting to teaching international law for the last 30+ years. He wrote the book, “The Tools of Argument: How the Best Lawyers Think, Argue, and Win” to simplify the use of legal arguments in other contexts. Outline of This Episode
The basics of framing in negotiationsAre the words you use important? Or is it how you use those words that determine success? Framing is putting a particular argument into a pre-existing narrative. That narrative must have consequences. Is it a case of self-defense—or did someone commit murder? You must look at the facts, prioritize certain facts, and establish a frame. Any circumstance you’re arguing can be looked at in different ways. So you need to understand how your counterparty is looking at it. Once you gauge how they’re framing it, you can stress a different framing. Health-based restrictions on cigarettes or sugary drinks can be seen as public health issues or freedom/human rights issues. You have the ability to take the facts and establish a different narrative to help a counterparty reach a different conclusion. Everyone has multiple concerns and narratives in their lives that aren’t always consistent. If you can frame something one way, you might be able to persuade someone else of your position. Framing is a matter of imagination and preparationJoel notes that it’s important to be imaginative and prepared. What are the different ways in which this context could be understood by the counterparty? What are they thinking? How can you shift the way they’re thinking? What facts can you emphasize to do that? A healthy curiosity toward how someone else views something is where many people struggle. How do you say what you need to say so it resonates with that person? Is there a precedent?Lawyers look at prior cases to see if there is “precedent” for an argument in the current case they’re working on. It can be used in general negotiations as well, i.e., “This is the way we’ve always done this.” In discussing precedent, you must look for ways that the current case is similar to a previous case (or cases) with the outcome that you desire. You have to select the characteristics of the current circumstance and compare them to a prior case in which things came out the way you want. What mistakes do negotiators often make when they’re developing an argument? What do you do if someone isn’t acting rationally? And if you can’t argue on “substance” how do you argue procedure? Joel answers these questions—and much more—in this episode of Negotiations Ninja. Don’t miss it! Resources & People MentionedConnect with Joel Trachtman
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Oct 10, 2022 |
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Bridging the Gap Between Procurement and Sales with John Barrows, Ep #310
38:30
How do we begin to alter the animosity that can exist between procurement and sales? How do we begin to facilitate open dialogue? John Barrows believes that it’s time to address the elephant in the room. It’s time to change the conversation. Changing the narrative begins with having simple, genuine conversations. Learn what you can do to bridge the gap in this throwback episode of the Negotiations Ninja podcast! |
Oct 03, 2022 |
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Leveraging the Science of Social Proof in Negotiation with David Hoffeld, Ep #309
26:05
David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating. What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the science of social proof in this episode of Negotiations Ninja. Outline of This Episode
The basics of social proofThere are simple strategies everyone can follow to influence others. Social proof is one example. Social proof connects the persuasiveness of an idea with how other people are responding to it. It’s why everyone reads best-sellers, watches Blockbuster movies, or goes to a business with great reviews. If other people are having a good experience, it must be good, right? Social proof is powerful. You can frame suggestions and insights with it. It naturally causes the brain to lower the perception of risk. And we all know that humans are risk-averse. They don’t want to make a bad decision. So when you can leverage social proof when you frame things, it significantly increases the likelihood that people will comply with what you said. It also piques naturally curiosity. Leveraging the science of social proof in negotiationSocial proof also prepares people to be more receptive to whatever you share. It can be applied through testimonials, statements, sharing narratives, and more. How can you apply it in a negotiation or sales call? As you apply social proof, remember that similarity amplifies its impact. So share specific examples similar to the people you’re negotiating with. It amplifies the persuasive clout and makes it more compelling. It helps people see what working with you would be like through the lens of results from people like them. Once you master the science of social proof, it’s easy to adapt other principles of influence. But every once and a while, you’ll hit a snag and trigger reactance. What to do when you trigger reactanceWhen you walk past a sign that says “Don’t touch, wet paint” you want to touch the paint, right? Everyone has the same reaction. Why does a sign telling you not to do something cause you to do that very thing? Reactance is psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person. Good or bad, we want every decision to be our own. It’s why people don’t like working with salespeople. They don’t like to be pressured. When you try to create urgency or make a strong business case, you’ll run the risk of creating reactance. Reactance kills influence. So how do you reduce reactance? When you make a suggestion and a strong business case, let people know that it’s entirely up to them. It boosts compliance significantly. When you get out of the way, it allows the business case to shine. They feel a sense of urgency and it will amplify your influence. David shares more tips and strategies on how to boost your influence in this episode. Don’t miss it! Resources & People MentionedConnect with David Hoffeld
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Sep 26, 2022 |
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What Makes a Great Sales Manager? Throwback with Rene Zamora, Ep #308
25:19
We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are they conversational? Do they communicate well? Do they understand the different facets of negotiation? These are just a few of the qualities that Rene Zamora believes you need to look for in a candidate. He shares what excellence looks like in a sales manager in this throwback episode of Negotiations Ninja. Check it out! |
Sep 19, 2022 |
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Why Negotiation Without Emotional Intelligence Misses the Mark per Joanna Shea, Ep #307
34:09
Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blend the corporate world and behavioral psychology to help negotiators realize success. What is the difference between intelligence (IQ) and emotional intelligence (EQ)? How is a blend of both of them important to the success of a negotiation? In this episode of Negotiations Ninja, Joanna shares why negotiation without EQ is useless. Don’t miss it! Outline of This Episode
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Sep 12, 2022 |
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Automating Supplier Negotiations with Arkestro, ThrowBack with Edmund Zagorin, Ep # 306
30:18
Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja. |
Sep 05, 2022 |
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Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia, Ep #305
22:37
Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process. Outline of This Episode
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Aug 29, 2022 |
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Why an SDR Isn’t the Enemy, Throwback with Morgan Ingram, Ep #304
32:31
Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it! |
Aug 22, 2022 |
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Employ Empathy in the Face of Aggression with Simon Rycraft, Ep #303
30:48
Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja. Outline of This Episode
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Aug 16, 2022 |
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Ed Brodow’s Columbo-Style Negotiation Method, Ep #302
32:56
Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja! |
Aug 08, 2022 |
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Negotiation Training in Ukraine with Mark Lowther, Ep #301
32:16
Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone. It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s going on so we know how to help. Learn more in this episode. |
Aug 01, 2022 |
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How to Change Anyone’s Mind per Jonah Berger, Ep #300
23:40
What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “The Catalyst: How to Change Anyone’s Mind” to introduce a revolutionary new approach. Here’s a hint: A catalyst is required to push someone to change. Jonah shares more about his unique approach in this throwback edition of the Negotiations Ninja podcast. Don’t miss it! |
Jul 25, 2022 |
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Why One-Upping Your Customers is a Good Thing with Anthony Iannarino, Ep #299
33:40
You’re supposed to lead and serve your clients—so how is one-upping your customers a good thing? Being one-up is one of the many topics Anthony Iannarino covers in his new book, “Elite Sales Strategies.” It’s not about creating an unfair advantage but instead leading from a position of authority and expertise in your field. Listen to this episode of Negotiations Ninja to hear us discuss Anthony’s unique concept. Outline of This Episode
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Jul 18, 2022 |
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How to Make a Blunt Negotiation Style Work For You with Anthony Sarandrea, Ep #298
20:25
Anthony Sarandrea is a fan of getting things done quickly. His negotiation style has been described as blunt—but it works for him. His straightforward nature helps move negotiations forward toward resolution. He also believes that a blunt negotiation style can help you achieve your goals. While this style doesn’t work for everyone, there are some aspects that every negotiator can embrace to excel in their role. Listen to this throwback with Anthony to improve your negotiation techniques now. |
Jul 11, 2022 |
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Learn to Recognize Opportunities to Negotiate, Ep #297
25:43
How do you learn to recognize opportunities to negotiate? Or do you see opportunities, but choose to ignore them for a variety of reasons? In this episode of Negotiations Ninja, Suzanne de Janasz shares some of the underlying issues she sees that keep people from negotiating. She also shares how you can learn to recognize and take advantage of opportunities to negotiate in your everyday life. Don’t miss it! Outline of This Episode
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Jul 04, 2022 |
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Throwback: The Science of Buying Intent with David Priemer, Ep #296
23:48
Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja. |
Jun 27, 2022 |
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Susan Ibitz’s Analysis of the Johnny Depp vs. Amber Heard Trial, Ep #295
28:58
The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided with Johnny Depp. Both sides presented evidence and made statements. Both sides had experts and witnesses testify. So what made the jury side with Johnny Depp? The body language and facial expressions of each of the parties in the trial. Susan Ibitz has spent the last six weeks studying body language and facial expressions from both sides of the table. In this episode of Negotiations Ninja, she shares what the body language and facial expressions in this trial told her—and what you can learn from the outcome. Outline of This Episode
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Jun 20, 2022 |
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How to Use Contact Marketing to Get Meetings per Stu Heinecke, Ep #294
37:11
Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out! |
Jun 13, 2022 |
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Kim Orlesky’s Transition Out of Entrepreneurship, Ep #293
24:59
Kim Orlesky is an executive-level content creator, professional speaker, mentor, and successful entrepreneur. Kim has spent the last seven years running her own sales training organization, helping B2B companies find more profitability and productivity through virtual sales. Now, Kim is up for a brand new challenge. Kim is ready to dive back into the corporate world and transition out of entrepreneurship. Why is Kim making the move? How can her experience as an entrepreneur and her extensive personal brand help her move back into the corporate world? That’s the topic of discussion in this episode of Negotiations Ninja. Outline of This Episode
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Jun 06, 2022 |
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The 4 Pillars of Building Bonds, Throwback with Scott Tillema, Ep #292
38:11
If someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice just might get you through a crisis—don’t miss it. |
May 30, 2022 |
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3 Vulnerabilities Procurement Leaders are Facing with Rich Ham
35:43
Procurement hasn’t kept pace with overall corporate growth. As a result, today’s procurement leaders are being asked to do the work of 2–3 people. They can’t perform the same tasks that they may have been able to complete 15 years ago. The reality has created new vulnerabilities: the inability to manage expenses, develop required relationships, and the threat of lost business. These are the three issues Rich Ham discusses in this episode of Negotiations Ninja. Outline of This Episode
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May 23, 2022 |
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How to Improvise Agreements: A Michael Wheeler Throwback, Ep #290
39:42
Michael Wheeler’s book, “The Art of Negotiation: How to Improvise Agreement in a Chaotic World,” dives into improvisation in negotiation—something we rarely focus on. We always emphasize in-depth preparation before entering a negotiation. But sometimes, despite your best efforts, you have to improvise. Learn more about how to master the art of improvisation in this special throwback episode. |
May 16, 2022 |
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Negotiating Intellectual Property Clauses with Jeanette Nyden + Lawrence Kane, Ep #289
39:08
There’s no beating around the bush—intellectual property clauses are complicated. They’re even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you’re ready for a deep dive into the nuances of IP clauses, give this episode a listen. DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes. Outline of This Episode
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May 09, 2022 |
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US Trade Negotiations with China, Throwback with Allan Tsang
27:19
Remember the tariffs that the US leveraged against China in 2018, launching the “Trade War?” The trade negotiations with China were a clash of world powers and a clash of cultures. As we’ve seen the results play out over the last few years, it’s intriguing to look back and see how Allan Tsang thought this situation would play out. Listen to this throwback for an interesting glimpse into the past! |
May 02, 2022 |
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How to Ask for More Money the Right Way with Fotini Iconomopoulos
26:15
How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja! How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja! Outline of This Episode
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Apr 25, 2022 |
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So You Think You’re Unbiased? Think Again (Throwback with Dan Lappin)
24:24
Everyone strives to be unbiased, right? But the truth is that we all carry inherent biases. Those biases influence everything from our body language to the questions that we ask. While we can unlearn or completely remove those inherent biases, we can learn how to overcome the impact they make on our negotiations. In this throwback episode, Dan Lappin shares the most common biases people have to overcome—and how to do it. Check it out! |
Apr 18, 2022 |
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Jack Barsky: A KGB Sleeper Agent’s Undercover Life
39:45
Jack Barsky—born Albrecht Dittrich—was a sleeper agent for the KGB, operating in the United States from 1978 to 1988. He was exposed after the Cold War, after which he became a resource for US counterintelligence agencies who allowed him to remain in the United States. What was life like as a sleeper agent? How did Jack employ persuasion and influence to gather intel for the KGB? What ultimately led him to part ways with the Soviet Union? Jack shares his fascinating life story with me in this episode of Negotiations Ninja. Do NOT miss it. Outline of This Episode
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Apr 11, 2022 |
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Jacqueline Twillie’s LATTE Negotiation Framework [Throwback]
22:23
Who run the world? Women who negotiate. In this Negotiations Ninja throwback, Jacqueline Twillie shares why more women need to negotiate. She points out that women are inherently skilled at negotiation but too many don’t embrace their innate abilities. She’s made it her life’s mission to help women negotiate confidently so they don’t leave anything on the table. If you’re looking to build a foundation for your negotiation skills, she teaches her LATTE framework in this episode. Don’t miss it! |
Apr 04, 2022 |
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Brian Ahearn: Illustrating the Principles of Influence
19:12
Brian Ahearn’s first book, “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical,” is a heavy psychology and business book. Brian points out that a lot of people won’t pick up a sales book, like his second book, “Persuasive Selling.” So he decided to try his hand at writing a business parable, “The Influencer.” He wanted to teach people the same principles of influence but do so from an entirely different angle to reach a whole new audience. Brian spent 30+ years in the insurance industry. He began to study the work of Robert Cialdini, the “Grandfather of Influence.” He connected with Robert in the early 2000s and was certified to teach his methodology. Three years ago, Brian left his corporate position to coach, train, and consult on the science of influence full-time. |
Mar 28, 2022 |
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How to Communicate Effectively in a Crisis per Marty Park
39:20
In this special episode of Negotiations Ninja, we look back at an episode with Marty Park where we talked about navigating the Covid-19 crisis. As we’re seemingly coming out on the other side of the pandemic, his perspective on navigating a crisis still rings true. Communication is still the key to guiding your employees and clients through difficult times. Hear Marty’s thoughts on the topic—give this throwback a listen! |
Mar 21, 2022 |
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Your Behavior is the Key to Winning the Deal According to Joe Valley
29:46
Joe Valley has built, bought, and sold over a half-dozen of his own companies. After selling his last eCommerce business, he joined the company that sold it—Quiet Light. Then Joe became a partner in the company. Since he’s joined, he’s personally sold $100 million in total transactions. Joe has seen deals fall apart—and other deals exceed all expectations—because of how people behave. What’s the secret to winning a deal when you aren’t the best offer? Joe shares his surprising secret in this episode of Negotiations Ninja. |
Mar 14, 2022 |
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Master Your Anger with These Tips [Throwback with Svitlana Kalitsun]
22:09
When you feel anger rising within you, what do you do? How do you keep your temper from flaring when you’re embroiled in a frustrating negotiation? As she launched her career, Svitlana Kalitsun quickly realized that lawyers don’t know how to negotiate (by no fault of their own). They’re not taught proper negotiation skills. Svitlana’s mission is to help change the way lawyers negotiate—including mastering their emotions. She shares some anger management basics in this special throwback episode of the Negotiations Ninja podcast! |
Mar 07, 2022 |
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The Negotiation Mythbusters Tackle 3 Widely Held Beliefs
37:58
When a bad idea is enshrined in an industry, the foundation you build your strategy on is weak at best. That’s problematic, right? That’s why you NEED to start questioning conventional “wisdom.” It’s what Dan Oblinger and Allan Tsang have done for years. It’s also the premise of their new book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements.” In their book, they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, we tackled three myths from their book head-on. Don’t miss it! Outline of This Episode
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Feb 28, 2022 |
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Mediation: Raphael Lapin’s Recipe for Success [Throwback]
36:40
According to Raphael Lapin—a Harvard-trained mediator, negotiator, and communication specialist—there IS a difference between an average and a great mediation. So what is his secret? What strategies does he employ to anticipate the interests of the other party? How does he help parties follow through on their commitments? Get all the details in this throwback edition of the Negotiations Ninja podcast! |
Feb 21, 2022 |
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Predicting and Achieving Cost-Savings in Procurement with Edmund Zagorin
36:30
What does predictive procurement mean? Can you truly predict pricing? The ability to predict and achieve cost-savings in procurement and supply chain is where there’s often a gap. How do you make an accurate prediction based on data and then achieve it? Edmund Zagorin, the founder of Bid Ops, shares how you can make accurate predictions and achieve the elusive cost savings in this episode of Negotiations Ninja. Outline of This Episode
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Feb 14, 2022 |
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How Ethical Influence IS Possible [Throwback with Chris Hadnagy]
30:11
It’s hard to think about influence and persuasion without feeling like you’re doing something morally reprehensible, right? In this throwback episode of Negotiations Ninja, Chris Hadnagy talks about his book, “Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You.” He dives into some of the tactics—based on Cialdini’s Principles of Influence—that he uses to ethically influence people. Believe it or not, it IS possible to influence those around you and leave them better off. Listen to this episode with Chris Hadnagy to learn how. |
Feb 07, 2022 |
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Dissecting the Liquidated Damages Clause with Jeanette Nyden
26:23
Welcome back to the informal series on commonly disputed legal clauses (from a procurement perspective). Today, Jeanette Nyden returns to talk about liquidated damages. Jeanette will help us bridge the legal world and the commercial world. Liquidated damages are more on the commercial side of legal language. What are liquidated damages? How does the clause work? How do you calculate the value of liquidated damages? Listen to this episode for the need-to-know details. NOTE: This is NOT legal advice. For adequate legal advice, please seek out adequate legal counsel—inside or outside your organization. Outline of This Episode
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Jan 31, 2022 |
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Have You Got Your Schmooze On?, Throwback with Cody Lowry
26:24
“Mr. Schmooze” (Cody Lowry) is back to explain what Schmooze is and why you need it in sales, procurement, and negotiations. It comes down to three simple factors that make you indispensable to the people you serve. 1 - Build relationships. 2 - Be trustworthy. 3 - Never let them down. Listen to this Flashback episode to find out how Cody develops relationships with clients that last 30+ years, when the average is five. |
Jan 24, 2022 |
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Why You Need Muscle Memory in Negotiation with Julia Ewert
26:31
Becoming effective as a negotiator is simply a process of developing skills. But that doesn’t mean it’s a simple process. It requires dedication and diligence to maximize your ability to achieve your desired outcomes in your negotiations. This is a skill set that can and should be developed by every salesperson, procurement professional, and of course, negotiator. It consists of many things, tools if you will, that must become second nature to you so that they are available at a moment’s notice. Negotiation and sales trainer Julia Ewert calls this skills development “negotiation muscle memory” and believes that the more you can develop it, the more proficient and successful you’ll become. We also address the power of open questions, how to defuse tension using negotiation skills, and how negotiation skills can help businesses convert more sales. Enjoy! Don’t miss this fascinating conversation. |
Jan 17, 2022 |
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Are You Using Your Magic Words?, Throwback Gold, with Phil Jones
28:57
Influence can seem like a mysterious thing, until you have someone who understands it explain it to you in easy-to-understand terms. That’s what Phil Jones does in his book, Exactly What to Say: The Magic Words for Influence and Impact. Consider it to be a “how to” manual for influence. The good news is that Phil unpacks that goodness for you on this “throwback” episode from our Negotiations Ninja archives. Listen. Get Phil’s book. Carry it with you on your sales calls or keep it at your desk for those virtual meetings. It’s a powerful tool for your arsenal. |
Jan 10, 2022 |
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The Art and Science of Virtual Selling with Steve Brossman
30:18
Selling has changed over the last few years. No longer can we depend on the face to face opportunities to build rapport and gain trust. Virtual is the new thing and we have to adapt if we are going to survive as sales professionals. My guest on this episode is Steve Brossman, a former National Professional Track Champion, so he knows what it takes to compete and win and he applies that experience and knowledge to his role as a leading Sales Coach. This conversation is aimed at helping you take your sales game virtual with effectiveness. There is an art to it as well as a science and Steve unpacks both. He shares how to increase buying energy before a sales call and the DNQC conversation flow, which Steve explains during our conversation. Outline of This Episode
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Jan 03, 2022 |
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Understanding Indemnities with Jeanette Nyden
33:57
Jeanette Nyden has spent 18 years teaching people how to negotiate complex contracts. It’s where her passion for making boilerplate language accessible for the contract professional has come from. She wants contract professionals to understand what lawyers are trying to do so they can help internal stakeholders understand the risk profile and create effective indemnity clauses. Outline of This Episode
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Dec 13, 2021 |
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Throwback with Dr. Mark Goulston
39:00
Are you a good listener? In this throwback, Dr. Mark Goulston will probably persuade you otherwise. Did you know that you can talk over, at, to, or with someone? Which one is actually listening—and what should you be doing? Dr. Mark Goulston can help you transform the way you communicate. Listen to this episode of Negotiations Ninja for some of his best communication tips. Be sure to pick up his latest book, “Just Listen: Discover the Secret to Getting Through to Absolutely Anyone,” to learn even more. |
Dec 06, 2021 |
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Joe Paranteau’s Sales Secrets
38:29
Joe Paranteau has sold over a billion dollars in revenue. He’s been a Sales Director at Microsoft for over 17 years. He’s a dynamic speaker, visionary, and deep thinker. He is also the author of Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons, which he wrote to fill the gaps he saw in sales training. In this episode of Negotiations Ninja, we share the common areas where people blow their negotiations, the #1 thing that’s wrong with salespeople today, and some of Joe’s sales secrets to help you reach success on either side of the table. Outline of This Episode
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Nov 29, 2021 |
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Throwback with Keld Jensen
33:58
In April 2020 we had a great conversation about how the COVID-19 pandemic was impacting negotiation. Now, over 6 months later, the world of negotiation is still evolving. Were Keld’s predictions true? Has the latest and greatest technology available on the market improved the outcomes of negotiations? Check out this throwback to see how far we’ve come in half a year—and learn what still applies to current negotiation strategy. |
Nov 22, 2021 |
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Mastering Mindful Negotiation with Gaetan Pellerin
24:50
Gaetan Pellerin is the author of a new book all about mindful negotiation. We often talk about planning, preparation, strategy, and tactics, right? But the success of many a negotiation often hinges on mindfulness—not many people talk about that. So what is mindful negotiation? Why should you care? What methodology can you use to be more mindful? Learn more in this episode of Negotiations Ninja! Outline of This Episode
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Nov 15, 2021 |
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Throwback with Tom Williams
33:07
In this throwback, we revisit the all-important question: How do you sell to someone in procurement? According to Tom Williams, you need to understand their mindset to be successful. It's all about embracing the concept of buyer-centered selling. If you'd love to understand how the mind of a procurement professional ticks, don't miss this one! |
Nov 08, 2021 |
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Shaahin Cheyene’s Journey from Herbal Ecstasy Creator to Amazon Guru
28:58
Shaahin is the Founder, CEO, and Chairman of Accelerated Intelligence. His story is unbelievable. Shaahin’s family had to escape Tehran during the Iranian revolution in the 1970s. So at 15 years old, he left his home with nothing but the clothes on his back. Since moving to LA, he’s created a company that’s made over a billion in revenue. Hear his fascinating story in this episode of Negotiations Ninja! Outline of This Episode
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Nov 01, 2021 |
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Throwback with John Barrows
46:10
In this Throwback, we return to the conversation with John Barrows about why he wrote his children's book, "I Want to Be in Sales When I Grow Up!" He wrote the book to teach kids that sales is a legitimate profession to be proud of. The book is educational and 100% of the profits go to charity. Listen to learn what other purposes John hopes his book serves (and what he plans to write next)! |
Oct 25, 2021 |
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How to Build a Business Worth Buying with John Warrillow
34:27
How do you build a business worth selling? How do you find the right buyers—without falling victim to the “ego-stroke?” John Warrillow joins me in this episode of Negotiations Ninja to answer every entrepreneur's nagging question: How do I exit my business successfully? John Warrilow is the founder of “The Value Builder System™” and is a business expert sought out for his proven methodology in adding millions to the value of a business. He’s the host of a show called “Built to Sell Radio,” with 300+ episodes. He’s ranked by Forbes as one of the world’s top 10 podcasts for business owners. Outline of This Episode
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Oct 18, 2021 |
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Throwback with Chris Hadnagy
29:57
How do you negotiate ethically while still protecting your interests? Chris Hadnagy—a brilliant master of persuasion and influence—shares some strategies from his latest book in this throwback edition of Negotiations Ninja! |
Oct 11, 2021 |
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Why You Need to Develop Positive Risk Tolerance
29:32
Pat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales Management at Southam Newspapers, Hollinger Newspapers, and Canwest Newspapers. What did he learn in 20+ years in sales? Sometimes you have to take risks to reap the rewards. Pat works with people looking for unique perspectives on sales, negotiations, and a way to be above average. In this episode of Negotiations Ninja, he shares how a positive risk tolerance was a game-changer for him. Outline of This Episode
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Oct 04, 2021 |
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An important update from Mark
02:08
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Sep 28, 2021 |
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Why Women Have to Embrace a Social Style of Negotiation
27:22
Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why do women struggle to negotiate for themselves? How can they do things differently, feel more comfortable, and be more successful? After writing their first book, “Women Don’t Ask,” Sara and Linda Babcock wrote another book, “Ask for It.” The second book is a how-to of sorts to help women learn to be better negotiators. But it’s not just a confidence issue; it’s a systemic issue in the workplace. Books like Sara’s are important to help women feel like they aren’t alone—while giving them practical solutions to deal with the issues at hand. In this episode of Negotiations Ninja, we discuss practical ways women can become more effective and successful negotiators. Don’t miss it! Outline of This Episode
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Sep 27, 2021 |
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Throwback Thursday with Michelle Seiler Tucker
31:33
Are you a serial entrepreneur looking to plan your exit from a successful business? Were you even aware that you needed a plan? Michelle Seiler Tucker—a mergers and acquisitions master intermediary—shares that most business owners don't prepare to negotiate the sale of their business. Find out why this is a huge mistake in this Throwback Thursday episode of Negotiations Ninja! |
Sep 23, 2021 |
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Navigating the Limitation of Liability Clause
36:59
How do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of liability? One of the biggest issues I see is that commercial negotiation professionals don’t understand the fundamentals of where to start with limitations of liability. And determining the proper limitation of liability clause can be daunting. In this episode of Negotiations Ninja, Jeanette Nyden—contract professional and negotiation expert—walks through the concepts with me and shares three simple questions that can simplify the entire process. |
Sep 20, 2021 |
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Throwback Thursday with Mihai Isman
25:58
Do you have experience with multiparty negotiations? Do you need experience? In this Throwback Thursday edition of negotiations Ninja, Mihai Isman shares how to tackle multiparty negotiations. Mihai is an expert in political, commercial, and multiparty negotiation. If you missed our conversation the first time—don’t miss it now! |
Sep 16, 2021 |
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How Entrepreneurs Can Nail Sales
31:25
If someone builds their own business, they’re likely an expert in their thing. They are brilliant at that one thing. But now—to get to the next level—they have to sell. How do they make the transition? In this episode of Negotiations Ninja, Marty Park shares what’s required to be great at sales as an entrepreneur. Marty started his first software company at 21. Since then, he’s operated 13 different businesses in seven different industries. Eighteen years ago, he got started in the coaching space. Marty is actually my business coach. He helps entrepreneurs take their businesses to the next level. Don’t miss his expert insight! Outline of This Episode
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Sep 13, 2021 |
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Throwback Thursday with Tim Schigel
33:06
Listen to this special throwback of the Negotiations Ninja podcast for a deep look into the world of venture capitalists. Tim Schigel (the founding and managing partner of Refinery Ventures) shares what investors think about and how they choose what to invest in. Don't miss it! |
Sep 09, 2021 |
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Why Does the Word “Negotiation” Come with Baggage?
29:16
A lot of baggage exists in the word negotiation. Why does it conjure negativity, tension, and frustration? How do you overcome that? Jean Reyt—assistant professor of organizational behavior at McGill University—returns to share some great advice in this episode of Negotiations Ninja. Outline of This Episode
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Sep 06, 2021 |
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Throwback Thursday with Allan Tsang
48:24
In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (including the fallacy of win-win negotiations). Don't miss this fun episode! |
Sep 02, 2021 |
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Strategies to Influence People Ethically
29:57
Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ninja, we talk about some of the concepts in his newest book, “Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You.” If you’re ready to change the way you ethically negotiate, don’t miss this episode! Outline of This Episode
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Aug 30, 2021 |
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Throwback Thursday with Chris Hadnagy
33:10
In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence people, and leave them better off for having met you. Don't miss this episode! |
Aug 26, 2021 |
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The Components of a Successful Mediation
36:45
What are the necessary ingredients that make for a successful mediation? Is there a difference between a great mediation and an average mediation? How is mediation different from arbitration and litigation? Harvard-trained negotiator, mediation, and communication specialist Raphael Lapin shares his expert opinion in this episode of Negotiations Ninja. NOTE: None of this is legal advice. Always seek the counsel of a qualified attorney. This is meant for informational purposes only. Outline of This Episode
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Aug 23, 2021 |
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Throwback Thursday with David Matsumoto
27:58
In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it! |
Aug 19, 2021 |
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Turning Timid Students into Expert Negotiators
29:18
In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the challenges students face when negotiating job offers when they leave universities. We also talk about why young people are hesitant to negotiate and what parents and educators can do to change that. Young people need to learn how to advocate for themselves to succeed in their future. This episode is full of spectacular advice—don’t miss it. Outline of This Episode
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Aug 16, 2021 |
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Throwback Thursday with Daniel Shapiro
38:07
What role does your core identity play in a negotiation? How does it change your approach when there’s conflict? In this special throwback, Daniel Shapiro—the man in charge of the Harvard International Negotiation program—shares how your identity comes into play in every negotiation. Don’t miss his unique perspective that draws examples from all over the world! |
Aug 12, 2021 |
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How to Negotiate Your Way into a Startup
28:25
Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that’s helped hundreds of women use the spoke model negotiation strategy to make more money. In today’s conversation, we talked about negotiating your way into a startup. What are the biggest mistakes that people make? How do you build leverage into the negotiation? What should your plan look like? Listen to hear Victoria’s thoughts! Outline of This Episode
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Aug 09, 2021 |
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Throwback Thursday with Tim David
38:21
In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #185 with—believe it or not—magician Tim David. Tim shares the lessons that he’s learned from a life on stage. The basic premise? Everything is about human connection. It’s not about the magic tricks or the skills you employ. Learn all about the power of connection in this throwback! |
Aug 05, 2021 |
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How to Properly Use Cialdini’s Principles of Influence
29:06
Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “Influence: The Psychology of Persuasion.” But that doesn’t mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it! |
Aug 02, 2021 |
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Throwback Thursday with Dr. Mark Goulston, Ep #241
35:51
In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage negotiation trainer, a psychiatrist, and the author of nine books, one of which is the #1 listening book on the planet: Just Listen. In this episode, Dr. Goulston shares actionable tips and strategies to help you be more curious, empathetic, and a better listener. Don’t miss it! |
Jul 29, 2021 |
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The Three R’s of Negotiation
25:47
What are people afraid of when it comes to negotiation? How do you build confidence in your abilities? What are the three R’s of negotiation, and how can it impact your success? Overcoming your fears and developing confidence go hand-in-hand—but how do you conquer them? Lynn Price—Speaker, Author, Consultant & Attorney—covers all of these topics in this episode of Negotiations Ninja. Outline of This Episode
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Jul 26, 2021 |
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Throwback Thursday with Phil Jones
29:03
How do you move your audience? How do you influence people? Phil Jones provides the script in his book “Exactly What to Say: The Magic Words for Influence and Impact.” His practical field manual is something that you can reference in your negotiation preparation to help you pinpoint exactly what you need to say to influence ethically. Don’t miss it! |
Jul 22, 2021 |
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How to Successfully Negotiate for Yourself
30:34
How do you negotiate for yourself, as opposed to an organization or employer? If you’ve been in the game for a while, you know there is a difference. You have an odd emotional attachment to negotiations when they’re for yourself. You may find that you don’t advocate well for your own needs—but do extraordinarily well on behalf of others. So how do you ditch the extra emotion and create some big wins for yourself? Deborah Kolb—Professor Emerita from Simmons School of Management—shares her expertise in this episode of Negotiations Ninja. Outline of This Episode
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Jul 19, 2021 |
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Throwback Thursday with Cody Lowry
26:24
In this Throwback episode of Negotiations Ninja, we hop back to episode #183 with Cody Lowry. In this episode, Cody shares why the ability to “schmooze” is actually important to closing deals. He talks about the three keys to master negotiations and why schmoozing can be a superpower. Don’t miss this fun episode! |
Jul 15, 2021 |
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The Conscience Code: How to Lead with Your Values
37:46
How do you negotiate with your values in your organization? How do you learn to recognize the values that are important to others and let them guide your actions? How do you balance integrity with a successful career? These are just a few of the questions that Professor and Author G. Richard Shell answers in this fascinating episode of the Negotiations Ninja podcast! Outline of This Episode
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Jul 12, 2021 |
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Simon Rycraft’s Negotiation Hacks
28:09
In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft explains six proven hacks he’s used throughout his career that anyone can learn. In this episode of Negotiations Ninja, we talk about some of the hacks in his book, including what’s required to be persuasive, different negotiating styles, and even why “the power of attraction” can be important to the outcome of a negotiation. Don’t miss it! Outline of This Episode
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Jul 05, 2021 |
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Throwback Thursday with Chris Hadnagy
26:24
In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #98 with Chris Hadnagy. Chris is an expert in “human hacking” and “social hacking.” In this episode, Chris shares what social engineering is and how to use his techniques to gather information—it can give you an advantage at the negotiation table. Check it out! |
Jul 01, 2021 |
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A Discussion on Labor Spend
33:58
There are a lot of vendors that capitalize on a company's inability to properly manage labor-based categories. Rich Ham (the CEO) and Matt Smith (the CFO and Executive VP) of Fine Tune join me today to discuss the management of these labor categories. Where do they see some of the biggest gaps in a company's abilities to do this? What can be done to remedy an otherwise tough situation? Listen to this procurement-focused episode of Negotiations Ninja to learn more! Outline of This Episode
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Jun 28, 2021 |
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Throwback Thursday with Annie Duke
01:04:29
In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #68 with Annie Duke. Annie is a World Series of Poker champion who became a business consultant. In this episode, Annie shares how you can improve the quality of your decisions. How? By understanding what drives your decision-making framework and shifting your thinking. Learn more about her process in this episode! |
Jun 24, 2021 |
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How to Successfully Negotiate with Narcissists
23:41
What is a narcissist? How do you negotiate with someone who’s a narcissist? Can you negotiate with a narcissist? Rebecca Zung—an expert on negotiating with narcissists—shares a simple formula that can help you control the negotiation process to get to a desirable outcome. Don’t miss this fascinating episode of Negotiations Ninja! Outline of This Episode
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Jun 21, 2021 |
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Throwback Thursday with Keld Jensen
34:12
To play the game of negotiation effectively, you have to know the rules of the game. What is the role of trust? How do you develop it? How—and why—do you verbalize it? In this Throwback-Thursday episode of Negotiations Ninja, Keld Jensen talks about why trust in negotiations isn’t just for procurement and sales experts. It’s for everyone who develops relationships in their professional and personal lives. Don’t miss an episode that dives deep into the importance of trust in negotiations! |
Jun 17, 2021 |
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Become a Better Listener
39:08
Dr. Mark Goulston is back by popular demand! In this episode of Negotiations Ninja, I chat with Dr. Goulston about becoming a better listener—which includes learning how to talk with people. Dr. Mark shares that there are four levels of talking to someone. You can talk over them, at them, to them, or with them. How do you know which you’re doing? What should you do instead? Learn more in this episode! Outline of This Episode
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Jun 14, 2021 |
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Throwback Thursday with Matthias Schranner
21:00
In this throwback episode of Negotiations Ninja, we revisit episode #90 with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute. We talk all about the mistakes that are commonly made in negotiations, including avoiding deadlocks. How can a deadlock actually change the outcome of a negotiation? Listen to this throwback to learn more! |
Jun 10, 2021 |
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Michael Reddington’s Forensic Interviewing Method
33:41
What is forensic interviewing? How can it be applied to the enterprise sales and procurement process? In this episode of Negotiations Ninja, Michael Reddington—an interrogation, sales, and negotiation expert—will talk all about interrogations, listening, questioning and how they intersect with sales, negotiation, and procurement. Don’t miss it! Outline of This Episode
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Jun 07, 2021 |
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Throwback Thursday with Jeanette Nyden and Lawrence Kane
35:54
Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out! |
Jun 03, 2021 |
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The Game of Sales
28:56
David Perry is a sales and business development expert. He’s an industry veteran who understands the game of sales at the top level. David advises world-class brands on how to adapt and get value out of marketing and advertising technology during digital transformations. He’s worked with 100+ companies in various industries, including technology, healthcare, and financial services. He’s also the author of the book “The Game of Sales.” Why “The Game of Sales?” It comes down to his audience. David has read everything from brittle and dry to interesting and entertaining business books. He wanted to make sure his book was fun, thus the title “The Game of Sales.” David thinks it can be easier to think of it as a game to be able to take a step back and see how things work together. Learn more about his book and the concepts he covers in it in this episode of Negotiations Ninja! Outline of This Episode
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May 31, 2021 |
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Throwback Thursday with Mihai Isman
24:09
Do you have experience with negotiating across cultures? Negotiating with different cultures means you’ll run into different beliefs, mindsets, and concepts. Words and phrases can be unique to one culture and interpreter entirely differently in another. Mihai Isman is an expert international negotiator who specializes in overcoming cultural barriers to find a successful resolution for all parties. In this Throwback Thursday episode of Negotiations Ninja, we revisit episode #123 with Mihai. Being able to negotiate with someone completely different than you is more important than ever. Don’t miss it. |
May 27, 2021 |
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The Purpose of DISCOVER Questions
23:38
In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it! Outline of This Episode
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May 24, 2021 |
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Throwback Thursday with Roger Dooley
34:35
In this special Throwback Thursday episode, we jump back to an episode with Roger Dooley. We dissect and discuss the science behind influence and how you can use it to change your negotiations. How can neuroscience, behavior technology, and behavior research be applied to negotiation? Find out in this episode! |
May 20, 2021 |
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The Role of Data in Negotiation
29:33
Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (COAT)? According to Susan Walsh—THE Classification Guru—your dirty data could be leading to poor business decisions that cost money and put jobs at risk. So in this episode of Negotiations Ninja, Susan tackles some of the biggest data disasters that procurement should be aware of. Don’t miss this important episode with the fixer of dirty data! Outline of This Episode
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May 17, 2021 |
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Throwback Thursday with Dr. Jennifer Goldman-Wetzler
33:30
In this Negotiations Ninja, throwback we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict resolution. It’s human nature for most people to avoid conflict. Dr. Goldman-Wetzler shares why that’s a mistake that must be overcome to be successful with negotiation. She shares her expertise on conflict resolution in this episode. Check it out! |
May 13, 2021 |
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Employ Creative Problem-Solving in Negotiations
35:06
Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, and runs a completely online master’s degree program in leadership and negotiation at Baypath University. The goal of Josh’s book, The Book of Real World Negotiations, was to tell real-life stories to show people the most effective way to negotiate—using creative problem-solving. This book gives real-world, real-life examples of being able to bring creativity into the problem-solving process. Listen to this episode of Negotiations Ninja to hear his stories. Outline of This Episode
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May 11, 2021 |
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Throwback Thursday with Paul Watts
31:28
Do you believe that planning is the most important part of a negotiation? If so, you’re on the same wavelength as Paul Watts. He believes planning is the most crucial element of negotiations that is so often neglected. In this throwback, we look back at episode #132. We talk about negotiation through the lens of a salesperson. We also talk about the cost of inaction and how to improve your negotiation skills (HINT: It may involve planning). Don’t miss it! |
May 06, 2021 |
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Jacqueline Twillie’s Guide to Help Women Negotiate with Confidence
22:32
Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they’ve got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework she uses? Listen to this episode of Negotiations Ninja for her genius strategy. Outline of This Episode
Resources & People Mentioned
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May 03, 2021 |
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Throwback Thursday with Gary Noesner
32:52
How do you deal with frustration in negotiation standoffs? What can we learn from the failed Waco Siege that took place in 1993? In this throwback, we return to episode #118 with Gary Noesner. He shares his experience as an FBI hostage negotiator in Waco—what went wrong and why. To get a behind-the-scenes look at what happens when things go terribly wrong—and how to move forward—don’t miss this throwback! |
Apr 29, 2021 |
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Brexit = A Poorly Managed Political Negotiation
26:24
I can’t say “Brexit” without choking down laughter. But many people are passionate about Brexit, and I don’t mean to make light of it. But what’s amusing from an outside perspective? How would Brexit have been negotiated better? Keld Jensen returns to the Negotiations Ninja podcast to apply his expertise to another contract negotiation that would have benefitted from his input. Outline of This Episode
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Connect with Keld Jensen
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Apr 26, 2021 |
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Throwback Thursday with Dan Oblinger
24:41
This episode with Dan Oblinger is just THAT important that it needs repeating. Why? Dan Oblinger has negotiated in life-and-death hostage situations. What he’s learned in high-pressure environments can be applied to procurement, sales, and a variety of other business applications—even your personal relationships. This episode gives you insight into what you should and shouldn’t do. Listening again will be a great refresher! |
Apr 22, 2021 |
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The Post-COVID Era of Negotiation
34:32
How has COVID-19 affected negotiation? What will change moving forward? How has it impacted communication and technology? While COVID-19 has changed the world in numerous ways, Keld Jensen points out that change was happening well before a global pandemic shut the world down. Hear his take on the future of negotiation in this episode of Negotiations Ninja. Outline of This Episode
Resources & People MentionedConnect with Keld Jensen
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Apr 19, 2021 |
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Throwback Thursday with Marty Latz
21:06
In this Throwback Thursday episode of Negotiations Ninja, we look back at an amazing episode with Marty Latz. Marty shares stories from his career—both the good and the bad. He talks about skills negotiators need to master, what people miss in their negotiation process, and why preparation is vital to success. Don’t miss his wise words. Give this throwback a listen! |
Apr 15, 2021 |
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The Role of Giving in Negotiation
28:31
Bob Burg would define giving as “Being focused on providing immense value to others.” Doing so is a more pleasant way of living life and conducting business—and the most financially profitable. But does giving truly have a place in the negotiation process? Can it help you reach your objectives? Listen to this episode of Negotiations Ninja to hear Bob’s thoughts. Bob Burg has been writing and speaking for 30 years on the topics of sales, marketing, communication, and persuasion skills. He co-wrote a series called “Go-Getter” with John David Mann about the power of giving. Outline of This Episode
Resources & People Mentioned
Connect with Bob BurgConnect With Mark
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Apr 12, 2021 |
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Throwback Thursday with Josh King
21:57
In this Throwback episode of Negotiations Ninja, we take a leap back to episode #129 with procurement professional Josh King. He shares some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Negotiation is both an art and a science—why not learn from the best? |
Apr 08, 2021 |
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How to Sell to Procurement
33:07
How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling—believes that understanding the mind of procurement is a game-changer. It’s a surefire way to transform the way you sell. In this episode of Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you’ll better understand how to sell to them. Don’t miss it! Outline of This Episode
Resources & People MentionedConnect with Tom Williams
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Apr 05, 2021 |
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Throwback Thursday with Mohammed Faridy
26:31
Where are you weak as a negotiator? Where do you need to develop and refine your skills? To continue to yield amazing results for your clients, you must always be improving your craft. In this Throwback episode of Negotiations Ninja, we look back at a conversation with Mohammed Faridy, a negotiation consultant, trainer, and the CEO of OneView. Get a glimpse into his valuable perspective on developing your negotiation skills—don’t miss it! |
Apr 01, 2021 |
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Win-Win = Lose-Lose
48:52
Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths fact—or fiction? In this episode of Negotiations Ninja, the myth-buster has returned. Allan Tsang joins me to shed some light on these long-believed negotiation myths (including the fallacy of win-win). Don’t miss this eye-opening conversation! Resources & People Mentioned
Connect with Allan TsangConnect With Mark
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Mar 29, 2021 |
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Throwback Thursday with Molly Bloom
43:06
In this throwback edition of Negotiations Ninja, we revisit a great episode with Molly Bloom. Molly spent years organizing high-stakes poker games for celebrities. It eventually led to a very public arrest and trial. If you haven't heard her story—and what she learned from her life choices—you're missing out. Check out this throwback to hear her provocative story and learn how to overcome adversity and persevere. |
Mar 25, 2021 |
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How to Exit Rich with Michelle Seiler Tucker
31:52
The biggest mistake that business owners make is that they don’t plan their exit from their business. People don’t think about the planning and preparation that goes into negotiating the sale of their business. Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines exactly what you need to do to get top dollar for your business in her book, “Exit Rich.” Michelle covers much of that process in this episode of Negotiations Ninja. Don’t miss it! Outline of This Episode
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Mar 22, 2021 |
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Throwback Thursday with Jeanette Nyden and Lawrence Kane
35:53
In this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of “The Contract Professional’s Playbook.” They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much more. Don't miss this fascinating conversation! |
Mar 18, 2021 |
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Motivation, Leverage, and Power
30:40
If you don’t know how to negotiate, you won’t make a profit, right? You’ll just be giving things away. If you don’t negotiate well, you’re essentially giving away your paycheck and company profit. But because the western world is so unaccustomed to negotiating every single day, they struggle to close. In this special episode swap, Paul Watts has a conversation with Jeb Blount about crafting a powerful negotiation strategy. This episode is packed with information you can use to become a better negotiator—don’t miss it! Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called Sales Reinvented. His mission is to change the negative perception of salespeople with a vision to create a world where selling is a profession to be proud of. Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast. Outline of This Episode
Resources & People Mentioned
Connect with Paul Watts
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Mar 15, 2021 |
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Throwback Thursday with Mihai Isman
24:17
In this throwback, we take a look back at episode #123 with international negotiator Mihai Isman. In this episode, we covered negotiating across cultures. Negotiating through culture and language differences adds a level of complexity that is often overlooked. Religious beliefs, mindsets, concepts, and even words and phrases can be understood differently. So what do you do? Mihai shares some advice and things to be mindful of when negotiating with a different culture. Don't miss this special replay! |
Mar 11, 2021 |
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Learn Exactly What to Say
29:33
Do you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move in your direction? In his book, Exactly What to Say: The Magic Words for Influence and Impact, Phil Jones gives us the script for exactly what you can say to influence people. Phil has spoken in 59 different countries on five different continents, helped over 800 different industries, written seven best-selling books, and he’s trained over 2 million people. Phil’s book is a quick practical read that you can carry around with you like a field manual. It’s something you can reference over and over again. In this episode of Negotiations Ninja, we walk through exactly what to say to move your audience. Outline of This Episode
Resources & People Mentioned
Connect with Phil Jones
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Mar 08, 2021 |
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Throwback Thursday with Mark Lowther
27:43
In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In this episode, he talks about his experience(s) in suicide intervention and the harsh realities crisis negotiators live through. A negative outcome isn't always something one might want to face—but it must be acknowledged because it will happen. Learn what you can do to cope with an unexpected outcome in this episode with Mark. |
Mar 04, 2021 |
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The Dynamics that Make a Multiparty Negotiation Effective
26:23
How do you manage multiparty negotiations? What should the preparation process look like? What kind of outcome do you strive for? Multiparty negotiations are a different beast. So how do you manage it? Mihai Isman joins me in this episode of Negotiations Ninja to share how he and his team tackle multiparty negotiations. Mihai is based in Cologne, Germany, where he heads up I&P Negotiation Consulting. They do commercial, political, and even union negotiations. Multiparty negotiations are their bread and butter. Listen to this episode to take advantage of his wide-ranging expertise! Outline of This Episode
Connect with Mihai Isman
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Mar 01, 2021 |
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Throwback Thursday with Jennifer Goldman-Wetzler
33:35
In this throwback episode of Negotiations Ninja, we hop back to episode #142 with Dr. Jennifer Goldman-Wetzler. This episode is ALL about resolving conflict. From dealing with conflict avoidance to tactical advice on how to resolve conflict in the workplace—we've got it covered. Don't miss this replay! |
Feb 25, 2021 |
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Inside the Mind of a Venture Capitalist
33:33
How does the venture capital industry work? What do investors think about when they decide who and what to invest in? What is the framework they use? Tim Schigel—the founding and managing partner of Refinery Ventures—is all about investing in fast-growth companies. If you want to get inside the head of someone who runs a venture capitalist fund, this is the episode you need to listen to. Outline of This Episode
Resources & People Mentioned
Connect with Tim Schigel
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Feb 22, 2021 |
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Throwback Thursday with Roger Dooley
34:36
Welcome to the Negotiations Ninja version of Throwback Thursday! In this episode, we replay episode #97 with Roger Dooley. Roger explains how to practically apply neuroscience, behavior technology, and behavior research—i.e. neuromarketing—to negotiation. How can we use science to get better deals with our negotiations? How can procurement professionals use neuromarketing? How do we influence to help someone make decisions that are advantageous for us and helpful for them? Listen to learn more! |
Feb 18, 2021 |
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Human Hacking + Social Engineering
33:30
How do you improve your social experiences? How do you improve your communication? How do you win friends, influence people, and leave them better off for having met you? In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to do just that. If you’re striving to use your influence for the good of others, this is a can’t-miss episode. Outline of This Episode [1:53] From adversarial simulator to human hacker [4:42] The apprehensiveness toward communication [7:56] What additional tools do we need? [11:15] You can’t teach what you haven’t tested [19:40] Overcoming the fear of being manipulated [22:42] How to ask, “Is this safe for me?” [27:17] The Amygdala's role in the emotional landscape [31:23] How to connect with Chris + learn more Resources & People Mentioned How to Win Friends and Influence People Connect with Chris Hadnagy Human Hacking Book Human Hacking on Amazon The Human Hacking Conference Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja
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Feb 15, 2021 |
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Throwback Thursday with Paul Watts
31:34
In this throwback edition of the Negotiations Ninja podcast, we jump back to episode #132 with Paul Watts. Paul believes that planning in negotiation is an element that is often forgotten yet utterly important. He notes that 80% of success comes from extensive planning. In this episode, we talk about negotiation through the lens of a salesperson, weigh the cost of inaction, and he shares techniques to improve your negotiation skills. Check it out!
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Feb 11, 2021 |
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Understanding Body Language in Web Conferencing with David Matsumoto
28:16
How does web conferencing technology alter our ability to read body language and facial expressions in negotiations? What are the advantages and disadvantages? What can we change to master negotiations via web conferencing? Dr. David Matsumoto shares what we can do—and avoid—in this episode of Negotiations Ninja. David is a Professor of Psychology at San Francisco State University, where he’s been for 31 years. He conducts research on emotion, facial expressions, nonverbal behavior, and culture. He does basic research on the nature and function of those topics as well as applied research utilizing investigative interviews. He also runs a company named Humintell, focused on research, consultation, and training leveraging nonverbal behavior. Outline of This Episode [2:13] Dr. Matsumoto’s background [4:00] A discussion around web conferencing [6:48] The disadvantage we’re facing [10:33] The concept of macroexpressions [15:46] The seven basic human emotion categories [19:06] The importance of being congruent [23:04] David’s book: Nonverbal Communication [25:10] How to get more information Resources & People Mentioned BOOK: Nonverbal Communication: Science and Applications Blog Post: Emotions and Critical Thinking Connect with David Matsumoto Humintell Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja
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Feb 08, 2021 |
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Throwback Thursday with Mike Caro
46:18
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Feb 04, 2021 |
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Why Negotiators Must Employ Curiosity
36:36
Why is true curiosity so vital to a successful negotiation? How do you develop a curious and caring mind? How do you move beyond empathetic listening to helping your counterpart feel understood and valued? Dr. Mark Goulston joins me in this episode of Negotiations Ninja to share his valuable insight. This episode is jam-packed with actionable tips and strategies that you can employ today. Don’t miss it! Dr. Goulston is a former FBI and police hostage negotiation trainer. He’s also a psychiatrist with a focus on suicide prevention for 25+ years. He is the author of nine books, one of which is the #1 listening book on the planet: Just Listen. He is nothing short of a legend in his field and a viewpoint you cannot miss.
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Feb 01, 2021 |
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Throwback Thursday with James Orsini
16:58
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Jan 28, 2021 |
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A Discussion of Core and Relational Identity
38:17
How do you approach conflict-based situations? How does your core identity impact the negotiation? Daniel Shapiro believes that your relational identity comes into play in a negotiation. What does that mean? We have a deep conversation about identity, tribalism, and taboos in this episode of Negotiations Ninja. Daniel Shapiro currently runs the Harvard International Negotiation Program. He briefly got involved in a deal 30 years ago doing work in Eastern and Central Europe, helping them transition from a closed to an open society. He’s worked with business, governments, hostage negotiators—a little bit of everything. Don’t miss his expert opinion. Outline of This Episode
Resources & People Mentioned
Connect with Daniel Shapiro
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Jan 25, 2021 |
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Throwback Thursday with Kwame Christian
32:56
In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #135: Conflict Resolution in Negotiation. In this episode, we talk about Kwame Christian's newest book: Nobody Will Play With Me. Kwame dissects a psychological aspect of negotiation that is often overlooked, shares how to overcome fear to find confidence, and emphasizes how failure changes the game. If you missed it before, don't miss it now!
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Jan 21, 2021 |
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I Want to Be in Sales When I Grow Up!
46:39
I Want to Be in Sales When I Grow Up! Is the title of the book John Barrows wrote to teach kids that sales is a legitimate profession—and one to be proud of. I read my boys this book, and they finally understand what I do. It forged a new connection that we’ve never had before. Not only does it serve an amazing educational purpose—but John’s book gives back. 100% of the profits go to the World Wildlife Fund to help them save animals. What other purpose does John hope this book serves? Will he be writing more? What’s the next step in his journey? Listen to this episode of Negotiations Ninja to learn more! Outline of This Episode
Resources & People MentionedConnect with John Barrows
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Jan 18, 2021 |
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Throwback Thursday with Oren Klaff
31:48
In this special Throwback Thursday episode of Negotiations Ninja, you’ll get a refresher on how to pitch anything. Oren Klaff—the Director of Capital Markets at Intersection Capital—digs deep into the concept of building power and leverage. If you want to be a more effective and efficient negotiator—operating at THE highest level—give it a listen! |
Jan 14, 2021 |
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The Magic that is Human Connection
38:50
Tim David started his career as a magician. He was traveling and doing up to 350 shows a year. But being a traveling magician and parenting a child wasn’t a great mix. So he sought a career change that could bring about some life balance. But he’d never had a real job—so how could he help people in their real jobs? He realized that the lessons that he’d learned from a life on stage could be transformed into an occupation. His lesson is simple: it’s all about human connection. It’s not about the magic tricks or the skills—it’s about connecting with people. Learn all about this magical skill in this episode of Negotiations Ninja. Outline of This Episode
Resources & People Mentioned
Connect with Tim DavidTim David’s BooksConnect With Mark
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Jan 11, 2021 |
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Throwback Thursday with Banachek
30:33
In this Throwback Thursday episode of the Negotiations Ninja podcast, we return to episode 131 with Banachek—a famed magician and mentalist. Banachek talks about keeping promises, building connection and trust, and what you can learn from TV Evangelists. Banachek thinks outside the box—listen to learn how you can too.
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Jan 07, 2021 |
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Why You Want to Master the Art of the Schmooze
26:40
How do you develop the ability to close deals? According to Cody Lowry, it’s by developing good “schmooze” techniques. It isn’t about your creative strategy. It isn’t about how you can save someone millions of dollars. It all comes down to your ability to do THREE things. What are they? Find out in this episode of Negotiation Ninja! Cody Lowry AKA “Mr. Schmooze” is a Tampa Bay native and the President of Intermark Automotive, based in Birmingham, AL. He recently released his book, “Schmooze: What They Should Teach at Harvard Business School.” Cody takes storytelling to a whole new level in this engaging episode—don’t miss it! Outline of This Episode
Connect with Cody Lowry
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Jan 04, 2021 |
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Throwback with Tim Kintz
21:51
In this throwback edition of the Negotiations Ninja podcast, we jump back in time to episode #144 with Tim Kintz. We talk all things sales negotiation, including why car salesmen get a bad rap. We talk about negotiating from a place of inspiration—not desperation. Tim also shares how to avoid letting your emotions cloud the process, why you should lower your customer’s guard, and how to build-in removable objections. Don’t miss out on Tim’s genius negotiation tactics!
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Dec 28, 2020 |
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Throwback with Dan Oblinger
32:38
What are "garbage questions" and why are they so bad? How do you ask questions that deserve an answer? How do you keep your emotions in check when a negotiation escalates? Dan Oblinger answers all of these questions and so much more in this throwback of the Negotiations Ninja podcast. HINT: Curiosity is at the heart of good questions. Learn what it takes—listen now! |
Dec 21, 2020 |
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Throwback with David Meltzer
16:57
In this special throwback edition of Negotiations Ninja, we take a look back at episode #109 with David Meltzer. In this episode, we covered David's '"Guide to Negotiation", covering his secrets to successful negotiation. David touches on his abundance mindset, how to serve others and remove your ego from the equation, and the 5 things David seeks to fulfill in every negotiation. Don't miss this episode with an amazing business coach and entrepreneur! |
Dec 14, 2020 |
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Throwback Thursday with Dan Oblinger
31:50
How do you develop authentic listening skills? Why has listening become a lost art? What is the difference between hearing and truly listening? Dan Oblinger answers all of these questions and more in this Throwback Thursday episode of the Negotiations Ninja podcast. He shares a few of his active listening skills to master and how to build an organizational culture around listening. If you need to brush up on your listening skills, this is a can't-miss episode! |
Dec 03, 2020 |
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Sean Callagy’s Results Formula
27:07
Sean is the Chief Visionary Officer + Co-Founder at UNBLINDED, a company focused on influence, process, and self-mastery. He is a successful attorney, speaker, entrepreneur, business coach, and the owner and President of Callagy Law. In this episode of Negotiations Ninja, he shares his four-step results formula to master the power of influence and communicating effectively—to take a “no” to a “yes” in an ethical, powerful way. Outline of This Episode
Resources & People MentionedConnect with Sean Callagy
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Nov 30, 2020 |
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Throwback Thursday with Dr. David Matsumoto
23:02
In this Thursday Throwback we jump to episode #108 with the amazing Dr. David Matsumoto. We talk about his astounding career and research. We take a deep-dive into micro-expressions and how to detect deception in someone's face. It's astounding that your face can give away everything someone needs to know. Dr. David Matsumoto shares how you can improve your observational skills and learn to read people's faces. He gives away so much in this informative episode. Do not miss it! |
Nov 26, 2020 |
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Digitization and Transformation in Procurement
31:08
Michael van Keulen (MVK) was born and raised in Amsterdam. He was at Foot Locker 15 years ago when they embraced e-sourcing with Iasta. He started in financing but fell in love with procurement. He set up the procurement function in Europe at VF Corp which caught the eye of corporate. So they asked him to lead their global transformation. He then joined Lululemon five years ago and built their procurement infrastructure from the ground up. He brought them into the modern era. Now, MVK is the Chief Procurement Officer at Coupa Software. With over 20 years in procurement and finance—on both sides of the table—he knows the industry inside and out. In this episode of Negotiations Ninja, we take a deep dive into digital implementation, getting stakeholders on board, and the best practices to follow. Outline of This Episode
Resources & People MentionedConnect with Michael van KeulenConnect With Mark
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Nov 23, 2020 |
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How to Get Your Anger Under Control in a Negotiation
24:41
It’s become fairly evident that emotions play a large part in negotiations. Being able to manage your emotions is one of the most important parts of a negotiation. When things go sideways, frustration builds, and tempers flare, what do you do? How do you keep your emotions from spinning out of control? Svitlana Kalitsun realized through her career as a lawyer that negotiation techniques aren’t taught—but they’re expected of lawyers. So she sought out negotiation training and found her calling. Now, Svitlanais a trainer at the Negotiation Academy, based in Vienna, Austria. She has 10+ years of experience working in leading law firms and large corporations. Svitlana is one of the leading women in the world at what she does. Outline of This Episode
Connect with Svitlana Kalitsun
Connect With Mark
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Nov 16, 2020 |
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Throwback Thursday with Marty Park
30:55
How do you negotiate like an entrepreneur? Marty Park—my business coach and entrepreneur extraordinaire—has built 14 companies over two decades. You don't build that many businesses from the ground up without being an expert negotiator. So in this special Throwback Thursday episode, we take a look back at episode #117. Marty shares what he thinks is often overlooked in negotiation. He shares an example of a failed negotiation—as well as his favorite negotiation (HINT: It included free beer). He also shares how to leverage Logos, Pathos, and Ethos. Don't miss this episode! |
Nov 12, 2020 |
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Trade Negotiations between the United Arab Emirates and Israel with Dr. Shira Mor
30:58
What is happening between Israel and the United Arab Emirates? Is the U.S. part of the negotiations? What has led to the trade deals that are being formalized? This is a massive and historically relevant deal that’s been overshadowed by the coronavirus. Dr. Shira Mor shares a boots on the ground perspective of what’s happening in Tel Aviv. Get the inside scoop on the trade negotiations in this episode of Negotiations Ninja. Dr. Shira Mor is an Israeli-American who graduated from the Columbia Business School in 2013 with a Ph.D. in Management. She has worked with executives and start-ups to obtain funding. She negotiated with a European central bank in 2014. She is an organizational consultant, lecturer, content writing specialist, and an expert in multi-cultural negotiations. She brings unique expertise and perspective to this episode. Don’t miss it! NOTE: The United Arab Emirates will be referred to as UAE, Emirates, and the Union throughout the episode. Outline of This Episode
Resources & People MentionedConnect with Shira Mor
Connect With Mark
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Nov 09, 2020 |
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Throwback Thursday with Cal Chrustie
41:23
In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #120 with Cal Chrustie. Cal was with the Royal Canadian Mounted Police for 34 years, served as a Negotiations Mediator for the United Nations, and has been involved in high-stakes negotiations around the world. In this episode, Cal shares the story of a failed negotiation with a terrorist group that sadly led to the death of multiple hostages. He shares how to assess failed negotiations, how to understand the needs and wants of the other party, and the importance of debriefing. Don't miss this powerful episode. |
Nov 05, 2020 |
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The Difference Between Influence and Manipulation
27:57
What is the difference between influence and manipulation? Many people define them the same way—but that’s a mistake. They are fundamentally different. Bog Burg explains why in this episode of Negotiations Ninja. Bob Burg got his start as a radio broadcaster, had a stint on tv, and then dove into sales. He is the co-author of The Go-Giver series, written with John David Mann. They wrote the books in story-form to convey the idea of giving versus getting in sales. But they also talk about the difference between influence and manipulation. Listen to learn more! Outline of This Episode
Resources & People Mentioned
Connect with Bob BurgConnect With Mark
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Nov 02, 2020 |
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Throwback Thursday with Kim Orlesky
31:53
In this special Throwback Thursday episode of the Negotiations Ninja podcast, we take a look back at episode 124 with Kim Orlesky. Kim is the President of KO Advantage Group and is a master of B2B sales. In this episode she shares insight into the negotiation process from a sales standpoint. We cover everything from emotional intelligence to consultative selling. For a great refresher on the sales perspective, check it out! |
Oct 29, 2020 |
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The World of Global Procurement Recruitment
26:07
What can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job availability in your region just isn’t there? The procurement industry is growing into a global force and procurement professionals need to adapt to their changing world. Martin Smith—the Managing Director of Talent Drive in the U.K.—joins this episode of the Negotiations Ninja podcast to share a fascinating outside perspective into the procurement industry. He is a high-level top-tier procurement recruiter. Martin is also the host of the Talent Talks podcast, where procurement people in the field give unreal tips about staying relevant in the market. Don’t miss his insight into the world of procurement. Outline of This Episode
Resources & People MentionedConnect with Martin Smith
Connect With Mark
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Oct 26, 2020 |
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Throwback Thursday with Alexandra Carter
22:49
In this special throwback episode of the Negotiations Ninja podcast, we jump back to episode 141 with Alexandra Carter. She is the Director of the Columbia Law School’s Mediation Clinic, the author of Ask for More: 10 Questions to Negotiate Anything, and a world-renowned negotiation trainer for the United Nations. She covers important negotiation strategies and tactics. She also touches on the influence of fear and guilt on the outcome of a negotiation and talks about the power of silence. Lastly, she discusses her new book. Don't miss it! |
Oct 22, 2020 |
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How Cyber Negotiation Parallels Hostage Negotiation
36:26
The use of data has been the biggest source of growth in companies and has become the biggest source of risk. When our data is compromised and held hostage, how do we get that data back? Are the negotiations similar to a “typical” hostage negotiation? After 33 years with the Canadian Federal Police in the area of kidnaps and extortions, Cal Chrustie retired from the police force and transitioned to InterVentis global. He now works with a group of negotiators from around the world to provide education, consulting, and coaching on cyber terror incidents. In this episode of Negotiations Ninja, Cal shares what the cyber terrorism negotiation process looks like. Don’t miss it! Outline of This Episode
Resources & People MentionedConnect with Cal ChrustieConnect With Mark
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Oct 19, 2020 |
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Throwback Thursday with Chris Voss [#2]
20:39
In this special Throwback Thursday episode, we return to episode #87 with Chris Voss. In this episode, Chris challenges the concept of win-win negotiations. What should we aim for instead of a win-win negotiation? What would be a better outcome? Chris drives his point home with real-life examples from his lengthy career. Check it out! |
Oct 15, 2020 |
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Procurement Recruiting Strategies
30:32
How do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary negotiation conversation? Does hiring leverage still exist? Mark Holyoake from Holyoake Search joins me to have a conversation about the state of procurement recruiting. Mark specializes in procurement executive search and contract staffing. He’s US-based and has worked in the industry for 20+ years. His unique view of the procurement market brings remarkable insight to the conversation. Don’t miss it! Outline of This Episode
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Oct 12, 2020 |
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Throwback Thursday with Josh King
22:08
In this special Throwback Thursday episode of Negotiations Ninja, we jump back to when procurement professional Josh King joins me to share how he strategizes and plans for a negotiation. He also shares how you can manage your emotions when things get heated and what to do when things go horribly wrong. Lastly, he shares 3 solid tips that can help you improve your negotiation skills. Don't miss it! |
Oct 08, 2020 |
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Negotiating a Divorce
27:29
Divorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part of the process. Rebecca Zung is a divorce attorney that helps people prepare for this difficult and emotional negotiation process. In this episode of Negotiations Ninja, Rebbeca shares some practical down-to-earth advice for negotiating a divorce. Rebecca has had her own law practice for 21 years, is a best-selling author of two books, and hosts her own podcast: Negotiate Your Best Life Podcast. Outline of This Episode
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Oct 05, 2020 |
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Throwback Thursday with Dan Oblinger
24:45
In this Throwback episode of the Negotiations Ninja podcast, we dive back to episode 119 with Dan Oblinger. Dan is a seasoned crisis negotiator and author. He shares a story about talking a young woman down from a bridge. Doing so successfully took active listening to understand the situation. It took connecting with the person he was trying to save. Dan emphasizes that before you even put yourself into a crisis negotiation, a lot of pre-work and practice is required. To hear Dan's full thoughts on successful crisis negotiation, listen to this special episode! |
Oct 01, 2020 |
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How to Implement a Great Exit Strategy
23:24
How to raise money for a startup is a frequent topic of conversation. But there’s a lot of information lost on the back end of the conversation: how to exit. Do you have an exit strategy for your business? How do you plan an exit? Erik Kostelnik is the founder and CEO of Postal.io. He knows how to negotiate a great exit. Surprisingly, it starts before you even build your business. How? Listen to this episode of the Negotiations Ninja podcast to find out! Outline of This Episode
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Sep 28, 2020 |
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Throwback Thursday with Shane Ray Martin
34:28
In this Throwback Thursday episode of Negotiations Ninja, we jump back to episode #104 with long-time listener and fan: Shane Ray Martin. In this episode, we talk about how Shane has applied what he’s learned to his sales job—and his volunteer work with a suicide hotline. We also dive into a discussion of Robert Cialdini's work on influence. This episode is all about learning and then applying that knowledge to drive change. Don’t miss it! |
Sep 24, 2020 |
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How to Master Virtual Negotiations
23:19
What does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get to a great deal? How do you decide what mode of communication to use? In this episode of Negotiations Ninja, Giuseppe Conti explains the benefits of each mode of communication and which to choose for optimal results. Giuseppe has been in procurement for over 25 years. He’s held senior roles with Procter & Gamble, Novartis, Firmenich, and Merck—in 5 different countries. In 2005 he started teaching negotiation at a business school. Now he teaches at 14 different schools, including 10 of the top 12 names in Europe—Oxford being one of them. He helps his consulting clients negotiate real-life deals. Don’t miss out on his extensive expertise! Outline of This Episode
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Sep 21, 2020 |
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Throwback Thursday with Cal Chrustie
33:32
In this Throwback Thursday episode, we jump back to episode #89 with Cal Chrustie. Cal covers the three S's: strategy, structure, and self. He talks about how to properly strategize for a negotiation, what a negotiation's structure should look like, and how the concept of self plays a role throughout this process. Don't miss this engaging episode with war-time and hostage negotiation expert Cal Chrustie. |
Sep 17, 2020 |
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Richard Ham: Journalist to Master Negotiator
30:29
Where are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract negotiations and dispute resolution. Saving YOU money is their bread and butter. It’s all about investigative research and digging into the details. They find the truth and present the data to their clients. It’s up to the client to take action—or ignore it. In this episode of Negotiations Ninja, Richard Ham—the CEO of Fine Tune—shares some of the strategies they use to successfully resolve conflict. Outline of This Episode
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Sep 14, 2020 |
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Throwback Thursday with Marty Latz
21:02
In this Throwback Thursday episode we return to episode 113 with Marty Latz, the CEO of Latz Negotiation. Marty shares some priceless negotiation wisdom. Marty emphasizes the necessity of deeply listening to the other party—that negotiation is more about listening than persuading. He delves into the importance of asking the right questions. What are the core influencers behind their positions? Do you have the insight necessary for a successful outcome? Have you prepared properly for the negotiation? Don't miss this insightful throwback! |
Sep 10, 2020 |
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The Role of AI in Negotiation
25:47
How can AI make your negotiations more efficient? How can it improve outcomes for your organization? What will the ongoing role of AI be moving forward? These are some of the questions Martin Rand—Founder and CEO of Pactum AI—answers in this episode of Negotiations Ninja. While AI is still considered a new frontier to some, it is quickly becoming more applicable to the everyday functions of a business. Tune in to this episode to find out how it could impact you—positively OR negatively. Outline of This Episode
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Sep 07, 2020 |
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Throwback Thursday with Chris Voss
31:46
In this special Throwback Thursday episode of the Negotiations Ninja podcast we jump back to episode #43 with Chris Voss. Chris Voss is a HUGE name in the field of negotiations. In this episode we take a deep-dive into the nuances of his book: Never Split the Difference. It’s full of tactical tips + strategies that every negotiator needs to hear. Don’t miss it! |
Sep 03, 2020 |
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How to Overcome the Barriers to Change
24:46
Why are people reluctant to change? What are the barriers to change? How do you overcome them? According to Jonah Berger, you have to find the catalyst that’s needed to create the change to overcome those barriers. In this episode of Negotiations Ninja, Jonah talks about the 5 most common barriers and how to overcome them to create lasting change. Don’t miss it! Jonah has been a marketing professor at the Wharton School of Business at the University of Pennsylvania for 13 years. He researches social influence, word of mouth, and why products, ideas, and behaviors catch on. A couple of years ago he wrote Contagious: Why Things Catch On and more recently wrote the book The Catalyst: How to Change Anyone's Mind. Outline of This Episode
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Aug 31, 2020 |
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Throwback Thursday with Gary Noesner
33:34
This week's Throwback Thursday is a reboot of episode #118 with the one and only Gary Noesner. Gary was the lead negotiator at the Waco Siege. In this episode, he shares what contributed to the regrettable outcome, how to deal with negotiation standoffs, and the similarities between business and hostage negotiations. The negotiation lessons you’ll receive from this conversation are priceless. Don't miss this throwback! |
Aug 27, 2020 |
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How to Overcome Bias in Negotiation
24:59
How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation. Outline of This Episode
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Aug 24, 2020 |
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Throwback Thursday with Robert Greene
34:03
This Throwback Thursday episode takes us back to episode #100 with Robert Greene. This episode is a discussion around negotiating power and why the motives behind power moves aren't always bad. Robert also touches on the topics of misdirection, masked intentions, predictability, action vs. planning in negotiation, and much more. Don't miss this throwback! |
Aug 20, 2020 |
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The Power of Story in Negotiation
29:53
Josh Weiss believes very deeply in the power of story. When you tell a story, there isn’t debate because they’re real things that really happened—not just theory. When people are skeptical of negotiation, its value, or its applicability it's often based more on myth than fact. So Josh set out to show people what negotiation looks like in real-life in his new book, The Book of Real-World Negotiations. In this episode of the Negotiations Ninja podcast, Josh shares some of the stories that can bring immense value to the negotiation process. Don’t miss it! Josh co-directs a project with William Ury at Harvard called the Global Negotiation Initiative. He directs Bay Path’s Master of Science in Leadership and Negotiation (which is completely online). Josh is also a negotiation consultant who works with numerous organizations. Outline of This Episode
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Aug 17, 2020 |
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Suicide Prevention: What you NEED to Know
23:07
Many people are struggling in the midst of the Coronavirus crisis. Some have lost their jobs and were the only source of income for their family. Others have become ill or know someone who has passed away. Many people feel lonely and isolated from loved ones and are struggling with thoughts of suicide. What do you do if a friend or family member is suicidal? What are some suicide prevention tips? What resources are available to guide you? Scott Tillema shares important suicide prevention strategies in this episode of Negotiations Ninja. Do not miss it. Scott is a Police Lieutenant currently serving as the Department Coordinator of Training and Emergency Services in the Chicago suburbs. Scott spent many years in police hostage and crisis negotiation. Now, Scott works with the Schranner Negotiation Institute as a trainer and with the BigSpeak Speakers Bureau as a keynote speaker. Scott also travels the country speaking to police hostage negotiators, offering insight and training. Outline of This Episode
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Aug 10, 2020 |
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What is a Group Purchasing Organization?
27:26
What is a Group Purchasing Organization? How can it benefit procurement in numerous businesses? How does a Group Purchasing Organization fit into your overall procurement strategy? In this episode of Negotiations Ninja, Anthony Clervi joins us to answer these questions and convey the usefulness of a partnership with your business. Anthony Clervi is the president and CEO of Una. He helps companies of all shapes and sizes save money on indirect products—from office supplies to telecommunications. His goal is to connect with their supplier partners and members in a way that offers value to all parties. Outline of This Episode
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Aug 03, 2020 |
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Busting Negotiation Myths
31:18
If you want a glimpse into the conversations experienced negotiators have on a daily basis—a sort of “scotch talk”—tune in to this episode of Negotiations Ninja! Dan Oblinger and Allan Tsang join me for a Q&A session where we dispel some common myths about negotiation. We chat about changing your mindset and viewing negotiation as a craft—not a gimmick. Dan Oblinger is a business consultant and negotiation coach with 10+ years of crisis negotiation experience under his belt. Allan Tsang, by day, is a negotiation coach and trainer to executives, entrepreneurs, and professionals. By night...he is also a negotiation coach and trainer—working with people in Asia. Outline of This Episode
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Jul 27, 2020 |
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How to Embrace an Eastern Mindset in Negotiation
29:09
How do you apply an Eastern mindset in negotiation? What are some of the core principles that Eastern cultures base their negotiations on? How can an American embrace some of these principles to create long-term and successful relationships? Mala Subramaniam joins me in this episode of Negotiations Ninja to educate us on Indian and East-Asian negotiation and how it differs from American and/or European styles. She also shares seven successful behaviors you can embrace from an Eastern mindset that will have a long-term impact on your negotiations. Mala Subramaniam is an executive coach, corporate speaker, and cross-cultural trainer who has spent over 20 years blending Eastern and western negotiation styles. She is also the author of the book: Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations. Don’t miss her expertise and insight in this informative episode. Outline of This Episode
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Jul 20, 2020 |
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Genius Negotiation Tactics You Can Learn From a Car Salesman
21:20
Are you a car salesman or sales negotiator? Do you understand what the car sales process should look like? Even if you aren’t a car salesman, this episode of Negotiations Ninja is packed with some amazing insight on sales negotiation. Tim Kintz—the President of the Kintz Group—shares how to make the sales process more effective from a different perspective. Tim offers consulting for the retail side of the automotive industry—everything from training, to seminars, to workshops at Top Golf. If you want to get into the mind of your buyer, don’t miss this episode of Negotiations Ninja! Outline of This Episode
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Jul 13, 2020 |
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The Need for Innovation in Procurement
36:40
Dr. Elouise Epstein is a digital futurist and dot-connector in the world of procurement. She believes if you’re going to bring a new procurement operating model into this new world—and operate in the 21st century—it’s all got to start with digital. Dr. Elouise focuses specifically on digital excellence in procurement and supply chain. She’s a proponent of understanding emerging innovation in digital technologies. She has over 20 years of experience designing digital procurement and supply chain strategies for fortune 500 companies. Listen for a fascinating conversation directed towards those ready for a continuous shift into the future. Outline of This Episode
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Jul 06, 2020 |
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Resolving Conflict with Optimal Outcomes
33:56
Do you avoid resolving conflict in negotiations? Do you avoid any and all conflict in general? This is a common tendency and human nature for most, but not what you want to embrace to be a successful negotiator. In this episode of Negotiations Ninja, Dr. Jennifer Goldman-Wetzler shares some of her conflict resolution strategies that you can use to become aware of and change your own behaviors. Don’t miss her expertise and insight into resolving conflict. Dr. Jennifer Goldman-Wetlzer is the founder and CEO of the Alignment Strategies group. She holds a Ph.D. in Organizational Psychology from Columbia University—and is now a professor at the same university. She specializes in helping individuals and organizations find freedom from challenging conflict. She recently penned the book: Optimal Outcomes: Free Yourself from Conflict at Work, at Home, and in Life. Outline of This Episode
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Jun 29, 2020 |
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Powerful Negotiation Strategies and Tactics
22:17
The negotiation strategies and tactics that you utilize can make a powerful difference in the outcome of your negotiation. How do you handle objections? What is the focus of your negotiation? Do you ask open-ended questions? Every step of the process is helped by the right negotiation strategies. In this episode of Negotiations Ninja, Alexandra Carter shares her insight into the world of negotiation. Don’t miss it! Alexandra Carter is the Director of the Columbia Law School’s Mediation Clinic. She is a professor that focuses on teaching mediation and dispute resolution in negotiation. She recently published her book: Ask for More: 10 Questions to Negotiate Anything. Alexandra is a world-renowned negotiation trainer for the United Nations and has taught numerous negotiation workshops to hundreds of diplomats. Her expertise is unquestionable. Outline of This Episode
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Jun 22, 2020 |
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How Anthony Sarandrea Finds Success Using a Blunt Negotiation Style
21:35
Do you have a blunt negotiation style? Or are you more diplomatic in your approach? While negotiation styles can vary greatly, Anthony Sarandrea is an advocate for cutting the crap and getting down to business. What does that look like? How does his blunt negotiation style move the negotiation forward? Listen to this episode of Negotiations Ninja to find out. Anthony Sarandrea is an entrepreneur extraordinaire that helps entrepreneurs scale their business(es). He’s recognized as one of the top lead generators in the world focusing in the health, finance, and legal space. One of his businesses—SiteFlood—generates thousands of inbound leads a day. He’s been recognized as one of Forbes 30 Under 30. Don’t miss this solid conversation. Outline of This Episode
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Jun 15, 2020 |
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Why You Need to Know the Desired Outcome of a Negotiation
23:28
A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book Gap Selling: Getting the Customer to Yes is the special guest on this episode of Negotiations Ninja. Listen to this episode as we talk about the ins and outs of his gap selling sales strategy. Keenan is the CEO of “A Sales Guy Consulting” and “A Sales Guy Recruiting.” He’s also the best-selling author of multiple books (Gap Selling and Not Taught). His strategy is a game-changer for sales organizations, geared towards helping them find long-term success. Don’t miss his unique and successful take on sales! Outline of This Episode
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Jun 08, 2020 |
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Learning Legal Negotiation
28:34
Most lawyers are not properly trained in legal negotiations. In many law schools, negotiation classes are offered—but not mandatory. So how does a lawyer cultivate the necessary skills and learn to negotiate effectively? Dr. Claudia Winkler joins me today to open the discussion about legal negotiation. We talk about the perception of lawyers’ abilities, managing emotion, planning a legal negotiation—and more. Don’t miss this episode of Negotiations Ninja! Dr. Claudia Winkler is the founder and lead trainer at The Negotiation Academy™. She holds a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She desires to help lawyers leverage their communication and negotiation skills to become the super-negotiators of tomorrow. Listen for a glimpse of her story and an overview of negotiations for lawyers. Outline of This Episode
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Jun 01, 2020 |
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Embracing Cultural Intelligence in Negotiation
26:48
Negotiators don’t always take into consideration the importance of understanding cultural intelligence. Culture isn’t just an outlying factor, but it’s pervasive and impacts every moment of a negotiation. In this episode of Negotiations Ninja, Mark Davis joins me to talk about the impact of culture, the lens through which we can understand it, and how it influences your decision-making. Mark Davis is a negotiator who emphasizes the importance of cultural intelligence. Negotiating with people from different cultures—and organizational cultures—is becoming more and more common. To be effective at what we do, we must learn to adjust and adapt our negotiation techniques to find success for both parties. Listen for his expertise in cultural intelligence. Outline of This Episode
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May 25, 2020 |
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Communication in Sales Management
25:58
Those in sales management know it can be a difficult task. Managing sales teams, working with business owners, and managing integration with the rest of the business can be rough to navigate. Many sales managers have mastered their craft, while others are in the position simply for more money. But good sales managers can teach us a lot about communication, conversation, and negotiation. Rene Zamora joins me in this episode of Negotiations Ninja to share his expertise in sales management and communication. Rene is an expert sales management consultant who specializes in working with small business owners and their sales teams to redefine their relationships—and begin to sell more effectively. Over the years, Rene has learned what transforms sales teams and pushes them to excel. Don’t miss his expert advice! Outline of This Episode
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May 18, 2020 |
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Conflict Resolution in Negotiation
33:16
Conflict resolution in negotiation is important for a negotiator to master—or at the very least learn to understand. You must be able to find confidence in the conflict, which is one of the main themes running through Kwame Christian’s new book: Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict. Listen to this episode for an inside look at his book. We also cover conflict resolution—both internally and externally—and a psychological aspect of negotiation often overlooked. Kwame Christian is a Negotiation & Conflict Resolution Training Consultant as well as a business lawyer, mediator, and skilled negotiator. He is the Director and Lead Trainer at the American Negotiation Institute as well as the host of the Negotiate Anything podcast. He is passionate about empowering professionals to find confidence in conflict and navigate difficult conversations like master negotiators. Don’t miss his unique and engaging insight into the world of negotiation. Outline of This Episode
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May 11, 2020 |
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Q&A Session: Negotiating During the Coronavirus Crisis
53:37
The Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NEED to change our tactics? What are some strategies we can use to navigate this pandemic? Today’s episode of Negotiations Ninja is a Q&A with Gary Noesner and Allan Tsang, with Shane Ray Martin moderating. Gary Noesner is a former FBI Negotiator and author of “Stalling for Time: My Life as an FBI Hostage Negotiator.” Allan Tsang is a negotiation coach for entrepreneurs and professionals and the founder of 88 Owls. He helps negotiators get what they want without unnecessary compromise. Shane Ray Martin is a speaker who’s passionate about negotiation, sales, and positivity. His goal is to help entrepreneurs become more self-confident and be more fulfilled. Outline of This Episode
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May 04, 2020 |
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Why People Buy [the Psychology Behind Buyer Intent]
24:40
Why people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode of Negotiations Ninja, David Priemer joins me to share some of the science behind buying behavior. We talk about buyer experience, the importance of listening, and leveraging technology to help you learn. David Priemer started his career as a research scientist and landed in the sales world by accident. After 20 years of working with 4 different startups and at Salesforce, he launched Cerebral Selling. His goal is to equip salespeople to become modern sellers who think like their buyers and are more effective because of it. Don’t miss the stellar insight he has to offer. Outline of This Episode
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Apr 27, 2020 |
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The Importance of Negotiation Preparation
33:40
Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills. Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who’s been in sales for over 20 years. Outline of This Episode
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Apr 20, 2020 |
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Negotiation Strategies Straight From [Famous Mentalist]
30:38
What can a mentalist teach negotiators about their craft? A mentalist can be thought of like a magician or psychic—someone who exhibits abilities that seem supernatural. Banachek describes his craft, in short, as the ability to “Take my five known senses to create the illusion of a sixth sense”. It’s a combination of experience, intuition, and known means of persuasion. In this episode of Negotiations Ninja, Banachek joins me to share how his skills can be useful in negotiation—be sure to listen. Banachek is a magician and mentalist, who instantly became known around the world for convincing scientists that his abilities were genuine psychic powers. His goal was to prove their standards weren’t rigorous enough even though they thought they were smart enough to see through an illusion. In the end, when they were convinced, he explained it was all a sham. He’s gone on to find a lucrative career as a mentalist, astounding people with his unique skill. Outline of This Episode
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Apr 13, 2020 |
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Effectively Communicating in Crisis
40:56
As an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it’s hard to see a light at the end of the tunnel. As business owners and entrepreneurs, how do we communicate with our employees and our customers during this time? How do we step up as leaders and reassure those we are responsible for? My friend and mentor, Marty Park, joins me in this episode of Negotiations Ninja to share his insight. Marty refers to himself as a “chronic entrepreneur” with over 25 years of experience. He’s owned and operated 13 different companies in multiple industries. He’s also lived through the housing market crash. Listen to this episode as we share our perspective on the crisis we all find ourselves entrenched in. Outline of This Episode
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Apr 06, 2020 |
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Negotiation Methods Beginners Must Learn
22:13
Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, you don’t always know who to trust and who to learn from. In this episode of Negotiations Ninja, the well-trusted procurement professional Josh King joins me to share some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Josh King is the Vice President and Chief Procurement Officer at American Water. After college, he joined the navy where he was a submarine officer for 7 years. During his last two years of service, he got his MBA at Villanova. While there, he took a supply chain class and loved it. He got into consulting and focused on supply chain for utilities, eventually ending up in utilities, where he is now. Outline of This Episode
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Mar 30, 2020 |
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The Impact of Artificial Intelligence on Procurement Negotiation
29:16
The use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform called Bid Ops. Bid Ops is one of the first companies to use artificial intelligence to fully automate supplier negotiations. Edmund Zagorin joins me in this episode of Negotiations Ninja to talk about how Bid Ops forecasts the outcome of a negotiation, develops quotes, and helps smooth the negotiation process. Edmund is the founder and CEO of Bid Ops. He started his career as a procurement officer as well as the Assistant Program Director for Debate at the University of Iowa. It was there he learned to see the correlation between debate and negotiation tactics. He researched procurement with ProductBio and became a Bid Manager at Electronic Auction Services. Listen to this episode to hear how his combined experience led him to create a sourcing enablement platform making waves in the industry. Outline of This Episode
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Mar 23, 2020 |
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Learn How to ‘Pitch Anything’
31:58
Are you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything. Oren is the Director of Capital Markets at Intersection Capital where he provides training, management, and advisory services. He is the President and CEO of Pitch Anything, and author of the books Pitch Anything and Flip the Script: Getting People to Think Your Idea Is Their Idea. He’s all about getting deals done efficiently and effectively. If you’re ready to engage and persuade on a higher level, don’t miss this fun-filled episode! Outline of This Episode
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Mar 16, 2020 |
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Sales and Procurement Need to Engage in Genuine Conversations
38:09
Sales and procurement view each other as enemies—but don’t work to change that mindset. Both sides feel that the other doesn’t understand what they do and they have no empathy for each other. My guest today agrees that this needs to change. Sales and procurement need to start having real and genuine conversations. In this episode of Negotiations Ninja, John Barrows joins me to start the conversation. Listen along as we chat about preparing for an impending market correction, the animosity between procurement and sales, and how to facilitate open dialogue between the two. John has been in sales his entire career. He was VP of Sales & Marketing with Thrive Networks and Director of Sales & Training with Basho Technologies. Seven years ago, he launched JBarrows Sales Training. He’s passionate about providing customized training using proven sales techniques to help salespeople drive results. Outline of This Episode
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Mar 09, 2020 |
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What is a Sales Development Representative?
31:58
What is a Sales Development Representative? with Morgan J Ingram, Ep #125 If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy. Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he’d have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR. Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement. Outline of This Episode
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Mar 02, 2020 |
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Mastering Sales Negotiation Skills
32:58
Mastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or service from everyone else. Closing a sale used to mean sitting in a boardroom until a deal was accomplished. Now, sales professionals are forced to be more creative. We no longer live in a world of black-and-white and each potential client wants a unique deal catered to them. My guest today, Kim Orlesky, knows the tactics and sales negotiation skills it takes to close deals while also building career-long relationships with clients. She was in corporate sales for over 10 years and is now the President of KO Advantage Group, selling high-value services in a B2B environment. Join us in this episode to learn negotiation skills and tactics from the unique perspective of a sales expert. Outline of This Episode
Resources & People Mentioned
Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Kim Orlesky
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Feb 24, 2020 |
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Negotiating Across Cultures
24:32
Negotiating across cultures adds a level of complexity to the negotiations process that many people don’t take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingly simple words and phrases that are understood differently, making this type of negotiation difficult at best. The opportunity to learn from those who are in the trenches of international negotiation regularly is priceless, especially when the subject of our study is someone who consistently does this kind of negotiation well. My guest on this episode is one of those people, International negotiator and trainer Mihai Isman. He is a negotiation and conflict resolution expert who specializes in addressing difficult but important efficiency barriers for national and international corporations and medium-sized companies. His keen insight into the differences between Western and European negotiators, their cultures, and consequently their approaches is something all of us can learn from. Be sure you listen carefully.. Outline of This Episode
Resources & People MentionedGet a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mihai Isman
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Feb 17, 2020 |
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Keys To Developing Negotiation Skills That Work
26:49
Every negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on this episode is Mohammed Faridy, a man who has great insight into the subject because he put himself on a trajectory toward constant improvement from his early days as a negotiator. It was working at Citibank that he found two excellent negotiation mentors who helped him get his bearings and hone his skills in IT contract negotiations. Today, Mohammed provides negotiations consulting and training and serves as CEO of OneView, a technology procurement software as a service. That role puts him on the other side of the procurement negotiations table, which makes his dual-perspective rare and valuable, so be sure you listen. Outline of This Episode
Resources & People Mentioned
Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mohammed Fardidy
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Feb 10, 2020 |
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Powerful Lessons From Trade Tensions And Negotiations With China
28:10
The 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both parties have distinct approaches to negotiation that inform how they have positioned themselves and neither party wants to lose face on the world stage. It’s not only a clash of world powers who have very different goals, in many ways, it is a clash of cultures as well. My guest on this episode is Allan Tsang, a man who is uniquely qualified to comment on what’s happening in this International trade negotiation. Allan is a Chinese-American who was born in China, raised in Ghana (Africa), and moved to the U.S. around 1990. His career path took him from design, to instructional technology, to conflict analysis and resolution. He’s been doing high-level consulting for large organizations, entrepreneurs, and startups in the areas of strategy and negotiation since the mid-90s. Join us for this fascinating conversation that reveals the importance of a long-view strategy in negotiations and hones in on specific negotiation tactics being used by both sides. Outline of This Episode
Resources & People MentionedGet a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Allan Tsang
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Feb 03, 2020 |
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Learning From Failed Negotiations With Terrorists
41:51
Terrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiations with them better than Cal Chrustie. Likewise, there’s no one better to teach us how to make the most out of those failures. Cal served for 34 years with the Royal Canadian Mounted Police and has also served as a Negotiations Mediator for the United Nations in the former country of Yugoslavia. He’s been involved in some of the highest stakes negotiation scenarios you can imagine. On this episode, he shares the most valuable lessons he learned from the most painful failed negotiation he’s ever experienced - one involving a terrorist group and the execution of hostages. Outline of This Episode
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Jan 27, 2020 |
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Effective Negotiation Will Never Happen Without This
24:38
My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don’t let the fact that his negotiations often happened in life and death situations convince you that his experience is worlds apart from whatever it is that you do. It’s not. What he learned in that high-pressure environment transfers across the board to every discipline. You can apply the principles to procurement, sales, and a variety of other business applications - not to mention your personal relationships.. Dan Oblinger is a hostage negotiator, author, international keynote speaker, and fuel behind the Leadercraft brand of workshops and training. He graduated from the FBI National Crisis Negotiator Course in 2018 and teaches frequently on the topics of active listening, negotiations, ethics, leadership, culture, and crisis management. The stories he shares in this episode illustrate that the power behind successful negotiations is not in the words you use, but in the words you don’t use. Join us for this insightful and practical conversation. Outline of This Episode
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Jan 20, 2020 |
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Negotiations Lessons from the Field
33:34
Negotiation Lessons From The Field, with Gary Noesner, Ep #119 Many times the hardest negotiation lessons to learn are hard because they are painful. Those learned in real-life failed negotiations can be among the most valuable. The Waco Siege of 1993 stands out as one of the most tragic and mishandled negotiations in American history. Many observations have been made about what happened there, but the FBI hostage negotiators who were on the scene are the ones who know best what went wrong—and why.. Gary Noesner was the lead negotiator at that event He retired from the FBI after 30 years as an investigator, with 23 of those years being in the role of a negotiator. He retired as the Chief of the FBI’s Crisis Negotiation Unit, Critical Incident Response Group and was the first person to hold that position. As the lead negotiator at the Waco Siege, Gary shares openly about what contributed to the regrettable and terrible outcome experienced there. The negotiation lessons you’ll receive from this conversation are priceless. Outline of This Episode
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Jan 13, 2020 |
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Negotiate Like an Entrepreneur
31:19
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Jan 06, 2020 |
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New Years Episode
36
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Dec 30, 2019 |
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Christmas Episode
02:52
The end of each year brings an opportunity to reflect on our achievements before beginning new adventures. 2019 has been amazing: The Negotiations Ninja podcast made the number one negotiation podcast in the world. First-rate guests have been essential to the podcast’s success. |
Dec 23, 2019 |
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Small and Medium Business Negotiation
16:57
Business negotiation, whether carried out by small, medium, or large business personnel, is a skill that must be developed. But small and medium business approaches to negotiation need to be better informed if they are to succeed when competing against the larger companies. My guest on this episode, James Orsini, brings a wealth of insight to us through his experience as an agency leader and from teaching small and medium business leaders how to be more successful, not only in negotiations but in business in general. Outline of This Episode
Resources & People MentionedGet a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with James Orsini
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Dec 16, 2019 |
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Priceless Negotiation Wisdom
21:12
One of the most plentiful commodities available to anyone who wants to learn is the wisdom of others in our field. As negotiators, we need to avail ourselves of this amazing resource every chance we get. This episode is filled with pearls of negotiation wisdom from my friend, the one and only Marty Latz. You’re going to hear Marty’s personal and career negotiating successes as well as some situations that didn’t go well. He has some fantastic insights into the key skills every negotiator needs to master, the things people miss in personal and professional negotiations most often, and why preparation (in a variety of ways) is so vital to a successful outcome. Marty shares principles of negotiation wisdom you’ll want to remember, so take notes on this one. Resources & People Mentioned
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Dec 09, 2019 |
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The Realities of Crisis Negotiation
28:43
Nobody would assume that crisis negotiation is easy, but few of us truly know just how hard it is. My guest on this episode, Mark Lowther, is one of those who know the reality first-hand. Mark’s diverse catalog of experiences ranges from serving in the United States Marines to two Metro SWAT teams where he was involved in and all levels of negotiations, including the first known hostage negotiations involving social media. Mark has extensive background and training in suicide intervention and on this episode, you’ll hear him describe the most difficult and disappointing negotiation of his career which involved a young woman who was committed to taking her own life. Join us for this conversation to see the true face of crisis negotiation. Outline of This Episode
Resources & People MentionedGet a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mark Lowther |