Negotiations Ninja Podcast: Recent Episodes
Mark Raffan
Negotiations Ninja Podcast is the number one negotiation podcast in the world. We develop and deliver the most engaging negotiation content on the planet.
We explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success. We host negotiation experts, business people, and entrepreneurs from all walks of life and discuss which negotiation tactics work, which negotiations tactics don't work and how we can improve our negotiation skills.
According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once they’ve made their observation, they’ll spend every interaction looking for cues to confirm what they felt (correct or not). So how do you convey trustworthiness? Through nonverbal communication. Dr. Abbie Maroño shares her #1 starting place for appearing more trustworthy through nonverbal communication in this fascinating throwback episode of Negotiations Ninja.
Dale Carnegie is a global training organization with 200 operations in 86 countries. Its instructors teach the Dale Carnegie course following the model he developed over 100 years ago.
Joe Hart took the course as a young lawyer, and it changed the trajectory of his life. He left law and went into business, and the course helped him see a different vision for his future.
Joe and Michael Cromm wrote “Take Command” because they were profoundly impacted by the Dale Carnegie principles and program. Joe shares how you can implement some of those principles immediately in this episode of Negotiations Ninja.
Outline of This Episode * [1:39] Learn more about Joe Hart * [4:27] Self-confidence is a mindset shift * [9:12] The importance of building good habits * [14:32] Taking command of your relationships * [17:20] Why you need to stop criticizing others * [20:11] Being an intentional leader
Resources & People Mentioned * “Take Command” by Joe Hart and Michael Crom
Connect with Joe Hart * 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
How do you handle stressful conversations? Do you know how you’re likely to react? Do you default to being aggressive or combative? It’s crucial that you understand how you react—i.e. your “style under stress”— in tense situations to change how you show up in the moment. Navigating these conversations is Joseph Grenny’s specialty. He shares where to get started in this throwback episode of Negotiations Ninja.
Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, “Getting to Yes” was the book on negotiation. More recently, “Never Split the Difference” has become the book on negotiation.
The vast majority of people read the top-selling book(s) in a category and think they’re fully educated. That’s just impossible. In this episode of Negotiations Ninja, Andreas Winheller, a negotiation consultant and trainer, shares why no one way is the “best” way.
Outline of This Episode * [1:48] Learn more about Andreas Winheller * [2:28] The cultural differences at play * [4:32] The two main approaches to negotiation * [8:47] The economic-grounded negotiation approaches * [12:14] Rational versus irrational negotiation * [20:18] Account for decision fatigue * [25:47] The upcoming training with Gary Noesner
Resources & People Mentioned * Misbehaving: The Making of Behavioral Economics * Experiencing Physical Warmth Promotes Interpersonal Warmth * Extraneous Factors in Judicial Decisions
Connect with Andreas Winheller * Connect on LinkedIn * Verhandlungs Performance
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
Every culture has different foundational beliefs. We may recognize the same brands and use the same products worldwide but we behave far differently. Eliane Karsaklian learned this firsthand from living in different countries.
In this throwback episode, she shares how negotiating with different cultures has to start with a mindset shift. The best way to see success is through working with an expert in that culture. She shares why that’s the key in this conversation.
How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He’s written several novels and non-fiction, including “Story Worthy.” He owns “Speak Up Storytelling” and “Story Worthy MD” to help people learn to become better storytellers—because everyone has stories to tell, they just don’t know it. He simplifies the story-gathering process in this episode of Negotiations Ninja.
Outline of This Episode * [2:33] Learn more about Matthew Dicks * [4:30] Everyone has stories to tell * [6:20] Speak on theme, message, or meaning * [8:30] Homework for life: gathering stories * [14:15] Why location and action are important * [19:02] How to weave stories into conflict resolution * [23:49] How to make sure your stories connect * [27:51] Have we lost the art of storytelling?
Resources & People Mentioned * Matthew’s “Homework for Life” TedTalk * Storytelling Courses & Workshops * Storyworthy * The Moth * The Bluest Eye
Connect with Matthew Dicks * Matthew’s Website
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
One of procurement's roles is to achieve cost savings while balancing the needs of the company. Predictive procurement starts with defining things like:
- What has to be true for the prediction to be accurate
- The level of confidence of the person making the prediction
- If something changes, is the prediction invalid?
Predicting cost savings isn’t easy. That’s why Edmund Zagorin leverages technology. Learn why you should invest in predictive procurement technology in this throwback episode of Negotiations Ninja.
Logic and rational thinking don’t always work to convince someone to do something. People hear “Storytelling” and think of novels, movies, TV shows, etc. They don’t see it as what it is: A skill. Intuitively, people connect through stories. It’s how we make sense of the world. Storytelling moves someone toward action. And storytelling increases credibility. Mark Carpenter shares how to craft a simple yet compelling story—and shares how they boost your credibility—in this episode of Negotiations Ninja.
Outline of This Episode * [2:31] Learn more about Mark Carpenter * [4:13] Storytelling increases credibility * [7:15] What do great stories include? * [10:39] Simplify your storytelling * [15:02] How to get comfortable telling stories * [17:17] How to turn an experience into a story * [20:41] Learn more about Story-catching
Resources & People Mentioned * The Hero's Journey: Joseph Campbell on His Life and Work * Master Storytelling
Connect with Mark Carpenter * Get Mark’s FREE resource: Story Catcher * Master Storytelling * 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
When it comes to tense emotional situations, getting a commitment from the counterparty can be tough. We know that a commitment usually leads to positive outcomes. So how do we leverage emotion to help people make logical commitments? Svitlana Kalitsun—a Ukrainian negotiation expert and lawyer—shares her thought-process in this throwback episode of Negotiations Ninja.
William Ury is one of the most well-known—and experienced—names in the field of mediation and negotiation. He’s worked around the globe in every circumstance imaginable. In this episode of Negotiations Ninja, we talk about what he’s learned throughout his storied career, including what he’s learned from the failures.
Outline of This Episode * [2:43] Learn more about William and his career * [5:11] The negotiation that impacted William’s life * [8:22] Who influenced William’s career * [11:17] What William learned from a failed negotiation * [22:23] How artificial intelligence is impacting negotiation * [26:28] The art of what’s possible * [31:24] What’s next for William
Resources & People Mentioned * Possible: How We Survive (and Thrive) in an Age of Conflict
Connect with William Ury * Connect on LinkedIn * Follow on Twitter
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
If a conversation with an employee has become a disagreement and you can’t seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja.
Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the line to make this deal a reality in this episode of Negotiations Ninja.
Outline of This Episode * [1:58] Learn more about Mario Martinez * [3:32] Laying the foundation for the deal * [12:10] Negotiating the $46 million deal
Connect with Mario Martinez * Connect on LinkedIn * Vengreso * FlyMSG * The Modern Selling Podcast
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
Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there’s one underlying theme: empathy. Developing true empathy for the other party—though exceedingly difficult—can sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja.
Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He’s been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when you’re hit with the realization dictates whether or not you’ll become a competent negotiator. Learn more in this intriguing episode of Negotiations Ninja.
Outline of This Episode * [2:05] Learn more about Keld Jensen * [3:33] Why most negotiators are unconsciously incompetent * [8:56] How do you tell if you’re losing a negotiation? * [13:32] Negotiating how to negotiate * [19:03] The use of artificial intelligence in negotiation
Resources & People Mentioned * Getting to Yes: Negotiating Agreement Without Giving * Never Split the Difference * The Trust Factor
Connect with Keld Jensen * Keld’s NEW book: Negotiation Essentials * Keld’s Website * 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
Scope of work clauses aren’t technically complex or complicated. But they’re where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja.
Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.
Outline of This Episode * [2:20] Learn more about Justin Michael * [6:10] Anchoring in negotiation * [9:49] Can you anchor too high? * [15:03] Is it a matter of confidence? * [16:33] How to persuade a C-level individual * [19:19] Sales is the transference of belief * [22:30] People buy emotionally and rationalize with logic * [27:24] Be selective about your clients * [30:29] Learn more about Justin’s new book
Resources & People Mentioned * Tech-Powered Sales: Achieve Superhuman Sales Skills * Sales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline Growth * Justin Michael Method 2.0 * The JOLT Effect
Connect with Justin Michael * Connect on LinkedIn * Follow on Twitter * Justin’s Substack
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
Have you ever heard a counterpart say, “This is how we’ve always done it” when they don’t want to make a change? How can you help them move beyond their argument to see the potential of your solution? Help them see the “precedent” or characteristics from past positive outcomes that will be the same for them. Learn how to do just that in this throwback episode of Negotiations Ninja with Joel Trachtman.
How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to different people depending on different things. What makes James qualified to address this unique subject?
James has been in the wine industry for 30+ years in multiple countries with multiple vineyards. He runs “Fine Vintage” with 20 wine schools across North America. He also runs a wine tourism business, taking people on trips around the world. James has earned the “Master of Wine” designation, achieving the highest standard of professional knowledge in the world.
James has also been involved in numerous vineyards, wineries, and brand acquisitions. He shares his expertise on buying a vineyard in this episode of Negotiations Ninja!
Outline of This Episode * [1:46] Learn more about James Cluer * [3:53] Why do you want to buy a winery? * [6:40] Buying a winery: Negotiating the intangibles * [11:46] Why finding the right site is important * [18:45] Buy a winery or start from scratch? * [21:10] Due diligence in the wine industry * [25:30] Why you should plan before buying
Connect with James Cluer * Email James at James@FineVintageLTD.com * Fine Vintage LTD
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
In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. According to David, reactance is “Psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.” When you’re told you can’t do something, you want to do it even more. But triggering reactance in someone reduces your ability to influence them. Find out how you counteract the psychological phenomenon in this throwback episode of Negotiations Ninja!
Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likability, authority, and trust. They can’t always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell will share how to do just that in this episode of Negotiations Ninja.
Outline of This Episode * [1:26] Learn more about Ian Campbell * [2:13] How value fits in the sales funnel * [5:39] How to structure value in your funnel * [7:24] Definitions of benefits, MPB, ROI etc. * [10:37] Translating benefit(s) to ROI * [16:57] Ian’s experience in the Ferrari Challenge series
Connect with Ian Campbell * The Value Sale: How to Prove ROI and Win More Deals * 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
Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage in dialogue to avoid escalating to disputes.
In this throwback episode of Negotiations Ninja, Mark gave us a firsthand look at what was happening in the war zone. As the war between Russia and Ukraine still wages, we can’t forget about the lives that continue to be impacted.
What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It’s the mindset they’re embracing in their newest venture, Levelpath. Alex and Stan share how being customer-obsessed has shaped their past successes and their current project in this episode of Negotiations Ninja.
Outline of This Episode * [2:35] Learn more about Alex Yakubovich and Stan Garber * [4:10] Why being customer-obsessed works for them * [7:02] Don’t fake caring about your customers * [12:22] Learn more about their latest venture: Levelpath * [21:49] Their vision for the future of Levelpath * [25:12] What should the future of procurement look like?
Resources & People Mentioned * Levelpath
Connect with Alex Yakubovich and Stan Garber * Connect with Alex on LinkedIn * Connect with Stan 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
The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury would swing in favor of Depp. Just how did she know? Amber wasn’t likable, warm, or believable. She lied. It was written all over her body language. Susan shares what she looked for and how she knew Amber was lying in this fascinating throwback episode of Negotiations Ninja.
How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you walk through the process and arm yourself with everything you need to know to succeed in million-dollar SaaS negotiations. He shares his expertise in this episode of Negotiations Ninja.
Outline of This Episode * [1:46] Learn more about Adam Mansfield * [3:41] How to prepare for a SaaS renewal negotiation * [14:36] Arm your senior leadership with information * [21:10] How to leverage new products to get a “deal” * [26:04] How salespeople are typically compensated * [29:09] How to manage the sales side of the negotiation
Connect with Adam Mansfield * Connect on LinkedIn * UpperEdge
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
Shaahin Cheyene, the founder and president of Accelerated Intelligence, is known for being an Amazon Guru. He’s spent the last two decades helping others leverage the platform to find success. But before he built his Amazon empire, he led a rag-to-riches story that you have to hear to believe. Hear his fascinating story in this throwback episode of Negotiations Ninja!
What do you do when a buyer makes a request? It can be easy to quickly say, “Sure, I’ll do that,” and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to what they want faster. In this episode of Negotiations Ninja, Hamish tackles all things buyer requests, including understanding why they’re making a request and how to hold them accountable.
Outline of This Episode * [1:39] Learn more about Hamish Knox * [2:20] What to do when a buyer makes a request * [7:47] Understanding why a buyer makes a request * [12:14] How to hold buyers accountable * [17:13] Does the “relationship” only exist in your head? * [19:14] A good relationship is a profitable relationship * [20:45] Handling culture shifts when people retire * [22:58] How to approach virtual discussions
Resources & People Mentioned * Accountability the Sandler Way * The Full Funnel Freedom Podcast
Connect with Hamish Knox * Sandler Training * 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
How you perceive value will always be different than how a seller sees it. They’re emotionally attached to the companies they’ve built. But you have to be careful that you don’t get overly attached, either. The more attached you become to the outcome you desire, the less desirable the outcome. Joanna Shea shares how to balance IQ and EQ in this throwback episode of Negotiations Ninja.
The cost of workplace conflict in Northern Ireland (with a population of 1.9 million people) is almost 1 billion pounds per year. Those costs are astronomical.
That’s why Enda Young and Northern Ireland Mediation have created an immersive conflict resolution program to train mediators and negotiators. You learn your skills and repeatedly practice them in a simulation center.
Enda seeks to apply the work in the field of simulation to the field of mediation in a practical and impactful way. But he also encourages negotiators, mediators, and all leaders to focus on introspection. Because you can’t effectively negotiate, mediate, or lead others without intimately knowing your identity.
Do you know how you handle conflict? Do you come out on the other side of a negotiation without achieving your desired result? Is your identity too wrapped up in what you do?
Enda dives headfirst into a discussion on the impact of identity on negotiation in this episode of Negotiations Ninja.
Outline of This Episode * [1:43] Learn more about Enda Young * [3:56] How conflict in Ireland impacted Enda * [7:08] The impact of identity on negotiation * [11:17] You’re no good to others without self-care * [17:35] How to coach others on self-reflection * [20:09] Enda’s immersive conflict resolution program
Resources & People Mentioned * Difficult Conversations: How to Discuss What Matters Most * Estimating the costs of workplace conflict in Northern Ireland
Connect with Enda Young * Mediation Northern Ireland * Connect on LinkedIn * Follow on Twitter
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
What is the difference between bargaining and bartering? What mistakes do people make in the bartering process? Why does Brian Gunia view negotiation as bartering? In this throwback episode of Negotiations Ninja, Brian shares how bartering forces negotiators to think creatively to come up with solutions and ultimately land on agreements.
Are salespeople doing prospecting all wrong? Are the days of cold-calling and emailing officially over? Is there a better way? Donald Kelly—also known as the “Sales Evangelist”—sure thinks so. He shares why leveraging LinkedIn in the prospecting process is the best route to take—and even shares how to do it—in this episode of Negotiations Ninja.
Outline of This Episode * [1:58] Learn more about Sales Evangelist Donald Kelly * [3:25] The prospecting process on LinkedIn * [10:04] Breaking down Sales Navigator trigger points * [15:02] It’s not the product, it’s the salesperson
Resources & People Mentioned * Apollo.io * Donald Kelly’s Platinum Rule of Sales Negotiations, Ep #399
Connect with Donald Kelly * Sell It Like a Mango: A New Seller's Guide to Closing More Deals
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
Negotiations can become second nature through diligent practice and honing of your skills. But what are the necessary skills you need to focus on? According to Julia Ewert, learning to ask open-ended questions is a great place to start. What other negotiation skills do you need to perfect? How can building skills help you in tense negotiations? Julia shares how negotiations can become second nature in this throwback episode of Negotiations Ninja.
Why are people so easily misinformed or manipulated?
In hindsight, it’s easy to question “How did that fool me?” But when you’re “in it” you don’t realize it. Why? Why are people taken in by things that are absurd? There are signs that we can learn to notice.
Chris wrote “Nobody’s Fool” to answer what it is about our minds and how they work that makes us vulnerable. They aren’t complicated things. There are “hooks” that deceivers and scammers exploit in our psychology.
So what are they? How can we become more aware? Chris shares how you can make sure you’re nobody’s fool in this episode of Negotiations Ninja.
Outline of This Episode * [2:16] Learn more about Chris Chabris * [2:34] Why are people so easily misinformed? * [5:37] Why does the brain revert to truth bias? * [8:16] How to become more aware of misinformation * [11:38] Combating the “What you see is all there is” assumption * [16:16] What information do manipulators seek? * [20:44] Make sure you ask probing questions
Resources & People Mentioned * Nobody's Fool: Why We Get Taken In and What We Can Do about It
Connect with Christopher Chanris * Chris’s website * 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
How do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in this throwback episode of Negotiations Ninja.
How can sales managers help their teams be better negotiators? How can you develop internal coaches who can help their team members improve their sales and negotiation skills? Steve Benson—the Founder and CEO of Badger Maps—shares how you can empower your team to sharpen each other’s skills in this episode of Negotiations Ninja.
Outline of This Episode * [1:52] Learn more about Steve * [3:00] How can sales managers help their teams be better negotiators? * [7:13] How can you determine who’s a great teacher? * [9:14] Mastering the onboarding and training process * [12:30] The characteristics of a good coach * [14:42] Navigating the price conversation * [18:41] Learn more about Badger Maps * [20:29] Why Steve created Badger Maps * [21:21] Badger Sales University
Resources & People Mentioned * Badger Sales University * Outside Sales Talk podcast
Connect with Steve Benson * Badger Maps * Connect on LinkedIn * Follow on Twitter
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
According to Susan Walsh, “The quality of your data determines the quality of your negotiation.” Procurement professionals need a classification system in place to ensure that they’re not relying on dirty data. Your data needs to be consistent, organized, accurate, and trustworthy (COAT). If it isn’t, you’re likely costing your business money. Susan Walsh—i.e. The Classification Guru—shares the biggest problem with procurement data (and what to do about it) in this throwback episode of Negotiations Ninja.
Self-confidence and self-control in conflict are difficult things to master. And you can’t resolve conflict with others until you learn to resolve conflict within yourself. This takes an incredible amount of self-awareness. In this episode of Negotiations Ninja, Ryan shares how you can learn to resolve conflict the right way by starting with knowing yourself.
Outline of This Episode * [2:01] Learn more about Ryan Dunlap * [4:01] Resolving conflict within yourself * [7:40] Why scripts don’t get the desired outcome * [10:33] How to become more self-aware * [14:32] The best alternative to an ideal outcome * [19:17] How to learn better self-control
Resources & People Mentioned * Insight by Tasha Eurich
Connect with Ryan Dunlap * Conflictish™ * Ryan’s training and workshops * Friend on Instagram * 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
In 2020, we had a conversation about how AI could positively impact negotiations. Now, three years later, artificial intelligence is front and center, seemingly in every corner of society. Martin Rand’s thoughts on the use of artificial intelligence in negotiation is more relevant than ever. Learn more about how you and your business can leverage AI in this throwback episode of Negotiations Ninja.
Paul Nadeau is a former hostage negotiator, international peacekeeper, and interrogator. During this time, he learned a lot about how the human mind works. He’s taken his decades of experience and applied it to a negotiation framework that every negotiator can learn to implement in their work and lives.
Outline of This Episode * [1:56] Learn more about J. Paul Nadeau * [3:19] Why won’t people just ask? * [6:32] Dissecting the inner conflict that exists * [10:05] The PIER negotiation process * [13:56] We don’t sell to people, we sell for people * [27:32] Negotiations are about connections
Resources & People Mentioned * Dammit, Just Ask!
Connect with J. Paul Nadeau * J. Paul Nadeau’s Website * 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
Information asymmetry occurs when one side has more information than the other. In any negotiation, each side has more knowledge than the other in specific areas. It’s your job to ask the right questions to fill in the gaps and level the playing field. Simon Rycraft shares what else you need to do to overcome information asymmetry in this throwback episode of Negotiations Ninja!
How do you build rapport with clients? How do you be someone who’s a pleasure to do business with? How do you employ active listening? How do you get, stay, and act in front of clients? Glenn Poulos covered these concepts in his latest book, “Never Sit in the Lobby,” and we discuss them in this episode of Negotiations Ninja.
Outline of This Episode * [1:48] Learn more about Glenn Poulos * [3:11] How to get, stay, and act in front of clients… * [5:31] Never sit in the lobby * [13:26] How to build rapport with clients
Connect with Glenn Poulos * Glenn’s Book: Never Sit in the Lobby * Glenn’s Website * Connect on LinkedIn * Follow on Twitter
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
How do you stand out in B2B sales? You stand out by one-upping your customers by learning what you need to know about them. You will always know something that someone else doesn’t. You can take that knowledge and expertise and help your clients transform their businesses. Learn more about the process in this throwback episode of Negotiations Ninja with Anthony Iannarino.
Why do women hesitate to negotiate? How do you prep, practice, and make your ask? How do you determine your unique value proposition? Leadership and Career Coach Kelli Thompson is on a mission to help women advance in the rooms where decisions are made. If you’re ready to hone your salary negotiation skills, Kelli Thompson will teach you how to confidently negotiate your salary in this episode of Negotiations Ninja.
Outline of This Episode * [1:28] Learn more about Kelli Thompson * [2:26] The myths of salary negotiation * [8:15] Navigating “How much did you make before?” * [10:43] Why women hesitate to negotiate * [14:50] Why is money an untouchable topic? * [17:08] How to prepare for a salary negotiation * [20:20] How to determine your unique value proposition
Resources & People Mentioned * Kelli’s FREE resources * Closing the Confidence Gap
Connect with Kelli Thompson * Kelli’s Website * Connect on LinkedIn * Follow on Twitter * Friend on Instagram
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
Most people miss everyday opportunities to negotiate. Many of us are psychologically wired to accept things as they are. We don’t try to negotiate bills or ask for discounts and miss out on everyday negotiation opportunities.
Suzanne de Janasz believes that’s a mistake. We need to learn to recognize opportunities to negotiate. But gender, cultural, and other biases alter one’s perceptions. Suzanne shares how you can begin to overcome these disparities in this throwback episode of Negotiations Ninja.
What is stoicism? What is its background and context? How can the philosophical lessons of stoicism be applied to negotiation? According to Doug Witten, there are many lessons we can learn from famous stoics that we can apply to negotiation.
Doug Witten is a mediator, arbitrator, negotiation coach, author, and was previously a corporate lawyer. He made it the mission of his career to help businesses and individuals solve disputes via alternative means. He’s been guiding people through the negotiation process as a neutral party since 2003.
Outline of This Episode * [1:55] Learn more about Doug Witten * [3:06] Why stoicism in negotiation? * [4:52] What negotiators can learn from stoicism * [6:43] The dichotomy of control * [8:33] The use of emotion in stoicism and negotiation * [13:06] How to remain objective in negotiations * [16:42] Embracing humility in negotiation * [21:00] The application of empathy in negotiation
Resources & People Mentioned * Mediation Essentials Toolkit: A Practitioner's Emergency Survival Guide
Connect with Doug Witten * The Stoic Negotiator™ * Innovative ADR * Connect on LinkedIn * Follow on Twitter
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
Because the growth of procurement teams in organizations isn’t prioritized, they’re being taken advantage of. Expense management and the development of important internal and external relationships are being neglected. Suboptimal short-term contracts are being signed out of pure necessity. What can procurement do to navigate these vulnerabilities? How can they avoid being taken advantage of by their counterparts? Rich Ham dives into the topic in this throwback episode of Negotiations Ninja.
Roger Dawson was an amazing negotiation professional, prolific author, the founder of the Power Negotiation Institute, and someone that I thought of very highly. In this special episode of Negotiations Ninja, Roger’s wife, Gisela shares a behind-the-scenes look at a great negotiator and an even better man.
Outline of This Episode * [1:49] Learn more about Gisela and Roger Dawson * [5:54] Roger’s approach to his work and life * [11:33] The value Roger saw in simply asking * [16:23] Can people learn grace, wit, and charm? * [18:41] Roger’s hard work led to his success * [20:32] What Roger was most proud of * [22:04] What Gisela wants people to remember about Roger
Resources & People Mentioned * Roger Dawson’s website * Toastmasters * America, Why I love Her by John Mitchum
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
Intellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets? Jeanette Nyden and Lawrence Kane break it down in this throwback episode of Negotiations Ninja!
How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through the sales negotiation process? “Sales Evangelist,” author, and podcast host Donald Kelly joins me in this episode of Negotiations Ninja to tackle these questions. By the end, you’ll have a greater understanding and framework you can use to master sales negotiations.
Outline of This Episode * [2:11] Learn more about Donald Kelly * [3:07] Seek first to understand * [8:17] Can you probe too much? * [10:46] Separating urgency and importance * [14:16] Creating a mutual action plan * [18:45] Why some deals fail to convert * [24:28] The importance of a good relationship * [27:13] Learn about Donald’s book, “Sell it like a Mango”
Connect with Donald Kelly * Connect on LinkedIn * Follow on Twitter * The Sales Evangelist * The Sales Evangelist Podcast * Sell It Like a Mango: A New Seller's Guide to Closing More Deals
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
How do you know what you’re worth? How do you ask for what you’re worth? Salary negotiations are tricky to navigate. Luckily, Fotini Iconomopoulos shares some foolproof strategies in this throwback episode of Negotiations Ninja. She covers overcoming imposter syndrome, words and phrases to avoid saying, and how to research what you’re worth. Don’t miss it!
What is the role of gender in negotiations? What narratives influence negotiations? Sometimes, we forget that we have agency in how we negotiate. As an expert in negotiation and conflict resolution, Beth Fisher-Yoshida has learned that one thing is foundational: to improve your negotiation, you need to start by building self-awareness. In this episode of Negotiations Ninja, she shares how understanding gender roles—and how they impact your mindset—impacts negotiations and what you can do about it.
Outline of This Episode * [1:30] Learn more about Beth Fisher-Yoshida * [2:09] How gender affects negotiations * [4:10] Effectiveness starts with self-awareness * [8:33] Gaining the confidence to ask * [11:20] How agency affects negotiations * [13:34] The relational aspects of negotiation * [16:46] Two techniques to prepare for negotiation
Resources & People Mentioned * New Story, New Power: A Woman's Guide to Negotiation * Beth Fisher-Yoshida and Todd Wiesel on Women in Negotiation
Connect with Beth Fisher-Yoshida * Connect on LinkedIn * Follow on Twitter
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
Everyone loves a good spy movie, right? The intrigue, the danger, the mystery…it’s fascinating. In this special throwback episode of Negotiations Ninja, we revisit a special conversation with Jack Barsky, who was originally a sleeper agent for the KGB. After being exposed, Jack became an asset for United States intelligence. He shares what undercover life was really like in this episode. Don’t miss it!
Tim Castle—a sales coach, professional development coach, and best-selling author—embraces an unusual approach in his negotiations. His H.U.M.A.N. approach to negotiations emphasizes hearing, unlocking, moving, aligning, and networking. Tim will break down some of these concepts to help transform the way you think about negotiations in this episode of Negotiations Ninja!
Outline of This Episode * [1:43] Learn more about Tim Castle * [2:19] The H.U.M.A.N. approach to negotiation * [4:24] How to “hear” in a negotiation * [8:06] “Unlocking” is the step everyone misses * [14:18] The forgotten piece: Networking in a negotiation * [17:38] Why negotiators must embrace a “possibility” mindset * [21:08] Using story to paint a picture is critical
Connect with Tim Castle * Tim’s Website * Follow on Twitter * Watch on YouTube * Friend on Instagram * The Tim Castle Show * The Art of Negotiation
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
According to Brian Ahearn, influence is a way of life. Embracing the principles of influence— reciprocity, commitment or consistency, consensus or social proof, authority, liking, and scarcity—allows you to look at life through a different lens.
And each principle builds on the other. When you focus on getting to know and like the people around you, you’ll learn what’s meaningful to them. According to Brian, “The foundation of everything is the principle of learning to like others and build relationships.”
Learn how leveraging the principles of influence can positively impact every aspect of your life in this special throwback episode with Brian Ahearn.
Multiparty and multi-stakeholder negotiations are complex. Community negotiation is even more so. The process is mind-boggling. And it’s one that Nokukhanya (Nox) Ntuli navigates regularly. Nox is a South African lawyer, mediator, process facilitator, and the Head of Dispute Resolution at Compliance Advisor Ombudsman, part of the World Bank Group.
Her role is an accountability mechanism within the World Bank Group. Its purpose is to accept complaints from communities that feel negatively affected by its investments. Nox mediates those disputes. She shares what this unique community negotiation looks like in this episode of Negotiations Ninja!
Outline of This Episode * [2:35] Learn more about Nokukhanya Nox Ntuli * [3:50] Nox’s experience(s) in conflict-ridden countries * [6:06] The importance of understanding cultural nuance * [9:37] How commercial disputes are different * [14:00] Reaching a desired outcome in a community negotiation * [18:38] Why a company might find itself in mediation * [21:12] How Nox navigates back-channel negotiations * [23:03] Using back-channel negotiations to fuel conflict * [26:33] What’s happening next for Nox Ntuli
Connect with Nox Ntuli * Compliance Advisor Ombudsman (CAO) * Connect on LinkedIn * Follow on Twitter
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
In Dan Oblinger and Allan Tsang’s book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements,” they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, they cover a few, including a commonly held belief: That trust is a necessity. They contend that trust is a luxury. And trust is a luxury that most negotiators don’t have. What should you focus on instead? Learn more in this fun throwback episode of Negotiations Ninja!
If we went back 15 years and looked up “Social Engineering,” it was defined as something malicious and manipulative. But as Chris Hadnagy studied psychology, influence, persuasion, and human decision-making, he saw that social engineering wasn’t always negative.
So Chris came up with a new definition: Human hacking, i.e. social engineering, is “Any act that influences a person to take an action that may or may not be in their best interest.” How social engineering is used defines if it is malicious or not.
So how do you employ social engineering? By following Chris’s 7 principles of elicitation. Learn more in this episode of Negotiations Ninja.
Outline of This Episode * [2:20] Learn more about Chris Hadnagy * [3:15] What is human hacking? * [5:37] The definition of elicitation * [9:54] Chris’s 7 principles of elicitation * [14:57] How to make someone feel good * [19:34] The power of nonverbal communication * [22:32] Exercise: How to suspend your ego * [25:38] Get involved with the Innocent Lives Foundation
Resources & People Mentioned * Robin Dreeke * The Moral Molecule: The Source of Love and Prosperity * Building Trustworthiness with Nonverbal Communication with Dr. Abbie Maroño, Ep #331 * 5 Ways to Use Elicitation in Negotiation with Jack Schafer, Ep #349
Connect with Chris Hadnagy * The Innocent Lives Foundation * Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You * Connect on LinkedIn * Follow on Twitter
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
How do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden, “If you don’t have a good risk analysis or cost analysts on the customer side, then you use formulas.” Jeanette shares what this could look like in this throwback episode of Negotiations Ninja!
Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it home in his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.”
In this episode of Negotiations Ninja, we get into the specifics of the hostage negotiation framework, tactical empathy, the ability to build emotional control into conversations, and how to be an overall better leader. Do not miss this incredible conversation with a true master of negotiation.
Outline of This Episode * [2:06] Learn more about Derek Gaunt * [3:33] The hostage negotiation framework * [9:14] How to mitigate defensiveness * [11:30] Embrace a curious mindset * [16:46] Maintaining emotional control * [20:51] How to coach a “Blue Flamer”
Resources & People Mentioned * Never Split the Difference by Chris Voss
Connect with Derek Gaunt * The Black Swan Group * Connect on LinkedIn * Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.
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
So much of the sales world has moved online because of the Covid pandemic. But even before that, virtual sales were becoming more prevalent. Now, it’s more important than ever to develop virtual sales mastery. That’s why we’re returning to this poignant episode with Steve Brossman in this throwback episode of Negotiations Ninja. Tune in to hear him unpack the art and science of virtual sales!
https://negotiations.ninja/podcast/the-art-and-science-of-virtual-selling-with-steve-brossman-ep-271/
Matthias Schranner specializes in especially difficult negotiations, those that you can’t simply win with preparation and a good argument. Coming to an agreement in a difficult negotiation often requires wildly different strategies than a simple business negotiation. Matthias was a hostage negotiator in Germany for over 14 years before he started his own business focusing on difficult negotiations in the Global World. He sheds light on the process of navigating difficult negotiations in this episode of Negotiations Ninja!
Outline of This Episode * [2:04] Learn more about Matthias Schranner * [2:55] Difficult negotiations need a different approach * [4:25] When you should intentionally create a deadlock * [6:03] Does a deadlock lead to creative solutions? * [7:18] Why the walkaway point isn’t the worst-case scenario * [11:41] Is there a need for alternatives? * [13:20] How to change your perspective on conflict * [18:17] Why people struggle with internal negotiations
Connect with Matthias Schranner * Schranner Negotiation Institute * 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
What is an indemnity clause? Why do companies have indemnity clauses? What do contract professionals need to be aware of? Jeanette Nyden has spent the last 18+ years teaching people how to negotiate the word of complex contract negotiations. She shares how you can navigate indemnity clauses in this throwback episode of Negotiations Ninja!
https://negotiations.ninja/podcast/understanding-indemnities-with-jeanette-nyden-ep-270/
What do most sales books get wrong? What levers of influence are necessary to move people in your direction? What is the mindset shift required to move from novice to successful salesperson? These are all things that Douglas Cole covers in his newest book, “The Sales MBA,” and we’re lucky enough to discuss them in this episode of Negotiations Ninja.
Outline of This Episode * [1:45] Learn more about Douglas Cole * [2:20] Learn more about Douglas’s book: The Sales MBA * [5:51] How you can become a change agent * [8:58] The energy of where change is * [13:28] Becoming a decision architect * [16:32] The principle of self-interest * [19:56] Levers to create influence * [23:37] Why people forget to leverage unity
Resources & People Mentioned * The Sales MBA: How to Influence Corporate Buyers * Influence: The Psychology of Persuasion * Pre-Suasion: A Revolutionary Way to Influence and Persuade
Connect with Douglas Cole * The Sales MBA * Subscribe to The Sales MBA newsletter * Connect on LinkedIn * Follow on Twitter
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
What do you focus on when negotiating labor categories? People often leave money on the table because they prioritize convenience. But what they should really focus on is bringing in an industry insider that understands every component—including cost structure—so they can help you optimize costs. Matt Smith and Rich Hamm take a deep dive into negotiating labor categories in this throwback episode of Negotiations Ninja!
What is it costing you to not listen? Over time, when you stop listening, it erodes your relationships. It might be at work, it might be at home, but it impacts every facet of your life.
That’s why listening is at the heart of learning to resolve conflict. Conflict resolution isn’t always about agreement—it’s about alignment. You need to be able to respect each other’s viewpoints and decisions.
And it’s why “The Power of Understanding” is the subtitle of Christine’s book. When you understand, you earn the right to lead, influence, and resolve problems. But most people aren’t wired to do this naturally. People assume they know how to listen, but Christine emphasizes this couldn’t be further from the truth.
Learn more about the interplay between listening and understanding in this episode of the Negotiations Ninja podcast!
Outline of This Episode * [1:39] Learn more about Christine Miles * [2:37] What is it costing you to not listen? * [5:45] Story is the engine of EQ * [7:57] Why is it so hard to listen? * [9:46] How to pull stories out of people * [13:55] Mapping out your own story * [16:22] Earning the right to sell * [19:25] Try to embrace curiosity
Resources & People Mentioned * The Cost of Not Listening with Christine Miles, Ep #359
Connect with Christine Miles * What Is It Costing You Not To Listen * Equipt
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
Interrogations get a bad name but the truth is an interrogation conversation is about one thing: communication. How? You need to communicate effectively to compel someone to tell you the truth. So how do you master the interrogation conversation? Michael Reddington shares how you can get to the truth while building trust and rapport in this throwback episode of Negotiations Ninja!
Why did Greg Nutter write “P3 Selling: The Essentials of B2B Sales Success?” What are the key concepts? How can they help B2B sellers be more successful? B2B sales are far different from B2C. So to be effective with B2B sales, you need to do things differently. Greg’s three-step process, when done correctly, can help you improve your sales success. Learn all the specifics in this episode of Negotiations Ninja.
Outline of This Episode * [1:49] Learn more about Greg nutter * [2:32] Why Greg wrote “P3 Selling” * [3:20] P#1: Problems * [6:10] Creating awareness of problems * [10:32] Tying it back to the need * [12:46] Problem importance = Impact x Urgency * [14:29] P#2: People * [17:23] P#3: Process
Resources & People Mentioned * P3 Selling: The Essentials of B2B Sales Success * The JOLT Effect: How High Performers Overcome Customer Indecision
Connect with Greg Nutter * 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
Let’s say you’re navigating a tricky divorce. Tensions are high and there’s a lot at stake. You don’t want to make mistakes that could change the trajectory of your future.
Rebecca Zung is a divorce attorney that helps people prepare for navigating tricky circumstances just like this.
Rebecca shares a few things you should avoid in divorce negotiations:
- Giving away anything too early
- Assuming that the other side will win
- Giving away powerful leverage
- Getting too emotional
What else do you need to know? Find out in this throwback episode of Negotiations Ninja!
Dr. Charlotte de Brabandt has been in procurement for 14 years and worked in five different industries on three different continents. During this time, the world has undergone massive changes—and so has the world of procurement.
The crises we’ve faced have led to a further reliance on technology to navigate supplier negotiations, but it’s also led to a shift in relationships. Procurement needs to move away from impersonal numbers-based negotiations toward collaborations. We actually need to build relationships with vendors to remain competitive.
Charlotte explores this idea—and delves into the future of technology and AI in procurement—in this fascinating episode of Negotiations Ninja.
Outline of This Episode * [1:35] Learn more about Dr. Charlotte de Brabandt * [5:55] Embracing changes in communication * [8:11] Embrace the shift toward supplier relationships * [15:28] Procurement hinges on relationships * [17:45] Charlotte’s conversation with Sophia the robot * [19:49] The future of AI in procurement * [22:58] The implications of technological advancement
Resources & People Mentioned * Sophia the Robot * Amazon Go
Connect with Dr. Charlotte de Brabandt * Charlotte’s Website * Connect on LinkedIn * Subscribe to her YouTube channel
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
What three things are critical to successful negotiations? Richard Ham believes that you must do three things:
- Master the subject matter: You need all of the supporting details completely mastered before you enter a dispute or a negotiation.
- Prepare: If you’ve spent 30+ years in an industry, you still have to take the time to be prepared for every specific negotiation.
- EmbraceSolidarity: Solidarity with your clients is critical. It is the hardest of the elements to control.
But what does all of this mean? How do you apply it? Richard Ham shares some of the strategies his company uses to successfully resolve conflict in this throwback episode of Negotiations Ninja. Don’t miss it!
What is authentic persuasion? How do salespeople employ authentic persuasion to make sales and consistently meet their quota? What kind of mindset shift is required? Jason Cutter is a mindset and scalability expert who focuses on helping sales teams be more effective. In this episode of Negotiations Ninja, he tackles the concept of authentic persuasion to help you move past barriers and help more people.
Outline of This Episode * [1:37] Learn more about Jason Cutter * [2:58] What is authentic persuasion? * [6:21] Mindset problems salespeople face * [8:54] The line between persuasion and manipulation * [13:29] Salespeople should be the guide, not the hero * [19:20] Why you should stop stopping
Resources & People Mentioned * Selling With Authentic Persuasion: Transform from Order Taking to Quota Breaker
Connect with Jason Cutter * Jason(at)CutterConsultingGroup.com * Cutter Consulting Group * Watch on YouTube * Connect on LinkedIn * Follow on Twitter
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
What are the main differences between Eastern and Western approaches to negotiation? If you approach a negotiation with an Eastern counterpart taking a Western mindset, what do you need to know to succeed? According to Mala Subramaniam, you have to take your different cultures into consideration. Learn the keys to blending Eastern and Western negotiation styles in this special throwback episode of Negotiations Ninja!
What is the mindset shift that needs to happen for you to embrace self-advocacy? Why is it important to nail down the value you’re providing and the future value of your contributions? How do you help them see your vision for future success? These are just a few of the questions Jamie Lee conquers in this episode of Negotiations Ninja. Jamie Lee is an executive coach for women who hate office politics but want to get promoted—and get better pay—without throwing anyone under the bus.
Outline of This Episode * [1:46] Learn more about Jamie Lee * [2:35] The concept of self-advocacy * [4:12] How to shift your mindset * [7:43] It’s not about proving yourself * [9:56] How to articulate your future value * [13:51] Building internal relationships * [18:20] Protect yourself by saying “no” * [22:23] Choose your battles wisely * [23:05] Other factors at play in decision-making
Resources & People Mentioned * Political Savvy by Joel DeLuca, Ph.D.
Connect with Jamie Lee * Learn more at Jamie’s website * Connect on LinkedIn * Follow on Twitter
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
What do you need to do to drive value in negotiation? Stephen Kozicki has nailed down three questions you have to ask:
- What are we asking them to do?
- What risks are we asking them to take?
- What is the value we will deliver in this negotiation?
The value we deliver has to be tangible, measurable, and tradeable. How do you make sure you’re hitting the mark? How do you avoid costly mistakes? Find out in this throwback episode of Negotiations Ninja!
What should mediation preparation look like? How do you select the best mediator for your case? How do you make the most of a mandatory negotiation should you ever find yourself in that position? Amy Mariani—who practiced law for 20 years before transitioning into mediation—answers these questions and so much more in this episode of Negotiations Ninja.
Outline of This Episode * [1:43] Get to know Amy Mariani * [3:10] How to prepare for a mediation * [6:57] Power, punishment, and principle * [10:09] How to select the right mediator * [13:16] How a mediator remains unbiased * [15:27] Is mediation in the US legally binding? * [16:38] How people can misuse mediation * [17:25] Making the most of the mediation process * [20:57] The differences between litigators and mediators * [23:39] When a mediator shouldn’t be involved
Connect with Amy Mariani * Mariani Mediation * Connect on LinkedIn * Call 617-279-0540
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
According to Mark Davis, “Culture at its very nature is pervasive in all negotiation and, in fact, it should be a framework through which you can overcome these obstacles and they rise to the surface.”
Cultural awareness is key to any negotiation, even if it isn’t overtly across cultures. So how do you develop cultural awareness? How do you learn to adapt your perspective to take into account what’s important to other cultures? Mark covers what you need to know to begin to develop cultural awareness in this throwback episode of Negotiations Ninja!
Germany, Austria, and Switzerland are all countries that speak German. And though they speak the same language, each has a unique culture and negotiating style. The way they approach communication, formalities, aggressiveness, etc., varies significantly.
Mihai Isman is an International Negotiator & Conflict Resolution Expert from Germany. In this episode of Negotiations Ninja, he compares and contrasts how the Germans, Austrians, and Swiss people negotiate.
Outline of This Episode * [1:50] Learn more about Mihai Isman * [2:44] How Germans, Austrians, and Swiss communicate differently * [6:02] How an American should approach negotiating with a German * [11:55] Each country’s history dramatically impacts their negotiating style * [15:31] The differences in formalities and aggressiveness in negotiation * [20:25] How to avoid offending Germans, Austrians, and Swiss * [29:01] You can’t change the rules of the game
Connect with Mihai Isman * Mihai’s website * Friend on Facebook * 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
Negotiating via email, text, social media, Zoom, or any other virtual way of communication is tricky, at best. A written conversation doesn’t allow for reading body language, tone of voice, etc. So when you can’t pick up the phone or meet in person, are you doomed to fail? Or do you just need to master a different skillset? Giuseppe Conti shares the dos and don’ts of negotiating via written communication in this throwback episode of Negotiations Ninja!
Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past “maybe” and “I’ll think about it” to saying “no,” or—even better—saying “yes?”
Matt Dixon and his team studied 2.5 million recorded sales conversations. They found that 40–60% of all opportunities are lost to no decision. And these are opportunities where the customer goes through the entire sales process, which can take weeks, months, or sometimes years. Why does this happen?
Matt shares his research on the matter—and what you can do to overcome indecision—in this episode of Negotiations Ninja. Check it out!
Outline of This Episode * [1:40] Learn more about Matt Dixon * [2:47] Why is indecision part of the equation? * [7:45] The two root causes of no-decision losses * [11:50] Don’t ignore the status quo but… * [13:07] When indecision rears its ugly head * [15:49] How to combat indecision * [19:25] Put your money where your mouth is * [24:16] The JOLT method to overcome indecision
Resources & People Mentioned * The Effortless Experience * The Challenger Sale * The JOLT Effect * Sales Impact Academy * Tethr
Connect with Matt Dixon * DCM Insights * 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
Cyberterrorism is becoming prevalent. Highly intelligent criminals associated with cartels and sovereign nations like North Korea, China, Russia, etc. are mining for any data they can find. State actors take data and leverage it however they please, without conscience. That’s why cyberterrorism negotiation is becoming part of the negotiation conversation. Everyday businesses and even healthcare organizations need to be adequately prepared. Learn what that looks like in this throwback episode with Cal Chrustie (who spent 33 years with the Canadian Federal Police negotiating kidnaps and extortions).
You’re a small organization about to enter a negotiation with a large company. You’re prepared to go in and sign the contract because simply doing business with them could be astronomical for your company. But just because you’re a small company doesn’t mean you can’t negotiate with Goliaths. In this episode of Negotiations Ninja, Christine McKay shares how you can strategically use contracts to negotiate better terms, even as a small fry. Don’t miss it.
Outline of This Episode * [1:32] Learn more about Christine McKay * [1:59] How small organizations can negotiate with goliaths * [4:22] What are the implications of saying “yes?” * [8:03] How can you become more aware of emotions? * [13:22] Leverage is something you volunteer to give up * [18:15] Renegotiation is always an option * [20:08] Christine’s contract risk review process
Resources & People Mentioned * Why Not Ask?: A Conversation About Getting More * The Power of a Positive No: How to Say No and Still Get to Yes
Connect with Christine McKay * Venn Negotiation * 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
Influence is powerful. But how do you become influential? It seems like a far more difficult task, right? Sean Callagy—a successful attorney, speaker, entrepreneur, business coach, and the owner and President of Callagy Law—has mastered the art of influence.
Sean has developed a four-step formula to master ethical influence. In this throwback episode of Negotiations Ninja, Sean drives home the idea that influence begins with building emotional rapport. He states that “You have to move beyond surface-level rapport and create an emotional connection with strong two-way communication and value exchange.”
Learn exactly what that means in episode #366 of the Negotiations Ninja podcast.
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 * [1:43] Learn more about Moshe Cohen * [3:24] Why most people get collywobbles * [4:25] Where does fear stem from? * [5:49] Competitive and cooperative negotiation styles * [7:06] The pitfalls that impact negotiations * [9:00] Stop your false perceptions in their tracks * [13:37] Why managing moments is critical * [16:45] Physical health is often overlooked * [18:23] Pay attention to physical signals * [20:45] What Moshe learned from his background
Connect with Moshe Cohen * The Negotiating Table * 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
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.
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 * [2:24] Learn more about Josh Weiss * [4:09] What is the infinite mindset? * [7:50] Is there room for both mindsets? * [9:30] Is there resolution in an infinite game? * [14:25] Improving your adaptability in a negotiation * [17:50] Three ways to measure adaptability * [29:27] Check out Josh’s children’s books
Resources & People Mentioned * Dr. McFiddle’s Brilliant Book of Creative Conflict Potions and Other Magical Things * Finite and Infinite Games by James Carse * The Infinite Game by Simon Sinek * The Art of Negotiation by Michael Wheeler * Good to Great by Jim Collins * 3 Ways to Measure Your Adaptability
Connect with Josh Weiss * The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily Life * 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
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!
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 * [2:05] Learn more about Professor George Siedel * [3:55] How should we plan for a negotiation? * [8:17] Is negotiation required in all circumstances? * [10:47] The five key numbers in a financial negotiation * [13:49] Why you need to prioritize your BATNA * [16:25] Is overconfidence detrimental to a negotiation? * [18:49] Considering your life goals
Resources & People Mentioned * FREE Negotiation Planning Tools * Negotiating for Success: Essential Strategies and Skills
Connect with George Siedel * 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
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.
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 * [1:45] Learn more about Christine Miles * [2:35] The cost of not listening * [4:00] Are you solving the wrong problems? * [5:38] Why people struggle to listen * [7:08] What is transformational listening? * [9:10] How to become present in listening * [12:30] Stop asking leading questions * [14:02] “Take me back to the beginning” * [18:31] The unwillingness to go deeper
Resources & People Mentioned * What Is It Costing You Not To Listen: The Power of Understanding to Connect, Influence, Solve & Sell
Connect with Christine Miles * EQuipt * 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
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.
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 * [1:35] Learn more about Romina Muhametaj * [2:31] Building relationships before negotiating * [4:09] Apples, oranges, and coconuts * [6:40] Can you be direct in a relationship? * [8:11] Why you can’t use the same tactics in every deal * [10:00] What happens once the deal is sealed? * [13:17] Why you need to overcome your emotions
Connect with Romina Muhametaj * Connect with Romina * Coffee with Romina * Connect on LinkedIn * Follow on Twitter
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
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!
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 * [1:34] Learn more about Matthew Pollard * [3:25] Why do introverts struggle with sales and negotiations? * [6:52] Approaching the development of a system and process * [12:34] Why processes help introverts gain control * [19:55] How to plan and practice stories
Resources & People Mentioned * IntrovertU * Harnessing the Power of Stories * Get the first chapter of Matthew’s sales book for FREE
Connect with Matthew Pollard * Rapid Growth® * Watch on YouTube * Connect on LinkedIn * Follow on Twitter * The Introvert's Edge * The Introvert’s Edge to Networking
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
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!
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 * [1:23] Learn more about Nikki Rausch * [1:45] Maintaining rapport while selling * [3:14] Nikki’s strategy for overcoming rejection * [8:21] Why stories are powerful in B2B sales * [10:56] Salespeople are guides—not heroes * [13:23] The importance of questions in sales
Resources & People Mentioned * Get Nikki’s “Closing the Sale” eBook for FREE
Connect with Nikki Rausch * Nikki’s website * The Sales Maven Podcast * Connect with Nikki 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
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!
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 * [1:38] Learn more about Mala Subramaniam * [4:12] Combating fear with courage * [7:56] How ego affects negotiations * [11:11] You have a responsibility… * [13:33] Only say it if you believe it * [16:55] Do you open yourself up to manipulation? * [20:50] A conversation about ageism
Connect with Mala Subramaniam * Mala’s website * Email Mala at Mala(at)mktinsite.com * Connect on LinkedIn * Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations
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
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!
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 * [2:14] Learn more about Jack Shafer * [2:55] Technique #1: Presumptive Statements * [8:30] How to shift power in a negotiation * [11:08] The use of time in a negotiation * [13:12] Who has the authority? * [15:04] Technique #2: Use the phrase “I’ll bet…” * [18:11] Uncovering your counterpart’s objections * [20:23] Technique #3: Bracketing * [22:19] Technique #4: Reported Facts * [24:00] Technique #5: The Well Technique
Resources & People Mentioned * Turning on the Like Switch with Jack Shafer, Ep #61
Connect with Jack Shafer * The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth * The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over
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
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.
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 * [2:10] Learn more about Nada Alnajafi * [3:37] Get on the same page about the redlining process * [5:36] Proper etiquette with redlining + comments * [8:23] Working with outside counsel on contracts * [11:34] Why I despise separating commercial from legal * [12:38] Using redlining to make negotiations more efficient * [15:27] The operational implications of what you’re contracting for * [18:23] The impact of artificial intelligence on the redlining process * [20:39] How Nada handles “hidden redlines” in contracts
Resources & People Mentioned * Nada’s Book: Contract Redlining Etiquette * Navigating the Limitation of Liability Clause with Jeanette Nyden, Ep #256
Connect with Nada Alnajafi * Nada’s Website * Contract Nerds * 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
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!
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 * [2:15] Learn more about attorney Rebecca Zung * [3:55] The definition of a narcissist/narcissistic behaviors * [9:20] What got Rebecca interested in narcissism? * [16:22] What it’s like negotiating with a narcissist * [20:13] How to create leverage with a narcissist * [23:56] Why you have to focus on yourself
Resources & People Mentioned * Go to WinMyNegotiation.com for a free 15-page eBook: Crush My Negotiation Worksheet * Negotiations Ninja episode #231 with Rebecca Zung
Connect with Rebecca Zung * Rebecca’s website * Watch on YouTube * 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
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.
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 * [1:45] Learn more about Michael Van Keulen * [3:21] The Dutch mindset in negotiations * [6:59] Why are Dutch people so direct? * [10:42] How to negotiate with the Dutch * [13:26] Do the Dutch make decisions quickly? * [18:34] How to generate rapport with the Dutch * [22:27] The Dutch likely speak better English than you * [26:51] Dutch people are open and welcoming
Resources & People Mentioned * Formula 1: Drive to Survive
Connect with Michael Van Keulen * Coupa * 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
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!
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 * [1:48] Learn more about Melissa Fortunato * [2:47] How to adjust your mindset for negotiation * [6:32] How Melissa prepared for undercover work * [10:17] Melissa’s experience working undercover * [11:42] How to step out of your comfort zone * [15:42] Focus on the power of connection * [17:24] Learn to manage your emotions
Resources & People Mentioned * Chris Hadnagy * Influence: The Psychology of Persuasion
Connect with Melissa Fortunato * Connect on LinkedIn * Alchemy Team * The Negotiations Collective
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
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!
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 * [1:53] Learn more about Lousin Mehrabi * [2:52] How to negotiate with yourself * [5:07] Get clear on your “why” to remove limiting thoughts * [6:00] You can unconsciously derail a negotiation * [7:29] Diagnose the problem before you try to solve it * [12:14] You have to understand the language of your counterpart * [16:15] Using negotiation skills to face adversity
Connect with Lousin Mehrabi * Connect with Lousin on LinkedIn * The Life Negotiations Podcast * Lousin’s YouTube channel
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
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!
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 * [2:27] Learn more about Gary and his background in the FBI * [6:02] How to deal with individual conflict and conflict at scale * [11:39] How Gary would handle a prison riot * [15:13] Why finding a reasonable leader is key * [24:25] Patience must be deployed in many negotiations * [26:28] Why Gary believes almost all conflict is resolvable
Connect with Gary Noesner * Gary’s website * Connect on LinkedIn * Friend on Facebook
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
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.
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 * [2:05] Learn more about Joana Matos * [2:50] The over-reliance on globalization is crippling * [6:27] How Icelandic people negotiate * [11:38] How to prepare for a negotiation * [18:13] Understanding Icelandic body language * [19:53] Why you shouldn’t steal rocks in Iceland * [23:20] A culture’s history drives everything
Resources & People Mentioned * Kiss, Bow, Or Shake Hands
Connect with Joana Matos * Connect on LinkedIn * Rational Games
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
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.
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 * [1:53] Learn more about Andy Luttrell * [2:29] What does persuasion really mean? * [4:18] How do you use persuasion to drive decisions? * [6:43] Increase your persuasiveness via credibility and trustworthiness * [10:52] Why what you say and how you say it matters * [13:55] Is the use of emotion a powerful tactic in persuasion? * [21:19] Do people make decisions based on pain, pleasure, or both? * [24:35] Why cultivating fear is a common persuasion tactic * [28:31] Is tapping into emotions appropriate in a business setting?
Resources & People Mentioned * The Opinion Science Podcast
Connect with Andy Luttrell * Andy’s Website * Connect on LinkedIn * Follow on Twitter
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
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!
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 * [2:22] Learn all about Dr. Abbie Maroño, Ph.D. * [3:26] Why can nonverbal communication make or break a negotiation? * [5:16] Have we become worse at recognizing nonverbal cues? * [7:53] The most outrageous claim that we’ve been taught to believe * [9:40] Do personality traits correlate with nonverbal behavior? * [14:55] How to appear more trustworthy to shortcut the process * [21:22] The importance of emotional expressiveness * [26:25] Does feigning disappointment work as a negotiation tactic? * [29:13] Why trustworthiness signals need to become second-nature * [32:30] How to get someone to want to reveal information * [36:04] How to know if someone is skeptical of you
Connect with Dr. Abbie Maroño * Connect on LinkedIn * Follow on Twitter * Dr. Abbie Maroño’s Website
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
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.
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 * [1:57] Learn more about Dr. Klaus Lassert * [3:20] How to identify your emotional triggers * [8:20] How to overcome your emotional triggers * [11:10] Using a counterparty’s triggers to your benefit * [15:01] How your personality type influences you * [25:52] Using your personality type to your advantage Connect with Dr. Klaus Lassert + Connect on LinkedIn + Schranner Negotiation Institute Connect With Mark + Follow Negotiations Ninja on Twitter: @NegotiationPod + Connect with Mark on LinkedIn + Follow Negotiations Ninja on LinkedIn + Connect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
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!
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 * [1:49] Learn more about Joseph Grenny * [3:38] How to have crucial conversations * [6:24] What is your “style under stress?” * [13:03] Crucial conversations in the workplace * [16:01] Why we handle personal stress differently * [18:02] Joseph’s nonprofit: The Other Side Academy * [20:12] You can tell the truth in a loving way * [23:18] How do you maintain the changes you make
Resources & People Mentioned * Influencer: The New Science of Leading Change * Crucial Conversations: Tools for Talking When Stakes Are High * Style Under Stress Assessment
Connect with Joseph Grenny * Joseph’s website * The Other Side Academy * Connect on LinkedIn * Check out Joseph’s books
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
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:
- Data: Get some facts
- Issue: Determine the issue between the two parties
- Solution: Get people to think outside the box
- Consequence: Ask pain-point and goal-oriented questions
- Outcome: Pain-point and goal-oriented questions
- Value: Determine what is important to the other person
- Example: Share examples to get them thinking and processing
- Rationale: Ask questions to understand the buyer’s decision-making process.
Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!
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 * [2:39] Learn more about Eliane Karsaklian * [3:52] What is a sustainable negotiation? * [5:09] How to think strategically about the future * [6:39] Create short-term milestones that feed the vision * [9:41] What happens after you close the deal? * [11:54] How to develop a long-term relationship * [13:34] How foundational beliefs of a culture tie in * [21:51] Operate through the lens of the other culture * [29:44] Hire someone to coach you on intercultural business
Resources & People Mentioned * Chinese Business Negotiating Style
Connect with Eliane Karsaklian * Connect with Eliane on LinkedIn * The Negotiation Process Before, During, and After You Close the Deal
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
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!
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 * [2:21] Always be willing to walk away from a negotiation * [8:45] How to win the negotiation with yourself * [13:43] How Ed answers, “Why should I hire you?” * [18:37] The importance of listening to and addressing needs
Connect with Ed Brodow * Ed’s website * Negotiation Boot Camp
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
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.
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 * [2:13] Learn more about Carson Heady * [3:37] Setting the foundation for the deal * [6:37] Get people on the boat with you * [11:22] Understanding the customer’s “why” * [15:27] Does Carson’s notoriety impact him? * [19:05] Learn more about “Salesman on Fire” * [22:26] Overcoming the perception of others
Resources & People Mentioned * Salesman on Fire
Connect with Carson Heady * Check out Carson’s books * Connect with Carson on LinkedIn * Follow Carson on Twitter
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
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 * [1:13] Learn more about Svitlana Kalitsun * [2:07] Svitlana’s thoughts on the Russian-Ukraine War * [5:18] Have negotiations already begun? * [6:59] What flexibility looks like in negotiations * [14:19] Logical versus emotional commitments
Resources & People Mentioned * Think Again: The Power of Knowing What You Don't Know
Connect with Svitlana Kalitsun * The Negotiation Academy * Connect on LinkedIn * Follow The Negotiation Academy on Facebook
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
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 * [2:03] Learn all about Debra Roberts * [2:57] Communicating through disagreements * [6:43] Take responsibility for your role as a leader * [8:09] Shared belonging as an organization * [10:57] How to communicate when nothing’s changed * [12:13] Important conversations leaders need to have * [15:59] Simple things that can be done to create trust * [19:25] Navigate change by building relationships first * [23:27] Learn about The Communication Protocol
Resources & People Mentioned * Debra Roberts’ Articles on Inc.com
Connect with Debra Roberts * The Relationship Protocol Book * The Relationship Protocol Website * Connect on LinkedIn * Follow on Instagram
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
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.
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.
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.
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 * [2:02] Learn about Dr. Andy Young * [3:05] The three types of crises Dr. Young sees * [4:20] Comparing and contrasting business and crisis negotiations * [8:10] Dr. Young’s approach to crisis situations * [11:51] Dr. Young’s role in hostage negotiations * [13:41] The role of power dynamics in hostage negotiations * [16:58] Mental exercises to reestablish perspective * [17:58] What to do when it’s clear there isn’t a “win” * [20:09] The #1 thing the business world can learn * [22:56] How to get your hands on Dr. Young’s book
Resources & People Mentioned * Episode #120: Learning from Failed Negotiations with Terrorists
Connect with Dr. Andy Young * Friend on Facebook * Connect on LinkedIn * Dr. Young’s Books
Connect With Mark * Follow Negotiations Ninja on Twitter: @NegotiationPod * Connect with Mark on LinkedIn * Follow Negotiations Ninja on LinkedIn * Connect on Instagram: @NegotiationPod
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.
“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 * [2:15] Learn more about Jeanette Nyden * [4:00] Make sure your business objective is clear * [6:01] Collaboration is key with scope of work * [10:15] Overcoming the fears procurement has * [12:52] What, where, when, why, and who * [17:33] Building “TBDs” into the scope of work * [20:14] Creating a provision for unknown unknowns * [23:38] When error creeps into the scope of work * [26:47] Take your time to address the right KPIs and SLAs
Make sure your business objective is clear The 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 criteria Instead 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 SLAs One 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 Mentioned * Jack Barsky Episode: A Sleeper Agent’s Undercover Life * Lucy and the Chocolate Factory
Connect with Jeanette Nyden * jn@jnyden.com * Jnyden.com * The Contract Professionals Playbook
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
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!
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!
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!
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 * [1:58] Learn more about Zack Storms and Startup TNT * [5:34] Make sure you research your business * [7:38] The early stages of negotiations? * [11:12] Access is the #1 factor in successful investing * [13:09] Why you want to be firm but pleasant * [14:32] How to win friends & influence people * [18:57] What’s up next for Startup TNT * [20:11] The struggle to access seed funding
The Roots of Startup TNT Three 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 goal Zack 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 funding People 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 Mentioned * Pitchbook * Crunchbase * How to Win Friends & Influence People
Connect with Zack Storms * Startup TNT * Startup TNT on Twitter * Connect with Zack 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
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 * [1:58] Learn more about Zack Storms and Startup TNT * [5:34] Make sure you research your business * [7:38] The early stages of negotiations? * [11:12] Access is the #1 factor in successful investing * [13:09] Why you want to be firm but pleasant * [14:32] How to win friends & influence people * [18:57] What’s up next for Startup TNT * [20:11] The struggle to access seed funding
The Roots of Startup TNT Three 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 goal Zack 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 funding People 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 Mentioned * Pitchbook * Crunchbase * How to Win Friends & Influence People
Connect with Zack Storms * Startup TNT * Startup TNT on Twitter * Connect with Zack 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
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 * [1:58] Learn more about Zack Storms and Startup TNT * [5:34] Make sure you research your business * [7:38] The early stages of negotiations? * [11:12] Access is the #1 factor in successful investing * [13:09] Why you want to be firm but pleasant * [14:32] How to win friends & influence people * [18:57] What’s up next for Startup TNT * [20:11] The struggle to access seed funding
The Roots of Startup TNT Three 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 goal Zack 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 funding People 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 Mentioned * Pitchbook * Crunchbase * How to Win Friends & Influence People
Connect with Zack Storms * Startup TNT * Startup TNT on Twitter * Connect with Zack 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
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!
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!
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!
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 * [1:27] Learn more about Joel Trachtman * [2:20] The basics of framing in negotiations * [4:16] Framing is a matter of imagination and preparation * [6:51] The best ways to win arguments with contracts * [12:08] If you can’t win on substance—argue procedure * [15:53] Who does the burden of proof fall on? * [17:38] The mistakes lawyers make in developing arguments * [20:35] Don’t ignore the importance of checklists
The basics of framing in negotiations Are 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 preparation Joel 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 Mentioned * The Checklist Manifesto
Connect with Joel Trachtman * Connect on LinkedIn * Follow on Twitter * The Tools of Argument
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
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 * [1:27] Learn more about Joel Trachtman * [2:20] The basics of framing in negotiations * [4:16] Framing is a matter of imagination and preparation * [6:51] The best ways to win arguments with contracts * [12:08] If you can’t win on substance—argue procedure * [15:53] Who does the burden of proof fall on? * [17:38] The mistakes lawyers make in developing arguments * [20:35] Don’t ignore the importance of checklists
The basics of framing in negotiations Are 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 preparation Joel 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 Mentioned * The Checklist Manifesto
Connect with Joel Trachtman * Connect on LinkedIn * Follow on Twitter * The Tools of Argument
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
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 * [1:27] Learn more about Joel Trachtman * [2:20] The basics of framing in negotiations * [4:16] Framing is a matter of imagination and preparation * [6:51] The best ways to win arguments with contracts * [12:08] If you can’t win on substance—argue procedure * [15:53] Who does the burden of proof fall on? * [17:38] The mistakes lawyers make in developing arguments * [20:35] Don’t ignore the importance of checklists
The basics of framing in negotiations Are 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 preparation Joel 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 Mentioned * The Checklist Manifesto
Connect with Joel Trachtman * Connect on LinkedIn * Follow on Twitter * The Tools of Argument
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
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!
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!
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 * [1:34] Learn more about David Hoffeld * [2:23] Leveraging the science of social proof * [6:26] What to do when you trigger reactance * [10:13] How to “boost the mood” of the buyer * [14:29] The presentation versus the perception of value * [20:04] Learn about David’s book, “Sell More with Science” * [21:04] The detriment of a fixed mindset
The basics of social proof There 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 negotiation Social 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 reactance When 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 Mentioned * The Importance of Social Proof as a Trust Signal
Connect with David Hoffeld * David’s website * Connect on LinkedIn * Follow on Twitter * The Science of Selling * Sell More with Science
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
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 * [1:34] Learn more about David Hoffeld * [2:23] Leveraging the science of social proof * [6:26] What to do when you trigger reactance * [10:13] How to “boost the mood” of the buyer * [14:29] The presentation versus the perception of value * [20:04] Learn about David’s book, “Sell More with Science” * [21:04] The detriment of a fixed mindset
The basics of social proof There 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 negotiation Social 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 reactance When 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 Mentioned * The Importance of Social Proof as a Trust Signal
Connect with David Hoffeld * David’s website * Connect on LinkedIn * Follow on Twitter * The Science of Selling * Sell More with Science
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
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 * [1:34] Learn more about David Hoffeld * [2:23] Leveraging the science of social proof * [6:26] What to do when you trigger reactance * [10:13] How to “boost the mood” of the buyer * [14:29] The presentation versus the perception of value * [20:04] Learn about David’s book, “Sell More with Science” * [21:04] The detriment of a fixed mindset
The basics of social proof There 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 negotiation Social 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 reactance When 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 Mentioned * The Importance of Social Proof as a Trust Signal
Connect with David Hoffeld * David’s website * Connect on LinkedIn * Follow on Twitter * The Science of Selling * Sell More with Science
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
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!
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!
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!
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 * [1:24] Learn all about Joanna Shea * [2:26] Negotiation without EQ is useless * [3:38] How to deal with conflict in a negotiation * [6:24] How to ask better questions to uncover information * [13:42] Why negotiators default to blaming others for mistakes * [17:11] Intelligence versus emotional intelligence * [22:09] Why people fear dissecting their mistakes * [26:28] The proximity complex explained * [29:06] Use your power of persuasion for good
Resources & People Mentioned * How to Build a Business Worth Buying * How to Negotiate with Narcissists
Connect with Joanna Shea * Negotiations Collective * 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
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 * [1:24] Learn all about Joanna Shea * [2:26] Negotiation without EQ is useless * [3:38] How to deal with conflict in a negotiation * [6:24] How to ask better questions to uncover information * [13:42] Why negotiators default to blaming others for mistakes * [17:11] Intelligence versus emotional intelligence * [22:09] Why people fear dissecting their mistakes * [26:28] The proximity complex explained * [29:06] Use your power of persuasion for good
Resources & People Mentioned * How to Build a Business Worth Buying * How to Negotiate with Narcissists
Connect with Joanna Shea * Negotiations Collective * 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
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 * [1:24] Learn all about Joanna Shea * [2:26] Negotiation without EQ is useless * [3:38] How to deal with conflict in a negotiation * [6:24] How to ask better questions to uncover information * [13:42] Why negotiators default to blaming others for mistakes * [17:11] Intelligence versus emotional intelligence * [22:09] Why people fear dissecting their mistakes * [26:28] The proximity complex explained * [29:06] Use your power of persuasion for good
Resources & People Mentioned * How to Build a Business Worth Buying * How to Negotiate with Narcissists
Connect with Joanna Shea * Negotiations Collective * 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
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.
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 * [1:25] Learn more about Brian Gunia * [2:07] The difference between bartering and bargaining * [4:13] Why did bartering become popular during the pandemic? * [6:54] Why Brian wrote a book about bartering * [9:27] The mistakes people make in the bartering process * [14:08] Map out the full range of available partners * [16:17] Tap into why something is valuable to a counterparty * [18:46] Common objections to the bartering mindset
Resources & People Mentioned * BarterPay
Connect with Brian Gunia * The Bartering Mindset * Brian’s website * Connect on LinkedIn * Follow on Twitter
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
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* [1:25] Learn more about Brian Gunia * [2:07] The difference between bartering and bargaining * [4:13] Why did bartering become popular during the pandemic? * [6:54] Why Brian wrote a book about bartering * [9:27] The mistakes people make in the bartering process * [14:08] Map out the full range of available partners * [16:17] Tap into why something is valuable to a counterparty * [18:46] Common objections to the bartering mindset
Resources & People Mentioned* BarterPay
Connect with Brian Gunia* The Bartering Mindset * Brian’s website * Connect on LinkedIn * Follow on Twitter
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
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!
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!
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* [2:14] Learn all about Simon Rycraft * [3:28] The importance of empathy in a negotiation * [10:11] A conversation about information asymmetry * [15:35] How failure is critical to learning * [25:30] Learn about Simon’s upcoming books
Resources & People Mentioned Simon’s book, “Negotiation Hacks” * Simon’s previous episode on Negotiations Ninja * Ego is the Enemy by Ryan Holiday * The Four-Hour Workweek by Tim Ferriss * The Four-Hour Body by Tim Ferriss * FckUp Nights
Connect with Simon Rycraft* Simon’s website * Connect on LinkedIn * Follow on Twitter
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
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!
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!
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!
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.
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!
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* [1:38] Learn more about Anthony Iannarino * [3:00] The concept of one-upping your Customers * [6:53] The process of learning what you need to know * [10:14] The truth at any price is key * [15:42] Anthony’s triangulation strategy * [21:48] How to teach someone without offending them * [26:45] The importance of embracing intellectual humility * [30:07] Learn more about Anthony’s Outbound Sales Conference
Resources & People Mentioned* Outbound Sales Conference 2022
Connect with Anthony Iannarino* Elite Sales Strategies * The Only Sales Guide You'll Ever Need * Connect on LinkedIn * Follow on Twitter
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
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.
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* [1:38] Learn all about Suzanne de Janasz * [2:26] Recognizing opportunities to engage in negotiation * [6:14] What drives the lack of awareness? * [7:59] Why people believe negotiation will lead to conflict * [12:47] The gender disparities in conflict * [15:47] How cultural biases change perceptions * [21:22] The premise of Suzanne’s transformative workshops * [24:02] How to connect with Suzanne de Janasz
Connect with Suzanne de Janasz* 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
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.
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* [3:12] The outcome of the Johnny Depp vs. Amber Heard trial * [8:58] How Amber’s body language showed she was lying * [14:17] Amber’s team appeared grossly unprepared * [17:09] A discussion about Johnny Depp's body language * [20:36] Thoughts on Dr. Hughes and Dr. Curry * [23:02] The major lessons the audience can learn * [25:49] How to connect with and engage Susan Ibitz
Connect with Susan Ibitz* Human Behavior Lab * Connect on LinkedIn * Susan’s YouTube Channel
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
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!
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* [1:49] Learn more about Kim Orlesky * [3:59] Kim’s transition out of entrepreneurship * [7:45] What do you want in your role? * [11:01] Treat others how you want to be treated * [14:49] The logic and the process of sales * [18:15] Personal branding in the corporate world
Connect with Kim Orlesky* Connect on LinkedIn * Kim’s TikTok “exit” video
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
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.
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* [1:30] Learn all about Rich Ham * [2:54] The developing power imbalance * [11:25] Why isn’t procurement growing? * [13:28] Can service vendors' actions be justified? * [17:07] Areas that are commonly overcharged * [21:18] The one thing that is never disputed * [23:58] How procurement can defend their interests * [28:43] Where should a procurement team start? * [31:13] Inflationary considerations are real—so what’s the problem? * [33:07] How to connect with Rich Ham
Resources & People Mentioned* Richard Ham: Journalist to Master Negotiator, Ep #157 * A Discussion on Labor Spend with Rich Ham, Ep #233 * The Kraft/Heinz settlement with the SEC
Connect with Rich Ham* Fine Tune * Connect with Rich 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
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.
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* [2:03] Learn more about Jeanette Nyden + Lawrence Kane * [3:16] Learn about The Contract Professional’s Playbook * [5:00] The definition of intellectual property * [8:33] The difference between intellectual property and work product * [12:34] The differing perspectives of the vendor versus procurement * [22:43] The complex questions of ownership * [23:43] How to protect intellectual property clauses * [28:36] The challenges faced around intellectual property * [34:45] How contract professionals should approach intellectual property * [37:07] How to connect with Jeanette and Lawrence
Resources & People Mentioned* The Contract Professional’s Playbook
Connect with Jeanette Nyden and Lawrence Kane* Connect with Lawrence on LinkedIn * Connect with Jeanette 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
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!
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* [1:47] Learn more about Fotini Iconomopoulos * [2:39] What holds people back from negotiating? * [6:19] How to ask for more money the right way * [12:52] It’s time to get curious in conversations * [16:31] Strategies to overcome your nerves * [21:38] How to “Say Less, Get More” * [24:33] Learn more about Fotini Iconomopoulos
Resources & People Mentioned* Get Excited: Reappraising Pre-Performance Anxiety as Excitement * The Magic of Thinking Big by David Schwartz * Your Body Language May Shape Who You Are * Emotion and the Art of Negotiation
Connect with Fotini Iconomopoulos* Connect on LinkedIn * Follow on Twitter
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
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!
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* [1:47] The life of sleeper agent Jack Barsky * [4:46] How Jack was persuaded to become a sleeper agent * [6:55] The training Jack received from the KGB * [10:33] The process of assimilation * [14:53] Jack’s first mission in the US * [16:55] The one time Jack thought he had been discovered * [23:19] How Jack ended up cooperating with the FBI * [27:43] Switching loyalty from the Soviets to the United States * [31:21] Jack Barsky’s take on Vladimir Putin * [36:34] How to learn more about Jack Barsky
Resources & People Mentioned* Zbigniew Brzezinski
Connect with Jack Barsky* Jack Barsky’s website * Jack’s book: Deep Undercover * The Agent Podcast
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
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!
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.
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!
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.
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!
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* [2:11] Learn more about Allan Tsang and Dan Oblinger * [5:34] Dan & Allan are releasing a NEW book * [9:26] Myth #3: Knowledge is power * [14:49] Myth #5: Trust is a necessity * [24:25] Myth #19: Negotiators are lone wolves * [32:13] Who shouldn’t buy this book * [35:36] How to get FREE knowledge from Dan & Allan
Resources & People Mentioned* Bloom’s Taxonomy
Connect with Dan Oblinger + Allan Tsang* Connect with Allan on LinkedIn * Connect with Dan 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
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!
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* [2:05] Learn more about the history of Bid Ops * [5:26] Major issues procurement organizations face * [6:55] How to source talent from within your organization * [10:57] Opportunities for procurement in 2022 * [13:33] How to build in cost certainty * [19:18] Predicting and achieving savings in procurement * [24:06] Achievement of predictions using technology * [28:51] Learn more about Bid Ops’ conference: Optimal ’22
Resources & People Mentioned* Optimal 2022: The Leadership Summit for Predictive Procurement * TealBook * Salesforce * Predictable Revenue by Aaron Ross and MaryLou Tyler
Connect with Edmund Zagorin* Bid Ops * Connect on LinkedIn * Follow on Twitter
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
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.
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* [2:00] Learn more about Jeanette Nyden * [3:40] What are liquidated damages? * [8:00] Calculating the value of the liquidated damage * [15:47] Assessing liquidated damages in the SaaS space * [21:14] Liquidated damages versus consequential damages * [23:16] Contract professionals make note * [24:54] Connect with Jeanette Nyden
Connect with Jeanette Nyden* Jeanette’s Website * “The Contract Professional’s Playbook” – Jeanette is the author * 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
“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.
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.
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.
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* [0:33] Steve Brossman, Sales Coach and Best-selling author * [3:35] What is “buying energy?” * [9:39] Creating buying energy * [11:58] Get the DNQC process working for you * [19:57] The best way to get your prospect on the same page as you * [24:12] Tech tips for on-screen annotation during sales calls
Connect with Steve Brossman* Steve’s website: https://stevebrossman.com/ * Get Steve’s “Back Pocket Guide to Virtual Selling” * Steve’s YouTube Channel: https://www.youtube.com/c/SteveBrossman/featured * Steve’s book “Exceed” * Steve on Twitter: https://twitter.com/SteveBrossman * Follow Steve 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
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 * [0:37] Learn more about Jeanette Nyden * [3:50] The definition of indemnity, defend, and hold harmless * [9:29] Why do companies have indemnity clauses? * [13:56] Injuries to person, property, or “other interests” * [18:19] How third-party indemnity ties-in * [25:12] Why you NEED to create a risk profile * [30:19] How to connect with Jeanette Nyden
Resources & People Mentioned * The LulaRich docuseries Jeanette watched
Connect with Jeanette Nyden * Jeanette’s Website * “The Contract Professional’s Playbook” - Jeanette is the author * 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
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 * [0:37] Learn more about Jeanette Nyden * [3:50] The definition of indemnity, defend, and hold harmless * [9:29] Why do companies have indemnity clauses? * [13:56] Injuries to person, property, or “other interests” * [18:19] How third-party indemnity ties-in * [25:12] Why you NEED to create a risk profile * [30:19] How to connect with Jeanette Nyden
Resources & People Mentioned * The LulaRich docuseries Jeanette watched
Connect with Jeanette Nyden * Jeanette’s Website * “The Contract Professional’s Playbook” - Jeanette is the author * 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
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 * [0:37] Learn more about Jeanette Nyden * [3:50] The definition of indemnity, defend, and hold harmless * [9:29] Why do companies have indemnity clauses? * [13:56] Injuries to person, property, or “other interests” * [18:19] How third-party indemnity ties-in * [25:12] Why you NEED to create a risk profile * [30:19] How to connect with Jeanette Nyden
Resources & People Mentioned * The LulaRich docuseries Jeanette watched
Connect with Jeanette Nyden * Jeanette’s Website * “The Contract Professional’s Playbook” - Jeanette is the author * 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
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.
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* [4:04] Where people “blow it” in the sales cycle * [6:11] Genuine curiosity lessens sales commission breath * [9:00] The six different people in a negotiation * [12:32] The magic of changing your physical positioning * [20:21] Learning to talk positively about yourself to yourself * [23:13] How to stay hungry for success after achieving your goals * [25:41] Recognizing non-assertion signs to respond accordingly * [31:32] Sell through the close to the win for the customer * [35:34] How to connect with Joe online
Resources & People Mentioned* Go to https://billiondollarsalessecrets.com/ to get a free bookplate so you can get a signed copy from Joe wherever you purchase your book from! * Billion Dollar Sales Secrets on Amazon
Connect with Joe Paranteau* Joe’s website * 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
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.
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* [1:50] Learn more about Gaetan Pellerin * [3:33] The concept of mindful negotiation * [12:24] Gaetan’s 4 Pillars of mindfulness * [18:14] How to deal with bias entering a negotiation * [20:12] Managing unexpected emotions in others * [22:35] How to connect with Gaetan Pellerin
Resources & People Mentioned* Gaetan’s book: Mindful NEGOtiation * Scotwork
Connect with Gaetan Pellerin* NaviGates Group * 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
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!
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* [2:07] Shaahin Cheyene’s unbelievable story * [8:08] Shaahin’s experience working with Chris Voss * [9:53] Negotiating with the Yakuza * [14:06] Can someone still have a rags to riches story? * [22:58] From herbal ecstasy to Amazon guru * [26:53] How to learn more from Shaahin Cheyene
Resources & People Mentioned* Shaahin’s book: “Billion: How I Became King Of The Thrill Pill Cult.”
Connect with Shaahin Cheyene* Get a FREE one-hour FBA Seller course by mentioning “ninja” * Accelerated Intelligence Inc. * Shaahin’s personal website * The Hack and Grow Rich Podcast * Shaahin’s Podcast: Billion * Follow Shaahin on Twitter
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
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)!
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 [2:34] Learn more about John Warrillow * [3:14] Don’t fall victim to the ego-stroke * [8:17] What is a roll-up? * [11:15] Build a business that’s worth selling * [16:12] Find the best fit for your business * [19:34] Are ridiculous valuations a sign of the times? * [24:08] The importance of pull factors * [28:53] Consider the freedom point*
Resources & People Mentioned* Lost and Founder by Rand Fishkin * Stephanie Breedlove * Jodie Cook
Connect with John Warrillow* Get a FREE workbook to help you prepare for your business exit! * John’s website: Built to Sell * John’s Podcast: Built to Sell Radio * The Art of Selling Your Business * Built to Sell * 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
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!
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* [3:03] Learn more about Pat Tinney * [4:09] Pat’s latest book—The Bonus Round * [7:51] The concept of positive risk tolerance * [19:13] The creativity component * [24:53] How to connect with Pat Tinney
Resources & People Mentioned* Six Thinking Hats by Edward De Bono
Connect with Patrick Tinney* Centroid Training and Marketing * Connect on LinkedIn * Follow on Twitter * Unlocking Yes: Sales Negotiation Lessons & Strategy * The Bonus Round: Corporate Sales Lessons & Strategy * Perpetual Hunger: Sales Prospecting Lessons & Strategy
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
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* [1:32] Learn more about Sara Laschever * [3:49] How to ask for the things you want * [9:43] Approach a negotiator as an ally * [12:57] Women excel at collaboration * [13:51] The difference between value proposition and resume * [16:58] Roleplaying as part of the preparation process * [21:42] As cultural norms adapt, will negotiation styles change? * [24:10] Place an emphasis on preparation and research * [25:49] Learn how to connect with Sara Laschever
Resources & People Mentioned* BOOK: Women Don't Ask * BOOK: Ask For It
Connect with Sara Laschever* Contact Sara on her Website * Connect on LinkedIn * Follow on Twitter
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
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!
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.
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!
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* [2:04] Learn more about Marty Park * [6:10] The biggest mistakes entrepreneurs make in sales * [10:01] The transformation from expert to salesperson * [16:20] How to overcome a lack of consistency * [21:38] What gets people from being average to being great? * [29:32] How to connect with Marty Park
Resources & People Mentioned* Episode #117: Negotiate Like an Entrepreneur
Connect with Marty Park* Mary’s Personal Website * Connect on LinkedIn * Evolve Business Group
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
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!
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* [1:54] Why does the word “negotiation” carry baggage? * [5:07] Why the word itself makes people feel dirty * [11:24] Set a range of acceptable outcomes * [15:30] Why HR should never handle job offers * [20:22] Learn how to say a positive “no” * [24:45] There needs to be a persuasion component * [27:48] How to connect with Jean-Nicolas Reyt
Resources & People Mentioned* The Power of A Positive No by William Ury
Connect with Jean-Nicolas Reyt* Check out Jean’s website * 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
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!
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* [1:55] Learn about Chris Hadnagy * [2:39] The vulnerability of multinational organizations * [7:27] Chapter three: Nailing the approach * [13:42] Why you need to maintain your pretext * [15:46] Make them want to help you * [19:01] How to develop rapport quickly * [26:50] How to connect with Chris Hadnagy
Resources & People Mentioned* The Innocent Lives Foundation
Connect with Chris Hadnagy* Social Engineer * Chris’s Book Human Hacking * Register for FREE extras to accompany each chapter of Chris’s book at https://humanhackingbook.com/ * Feel free to ask Chris questions on LinkedIn or Twitter
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
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!
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* [1:50] Learn more about Raphael Lapin * [4:52] Raphael’s negotiation strategies monthly column * [6:40] The difference between arbitration and mediation * [13:43] Raphael’s process as a dispute mediator * [18:56] How to understand the interests of the other party * [22:25] A mediation is an evolutionary process * [27:40] How to get each party to follow through on their commitment * [29:15] How some people abuse the mediation process * [34:37] How to connect with Raphael Lapin
Resources & People Mentioned* Getting to Yes by Robert Fisher and William Ury
Connect with Raphael Lapin* Lapin Negotiation Services * Sign up for Raphael’s newsletter * Watch Raphael’s videos on YouTube
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
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!
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* [1:30] Learn more about Jean Reyt * [2:14] Why are young people hesitant to negotiate? * [4:48] The transformation to assertiveness * [7:28] Why don’t schools teach these critical life skills? * [16:30] The end result of negotiating is always better * [19:33] Why you must negotiate before you sign the contract * [22:59] How to approach difficult conversations * [27:25] How to connect with Jean-Nicolas Reyt
Resources & People Mentioned* iDecisionGames
Connect with Jean-Nicolas Reyt* Check out Jean’s website * 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
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!
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* [1:46] Learn more about Victoria Pynchon * [3:25] Moving from a corporate to a startup * [4:50] The biggest mistakes people make * [10:16] Decision quality and negotiation * [14:24] Building leverage in the negotiation * [22:15] Building a plan is critical * [23:59] How to connect with Victoria
Connect with Victoria Pynchon* She Negotiates * Follow on Instagram * Connect on LinkedIn * Follow on Twitter
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
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!
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!
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!
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* [1:35] Learn more about Lynn Price * [2:18] The concept of fear in negotiation * [4:09] How to overcome your fear * [8:25] The background on the three R’s * [13:41] Which “R” is the most important? * [15:06] How to build confidence in negotiation * [18:16] The concept of relatability * [22:10] How to pivot when you’re flustered * [23:57] How to learn more about Lynn
Resources & People Mentioned* Lynn’s book: Negotiate It!
Connect with Lynn Price* Connect on LinkedIn * Lynn Price Consulting
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
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!
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* [1:47] Learn more about Deborah Kolb * [3:52] Why are your wants and needs difficult to articulate? * [8:33] How to turn small wins into big gains * [13:02] How to work backward from the outcome * [19:17] Why clearly communicating your value is important * [24:03] Searching for creative options for mutual gain * [27:42] The concept of “Moves and turns”
Resources & People Mentioned* Book: Negotiating at Work: Turn Small Wins into Big Gains * The Negotiation in the Workplace project * Article: Madam C.E.O., Get Me a Coffee
Connect with Deborah Kolb* Deborah’s website * 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
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!
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* [1:24] Learn more about Richard Shell * [2:47] The evolution of Richard’s work * [11:03] How do we know someone’s values? * [16:14] Internal conflict in negotiation * [26:11] How to discover your values * [35:33] How to connect with Richard
Resources & People Mentioned* Marty Latz episode * Michael Wheeler episode * The Six Lives Exercise * Conflict Styles Quiz * BOOK: Mindwise
Connect with Richard Shell* Connect on LinkedIn * Richard’s Personal Website * BOOK: Bargaining for Advantage * BOOK: The Art of Woo * BOOK: Springboard * BOOK: The Conscience Code
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
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* [5:00] What’s required to be a persuasive person? * [8:44] How to integrate emotion into the conversation * [13:51] The leveraging of emotion in a negotiation * [16:00] The different personality styles in negotiation * [20:50] How Hippocrates’ personalities compare to DiSC * [22:00] Hack #5: The law of attraction * [26:39] How to connect with Simon Rycraft
Resources & People Mentioned* Negotiation Hacks (Book): https://www.amazon.com/Negotiation-Hacks-Expert-Tactics-Capital/dp/B085DQBBPB * The Power of Persuasion (Book): https://www.amazon.com/Power-Persuasion-Were-Bought-Sold/dp/0471763179 * Influence (Book): https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X/ * DiSC Profile: https://www.discprofile.com/what-is-disc
Connect with Simon Rycraft* 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
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!
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* [1:54] The nitty-gritty on Rich Ham + Matt Smith * [4:47] The inability to properly manage labor categories * [13:23] Managing a service versus an expense are two different disciplines * [18:35] Separating the labor hour from the operation of the labor hour * [20:32] What do you focus on in your negotiations? * [23:18] How to operationalize and manage a labor-based contract * [28:20] What can procurement teams do proactively * [31:14] How to connect with Rich Ham + Matt Smith
Resources & People Mentioned* Fine Tune: https://www.finetuneus.com/ * Fine Tune knowledge center: https://www.finetuneus.com/resources/ * Rich Young’s LinkedIn: https://www.linkedin.com/in/richkyoung/
Connect with Rich Ham* Connect on LinkedIn: https://www.linkedin.com/in/richard-ham-51b38a10/
Connect with Matt Smith* Connect on LinkedIn: https://www.linkedin.com/in/matthew-smith-4b986122/
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
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!
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* [1:34] Who is Rebecca Zung? * [3:27] What is a narcissist? * [6:30] How to know you’re dealing with a narcissist * [8:00] How to change your negotiation strategy * [13:13] Rebecca’s S.L.A.Y. Program * [21:06] How to get help with your negotiation
Resources & People Mentioned* Rebecca’s Book Negotiate Like YOU M.A.T.T.E.R.: https://www.amazon.com/Negotiate-Like-YOU-T-T-R-ebook/dp/B07Y234TSX
Connect with Rebecca Zung* Learn more at: https://www.slayyournegotiation.com/slay_v1 * Rebecca’s negotiation prep worksheet: https://www.winmynegotiation.com/worksheet * Subscribe to Rebecca’s YouTube Channel: https://www.youtube.com/channel/UCnhT4fBE1OWOn7c0Quxdf4w * Follow on Twitter: https://twitter.com/rebeccazung * Follow on Instagram: https://www.instagram.com/rebeccazung/ * Connect on LinkedIn: https://www.linkedin.com/in/rebecca-zung-6753893b/
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
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!
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 [1:26] Dr. Mark Goulston is back by popular demand! * [4:20] The HUVA exercise will change everything* * [8:34] What if you don’t add value to the conversation? * [10:24] The persuasion cycle: don’t move too fast * [12:50] The four levels of talking to someone * [23:16] How to delegate effectively * [27:46] How to get other people to excel emotionally * [29:35] You must adjust your tone for each person * [34:44] Learn more about Dr. Mark Goulston
Resources & People Mentioned* Warren Bennis: https://en.wikipedia.org/wiki/Warren_Bennis
Connect with Dr. Mark Goulston* Dr. Mark’s Website: https://markgoulston.com/ * LinkedIn Live Sessions: https://www.linkedin.com/search/results/all/?keywords=mark%20goulston%20no%20strings%20attached&origin=GLOBAL_SEARCH_HEADER * Podcast: My Wakeup Call: https://podcasts.apple.com/us/podcast/my-wakeup-call-with-dr-mark-goulston/id1439752757 * Just Listen: https://www.amazon.com/Just-Listen-Discover-Getting-Absolutely/dp/0814436471 * Connect on LinkedIn: https://www.linkedin.com/in/markgoulston/ * Follow on Twitter: https://twitter.com/MarkGoulston
Connect With Mark* Follow Negotiations Ninja on Twitter: @NegotiationPod * Connect with Mark on LinkedIn * Follow Negotiations Ninja on LinkedIn
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!
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* [1:32] Learn about Michael Reddington + what he does * [3:15] The baggage that comes with the term “interrogation” * [5:18] The end goal of an interrogation conversation * [7:06] Where does the interview process fit? * [10:17] What questions to ask someone being evasive * [15:53] The tension between working the deal and pushing it * [18:11] Do certain questions elicit a better response? * [23:13] Tools that Michael uses as a go-to * [24:53] Are you building trust, rapport, or both? * [28:08] Story-telling in the forensic interview process * [32:12] How to connect with Michael Reddington
Resources & People Mentioned* Influence by Robert Cialdini: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X * Arthur Bryant’s BBQ: https://www.arthurbryantsbbq.com/
Connect with Michael Reddington* InQuasive: https://inquasive.com/ * Connect on LinkedIn: https://www.linkedin.com/in/michaelreddingtoncfi/
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
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!
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* [2:34] Why “The Game of Sales?” * [3:47] Why you must “Dare to care” * [8:27] Unshakeable resilience * [11:15] The fundamentals of a meeting * [13:12] The importance of follow-up * [17:31] Facing the dark side * [21:26] Assembling the dream team * [26:48] Take action on what you’ve learned * [27:19] How to connect with David
Connect with David Perry* Connect on LinkedIn * Book: The Game of Sales
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
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.
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* [1:48] Who is Deb Calvert? * [2:30] What is the DISCOVER Framework? * [4:34] The DISCOVER Acronym * [5:59] The importance of the “value” question * [7:33] Why “Rationale” questions are key * [10:48] The “Value” question in procurement * [16:00] A deep-dive into rationale questions * [20:07] How to manage the budget conversation * [21:53] How to learn more about DISCOVER questions
Resources & People Mentioned* The Sales Experts Channel * Book: SPIN Selling * Deb’s Book: DISCOVER Questions™ Get You Connected
Connect with Deb Calvert* People First Productivity Solutions * Connect on LinkedIn * Follow on Twitter
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
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!
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* [2:04] Susan Walsh: The Classification Guru * [6:03] The biggest problems in data + procurement * [8:44] Data sheds light on the culture of a company * [12:50] Key things procurement should know * [17:32] How many companies know what they’re spending? * [20:01] How to convince people classifying data is worthwhile * [24:40] Is a spend analytics platform the same thing? * [26:52] How to reach out to Susan Walsh
Connect with Susan Walsh* The Classification Guru * Connect on LinkedIn * Follow on Twitter
Connect With Mark* Text me at 587-315-5948 for negotiation advice * Follow Negotiations Ninja on Twitter: @NegotiationPod * Connect with Mark on LinkedIn * Follow Negotiations Ninja on LinkedIn * Connect on Instagram: @NegotiationPod
Subscribe to Negotiations Ninja
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!
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* [1:42] Who is Dr. Josh Weiss? * [5:25] The post-settlement settlement * [14:49] Understanding underlying interests * [22:42] Addressing cultural differences * [28:33] Your mindset is the key * [32:48] How to connect with Dr. Weiss
Resources & People Mentioned* The Book of Real World Negotiations by Dr. Josh Weiss
Connect with Dr. Josh Weiss* Website * 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
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!
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* [1:17] Who is Jacqueline Twillie? * [2:24] The adoption of negotiation amongst women * [3:52] Jacqueline’s LATTE framework * [5:47] Step #1: Look at the details * [7:53] Step #2: Anticipate the challenges * [9:22:] Step #4: Talk it through * [12:23] Step #3: Determine your walk-away * [14:24] Step #5: Evaluate your options * [15:16] The application of Jacqueline’s framework * [20:51] How to connect with Jacqueline Twillie
Resources & People Mentioned* Harvard Business Review Research on Imagination * Secrets of Six-Figure Women by Barbara Stanny * Breath: The New Science of a Lost Art by James Nestor
Connect with Jacqueline Twillie* Connect on LinkedIn * Jacqueline’s Website * Follow on Twitter
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
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!
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* [2:42] Was Brexit an amazing deal? * [4:54] What was negotiated well? * [7:03] Political negotiation vs. business negotiation * [8:26] Mistake #1: The wrong people at the table * [10:34] Mistake #2: Too many cooks in the kitchen * [13:22] Mistake #3: No concrete negotiation strategy * [17:21] What can other countries learn from this? * [19:42] How to apply this to the business landscape * [21:58] Ask the counterparty questions—then listen * [23:52] Life or Death listening by Dan Oblinger
Resources & People Mentioned* Life or Death Listening by Dan Oblinger * The Trust Factor: Negotiating in SMARTnership by Keld Jensen * Honest Negotiation by Keld Jensen * Episode #199 with Mihai Isman
Connect with Keld Jensen* Keld’s Website * Connect on LinkedIn * Keld’s YouTube Channel
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
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!
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* [2:20] The European Union and AstraZeneca * [7:59] How negotiation may change * [15:03] The erosion of trust in negotiation * [19:25] The importance of relationships * [20:44] The world of technology * [25:16] Adapting to new technology * [31:38] The speed of change * [32:56] How to connect with Keld Jensen
Resources & People Mentioned* World Commerce & Contracting * Dr. David Matsumoto * Pactum AI * IntelleXt * Crystal Knows
Connect with Keld Jensen* Keld’s Website * Connect on LinkedIn * Keld’s YouTube Channel
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
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!
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* [2:19] Is the concept of giving naive? * [8:16] Think strategically about giving * [12:08] Value is in the eye of the beholder * [14:27] The constructs of happiness and pleasure * [18:40] Detachment from the outcome * [23:40] How to change perceived value * [26:58] Learn more about Bob Burg
Resources & People Mentioned* Handbook to Higher Consciousness by Ken Keyes Jr. * Influence: The Psychology of Persuasion by Robert Cialdini * How to Win Friends & Influence People by Dale Carnegie
Connect with Bob Burg* Bob’s Website * Connect on LinkedIn * Follow on Twitter
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
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?
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* [1:14] More about Tom Williams * [2:03] What is Buyer-Centered Selling? * [3:48] The procurement process * [5:49] Procurement within an organization * [10:06] Where a salesperson fits in the process * [12:46] The discovery process is continual * [19:54] How to revive stalled deals * [26:15] The architecture of a close * [31:19] How to connect with Tom
Resources & People Mentioned* BOOK: Buyer-Centered Selling * BOOK: The Seller’s Challenge * The Kraljic matrix
Connect with Tom Williams* Strategic Dynamics Firm * Connect on LinkedIn * Strategic Dynamics on Facebook
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
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!
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* The Trust Factor: Negotiating in SMARTnership by Keld Jensen * Life or Death Listening by Dan Oblinger * Social Engineering by Chris Hadnagy * Start with NO by Jim Camp
Connect with Allan Tsang* 88 Owls * Connect on LinkedIn * Follow on Twitter * The Win-Win Trap
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
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.
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* [1:55] Who is Michelle Seiler Tucker? * [3:57] The flip-flop of statistics * [5:46] Formulating an exit plan * [7:43] Michelle’s GPS Exit Model * [12:14] The 6 pillars of proprietary * [20:31] The 6 P Method to exit rich * [28:34] How to get Michelle’s book + membership
Connect with Michelle Seiler Tucker* ExitRichBook.com (Get the book now) * BOOK: Exit Rich * Text “Michelle” to 888-526-5750 for more resources * Michelle’s website * Connect on LinkedIn * Follow on Twitter
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
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!
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* [0:33] Episode swap with Sales Reinvented * [1:43] Who is Jeb Blount? * [2:26] Jeb’s definition of negotiation * [3:27] Negotiation = the precursor to profit * [4:35] Why salespeople find negotiation uncomfortable * [6:44] How Jeb prepares for a high-stakes negotiation * [11:23] Emotional discipline is paramount to success * [14:40] The MLP Strategy (motivation, leverage, and power) * [18:38] Important negotiation dos and don’ts * [21:55] Jeb’s eye-opening negotiation story
Resources & People Mentioned* The Sales Gravy Podcast * Jeb’s Book: INKED
Connect with Paul Watts* Connect on LinkedIn * Follow on Twitter * The Sales Reinvented Podcast
Connect with Jeb Blount* Jeb’s Website * Connect on LinkedIn * Follow on Twitter * Watch on YouTube
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
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!
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* [2:00] Just who is Phil Jones? * [5:07] “I’m not sure it’s for you, but…” * [9:25] “Just imagine…” * [17:04] “Before you make up your mind…” * [20:17] “Help me understand…” * [21:50] “Just one more thing...” * [27:49] How to connect with Phil Jones
Resources & People Mentioned* Influence: The Psychology of Persuasion by Robert Cialdini * Just Listen by Dr. Mark Goulston * You Can Negotiate Anything by Herb Cohen
Connect with Phil Jones* Phil’s Book: Exactly What to Say * Phil’s website * Connect on LinkedIn * Follow on Twitter
Connect With Mark* Text me at 587-315-5948 for negotiation advice! * Follow Negotiations Ninja on Twitter: @NegotiationPod * Connect with Mark on LinkedIn * Follow Negotiations Ninja on LinkedIn * Connect on Instagram: @NegotiationPod
Subscribe to Negotiations Ninja
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.
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* [1:35] Multiparty negotiations * [2:13] Who is Mihai Isman? * [3:20] What most people don’t consider * [5:32] Align with others to play it safe * [6:40] Start with one-on-one conversations * [9:11] How you move from “position” to “interest” * [11:27] Choose your location(s) wisely * [14:29] The outcomes to look for in a multiparty negotiation * [17:08] How Mihai’s team works with multiple parties * [18:04] The pre-mortem analysis + optimism * [22:09] How to work through language differences * [24:38] How to connect with Mihai Isman
Connect with Mihai Isman* I&P Negotiation Consulting * 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
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!
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* [2:21] Tim’s background in venture capital * [3:22] How the venture capital industry works * [9:39] The track record of the investor = an important metric * [14:16] The importance of experiencing hyper-growth * [18:47] The misconception(s) about raising money * [23:38] How does the negotiation process work? * [27:20] Key things entrepreneurs need to keep in mind * [32:08] How to connect with Tim Schigel
Resources & People Mentioned* Share This: https://sharethis.com/ * NVCA: https://nvca.org/
Connect with Tim Schigel* Refinery Ventures: https://refinery.com/ * Tim(at)refinery.com * 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
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!
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
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!
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
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.
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 * [2:01] Who is Daniel Shapiro? * [3:42] Identity in the context of negotiation * [5:06] The two aspects of identity * [7:52] Generate fluidity in the discussion * [11:22] Conversations about the sacred * [17:04] The lures of tribalism * [23:30] What’s so taboo about taboos? * [31:55] Embrace the word “appreciate” * [36:13] How to connect with Daniel
Resources & People Mentioned * Tony Blair: https://en.wikipedia.org/wiki/Tony_Blair
Connect with Daniel Shapiro * Dan’s website * BOOK: Negotiating the Nonnegotiable * BOOK: Beyond Reason
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
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!
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 * [0:34] I Want to Be in Sales When I Grow Up! * [2:28] Just who is John Barrows? * [5:03] Leverage the technology that’s available to you * [9:25] Technology isn’t replacing salespeople—yet * [13:14] Why John wrote a children’s book * [21:53] There’s a huge difference between sales and manipulation * [28:17] Don’t sell what you don’t believe in * [35:11] What’s next? Is John writing more? * [37:08] The Netflix of sales training * [42:35] It always goes back to the “why”
Resources & People Mentioned * James Buckley * Morgan Ingram * The World Wildlife Fund * Gong.io * Pactum * G2
Connect with John Barrows * Hit John up on Instagram for a FREE book! * BOOK: I Want to Be in Sales When I Grow Up! * I Want to Be in Sales When I Grow Up website * John’s sales training website * Follow on Twitter
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
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!
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 * [2:25] Tim’s journey from magician to communication expert * [6:56] How is influence different from manipulation? * [13:39] Tim’s biggest takeaway from magic * [17:53] The four tiers of the TRUE hierarchy * [25:04] How to understand someone else’s perception * [28:37] Why salespeople don’t reach an emotional level with prospects * [33:07] Connection has to be your motivation * [34:11] Why Tim wrote The 7-Day Digital Diet * [36:50] How to connect Tim David
Resources & People Mentioned * Negotiations Ninja Episode #51 with Brian Brushwood * Negotiations Ninja Episode #131 with Banachek * Julian Treasure’s Ted Talk * Book: Thinking, Fast and Slow * Book: Predictably Irrational * Book: How We Decide * Book: Common Sense Selling
Connect with Tim David * FREE Influential Cheat Sheet * More Influential
Tim David’s Books * FLIP: The Four Levels of Influencing People * Magic Words * The 7-Day Digital Diet
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
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.
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 * [1:26] Cody Lowry’s ability to schmooze * [4:41] How Cody realized this was his superpower * [8:25] The secret sauce in every negotiation * [13:32] A relationship that changed Cody’s life * [20:48] Dare to be different * [24:07] How to connect with Cody + get his book
Connect with Cody Lowry * Cody’s Personal Website: http://mrschmooze.com/ * Intermark Group: https://intermarkgroup.com/team/cody-lowry/ * Cody’s book: https://www.amazon.com/Schmooze-Should-Harvard-Business-School/dp/1642935158
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
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!
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!
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!
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!
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 * [2:10] Sean Callagy’s background * [4:01] Law schools lack negotiation education * [5:41] The creation of emotional rapport * [8:34] Pain and the yes strategy * [11:18] How to develop emotional states * [14:58] Behavioral economics and the fear of loss * [16:11] How to develop a congruent unique identity * [19:22] How to develop congruence * [23:12] What is agreement formation all about? * [25:15] How to connect with Sean Callagy
Resources & People Mentioned * Unblinded Real, Raw, Roleplay
Connect with Sean Callagy * Unblinded Mastery * Callagy Law * 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
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!
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 * [2:15] MVK’s background in procurement * [4:44] Similarities from the inside and outside * [6:45] The resistance to digitally transform * [9:22] The right stakeholders to get on board * [14:33] The questions to ask technology partners * [18:32] Where procurement tech is going * [21:30] Benchmarking data at scale * [28:06] Stakeholder engagement is the key to success * [29:19] How to connect with MVK
Resources & People Mentioned * VF Corporation
Connect with Michael van Keulen * Connect on LinkedIn * Coupa
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
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 * [2:30] Svitlana Kalitsun’s background in negotiation * [4:57] Why we counter emotion with emotion * [6:52] How to counteract an angry response * [11:41] How to deal with a counterparts emotion * [17:11] What happens after you’ve cooled down? * [18:24] Why “I feel” versus “you are” * [22:00] Emotion is a distraction from the negotiation * [22:52] How to connect with Svitlana Kalitsun
Connect with Svitlana Kalitsun * Connect on LinkedIn * The Negotiation Academy
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
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!
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 * [1:52] Dr. Shira Moor’s background in negotiation * [4:27] Why is this trade deal monumental? * [6:39] How did the first deal happen * [8:10] Capitalism breaks down barriers * [9:45] The cultural similarities between the nations * [12:30] North American negotiations with the Emirates * [18:17] The key differences to overcome * [20:40] What can the formalized process be attributed to * [22:26] What’s the next thing on the horizon * [25:42] How to develop relationships with people in the UAE * [28:51] How to connect with Dr. Shira Mor
Resources & People Mentioned * StartupNation * Weizmann Institute * Jewish Council of the Emirates * Think Again by Adam Grant
Connect with Shira Mor * MonaLisaConsulting2020(at)gmail.com * Connect on LinkedIn * Follow on Twitter
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
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.
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 * [2:18] The difference between influence and manipulation * [6:18] Learn how to master your emotions * [11:55] How to practice emotional management * [15:11] The importance of having a mentor * [16:54] See things from the other person’s perspective * [22:23] The most influential thing you can do * [24:17] Above all—communicate with empathy
Resources & People Mentioned * The Art of Talking So That People Will Listen * The Go-Giver * Go-Givers Sell More * The Go-Giver Leader * The Go-Giver Influencer
Connect with Bob Burg * The Go-Giver Website * Bob’s Website * Follow on Facebook * Connect on LinkedIn * Follow on Twitter
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
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!
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 * [2:43] Martin Smith’s background in the industry * [3:37] Why procurement people don’t like talking about themselves * [4:21] How the market is changing in the U.K. * [6:54] How to approach a raise or position change * [8:53] How to approach the interview * [10:28] Geo arbitrage: cheaper labor? * [14:30] How is an interview similar to a negotiation? * [19:09] Contrasting candidates in the U.K. and the U.S. * [21:25] The rapid move towards implementing AI * [23:43] Be authentic + be yourself * [24:28] How to connect with Martin
Resources & People Mentioned * Talent Talks Podcast * Bid Ops
Connect with Martin Smith * Connect on LinkedIn * TalentDrive
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
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!
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 * [1:43] Cal’s background in negotiation * [3:49] Cyber negotiation and hostage negotiation * [7:50] The nature of risk in these negotiations * [11:30] Where Cal is seeing increases in cyber attacks * [15:24] The rise of intelligent and educated criminals * [25:20] Do attackers focus on one industry? * [26:29] Planning and preparing for a cyber negotiation * [33:36] How to connect with Cal Chrustie
Resources & People Mentioned * Michael Franzese
Connect with Cal Chrustie * LinkedIn * InterVentis Global
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
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!
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 * [1:43] Mark’s background in procurement recruiting * [3:10] Where the market is for procurement * [8:04] The mindset around hiring leverage * [12:19] How to prepare for a candidate negotiation * [15:37] Where does Mark’s advice land? * [18:07] Does personal branding matter? * [21:50] The salary negotiation conversation * [28:11] How to connect with Mark Holyoake
Resources & People Mentioned * Institute for Supply Management (ISM) * Mark’s Article: Talent Acquisition in the ‘Next Normal’ * Drew McCaskill on LinkedIn
Connect with Mark Holyoake * Holyoake Search * 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
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!
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 * [0:34] How to negotiate through a divorce * [2:02] Rebecca Zung’s background * [3:43] Negotiating a divorce begins with your mindset * [4:29] Rebecca’s mission of empowerment * [6:33] Negative things to avoid in divorce negotiations * [8:10] Don’t rely too heavily on your lawyer—here’s why * [11:41] How to negotiate with a narcissist * [15:30] Finding leverage: documentation + strategy * [18:41] Settle before court when at all possible * [21:01] Negotiating a prenuptial agreement * [25:02] How to connect with Rebecca online
Resources & People Mentioned * FREE ‘Crush My Negotiation’ Worksheet * BOOK: Negotiate Like YOU M.A.T.T.E.R. * BOOK: Breaking Free: A Step-by-Step Divorce Guide * COURSE: S L A Y Your Negotiation™ With a Narcissist
Connect with Rebecca Zung * Rebecca’s Website * Rebecca’s YouTube channel * Rebecca’s Facebook Group * Negotiate Your Best Life Podcast
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
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!
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 * [0:35] How to negotiate a great exit * [1:42] Erik’s background in tech * [2:50] The misconceptions about an exit strategy * [4:41] Building credibility with vendors * [8:14] How to get vendor conversations * [12:17] Trust is the key to everything * [15:12] Create an advisor network to be your extension * [20:37] The single biggest focus needs to be: start now
Resources & People Mentioned * TextRecruit * Salesforce * Marketo * Outreach * Hubspot
Connect with Erik Kostelnik * Postal.io * 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
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!
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 * [1:40] Giuseppe Conti joins the podcast * [3:02] The different virtual communication channels * [5:51] The advantages of email communication * [6:49] The importance of summarizing * [7:50] Why we lean towards a negative interpretation * [9:23] How to properly use email (how to write + reply) * [14:12] Building rapport through virtual negotiations * [16:26] Choosing the right virtual negotiation tool * [19:55] Why you must understand your context * [21:18] How to connect with Giuseppe
Resources & People Mentioned * Albert Mehrabian’s "7%-38%-55% Rule"
Connect with Giuseppe Conti * Connect on LinkedIn * Subscribe to Giuseppe’s newsletter for a FREE negotiation pack!
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
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.
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 * [2:27] Rich’s background in journalism * [6:39] The move from journalism to dispute resolution * [10:00] Overarching themes in conflict * [12:28] Fine Tune’s proprietary system: EMOAT * [15:26] Woking your way through disputes * [18:11] 3 things that are critical to successful negotiations * [21:45] When solidarity falls apart: dealing with the situation * [24:57] What happens after the dispute is solved? * [27:13] Rich’s closing three pieces of advice * [27:13] Rich’s closing three pieces of advice * [28:28] Connect with Fine Tune + Rich
Resources & People Mentioned * Fine Tune Knowledge Center * Cintas
Connect with Richard Ham * Rich on LinkedIn * Fine Tune on LinkedIn * Fine Tune
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
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!
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 * [1:24] Martin Rand’s background * [4:09] How cognitive biases impact negotiations * [4:40] Creating value from neglected areas * [8:43] Do people want to negotiate with a bot? * [11:52] The future of bots in negotiation * [17:40] The ideal client for AI negotiations * [21:04] How to connect with Martin/Pactum
Resources & People Mentioned * Pactum * e-Residency
Connect with Martin Rand * Connect on LinkedIn * Follow on Twitter * Martin(at)Pactum.com
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
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!
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 * [1:53] Jonah’s background in the industry * [3:42] Change minds by reducing reactants * [6:30] Bypassing the anti-persuasion radar * [9:30] How many choices should be available * [13:14] Endowment: stick with what you know * [19:28] How to frame the cost of inaction * [20:18] How corroborating evidence is a catalyst * [23:00] How to connect with Jonah Berger
Resources & People Mentioned * BOOK: The Catalyst by Jonah Berger * BOOK: Contagious by Jonah Berger * Pareto Optimality
Connect with Jonah Berger * Jonah’s Website * 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
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!
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 * [1:35] Dan Lappin shares his background * [3:18] The way we sell isn't the way people interact * [5:43] How to remove your attachment to the outcomes * [10:12] The most common biases to overcome * [15:40] Change the intent behind your questions * [19:00] Three mindsets you need to align with * [20:53] Dan’s biggest piece of advice about negotiation * [23:01] How to connect with Dan Lappin
Resources & People Mentioned * Lappin 180 * The Breaking Sales podcast
Connect with Dan Lappin * Follow on Twitter * Connect on LinkedIn * Follow on Facebook
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
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!
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 * [2:22] Josh Weiss background in negotiation * [3:24] Josh talks about the power of story * [7:19] How to make an agreement better * [15:18] The value of the relationship * [21:27] Hostage negotiations and onions * [25:16] Team-based negotiations and deal fatigue * [27:09] How to connect with Josh
Resources & People Mentioned * Howard Raiffa * Getting to Yes by William Ury * Getting to Yes with Yourself by William Ury * Association for Conflict Resolution
Connect with Josh Weiss * Josh’s Website * The Book of Real-World Negotiations
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
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 * [0:34] Crisis negotiation and suicide prevention * [2:28] Scott Tillema’s background in negotiation * [4:33] Scott’s 4-Step suicide risk assessment * [13:10] If a loved one is on the edge—what do you do? * [16:22] Words or phrases to avoid in difficult conversations * [18:33] Scott’s volunteer work with the crisis text line * [21:15] Connect with Scott online
Resources & People Mentioned * National Suicide Prevention Lifeline * Suicide Assessment Five-Step Evaluation and Triage * Suicidal Ideation Risk Assessment * BigSpeak Speakers Bureau * Schranner Negotiation Institute
Connect with Scott Tillema * Connect on LinkedIn * Scott’s Ted Talk
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
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 * [2:32] Who Anthony is and what he does * [3:35] What is a Group Purchasing Organization? * [6:33] What’s been happening in the industry amid the COVID crisis * [9:31] The biggest factors that lead to success with supplier-partners * [13:33] What’s happening in the group purchasing space * [17:08] The general business community is missing out * [19:54] How to ascertain what a business needs from the GPO
Resources & People Mentioned * Una Group Purchasing
Connect with Anthony Clervi * Anthony’s Website * Connect on LinkedIn * Follow on Twitter
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
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 * [0:32] Dan Oblinger and Allan Tsang Hijack the show! * [1:53] Dan Oblinger’s background in crisis negotiation * [3:03] Allan Tsang’s background in negotiation coaching * [4:25] How did their Q&A’s on LinkedIn start * [7:44] Their biggest negotiation pet peeves * [13:20] There is no easy button in negotiation * [18:28] The interplay between strategies, tactics, and mindset * [23:41] The importance of role-playing negotiations * [25:23] Dan’s takeaway for the audience * [27:28] Allan’s takeaway for listeners
Resources & People Mentioned * eBook: Sharpen Your N-Factor * FREE Negotiation Q&A
Connect with Dan Oblinger * Connect on LinkedIn * Follow on Twitter * Leadercraft
Connect with Allan Tsang * Connect on LinkedIn * Follow on Twitter * 88owls
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
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 * [1:47] Mala Subramaniam’s background in negotiation * [4:15] The difference between an Eastern mindset and Western mindset * [6:18] The differences in communicating the word ‘no’ * [8:34] Seven behaviors that set you up for success * [16:52] Meditation and mindfulness as part of negotiation training * [19:52] The concept of Chakra in negotiation * [22:04] Why the intention doesn’t align with an Eastern Mindset * [25:21] One negotiation style does NOT fit all * [27:33] How to connect with Mala Subramaniam online
Resources & People Mentioned * BOOK: Never Split the Difference * BOOK: Getting to Yes
Connect with Mala Subramaniam * BOOK: Beyond Wins * Connect on LinkedIn * Follow on Twitter
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
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 * [1:24] Tim Kintz brings a different perspective to the podcast * [2:55] What does ‘negotiation is optional’ mean? * [3:50] Why don’t salespeople ask for full price? * [4:37] Avoid letting your emotions cloud the process * [5:36] Negotiate out of inspiration—not desperation * [7:04] Whoever cares the least about a deal... * [11:44] The right questions to ask customers * [14:23] Whoever starts the negotiation has the advantage * [17:23] What are removable objections? * [19:47] Don’t be afraid to negotiate
Resources & People Mentioned * Herb Cohen * John F. Kennedy
Connect with Tim Kintz * BOOK: Frictionless: Closing and Negotiating with Purpose * The Kintz Group * Kintz Group on Facebook * Follow Tim on Twitter * Connect on LinkedIn * Follow on Instagram
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
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 * [2:27] Dr. Elouise Epstein specializes in digital procurement transformation * [5:00] It’s not about what’s happening, it’s about what you do next * [7:37] Where innovation in procurement is happening * [12:36] The opportunities being taken advantage of * [17:37] The positive disruption through the process of collaboration * [21:05] Have large companies lost the ability to innovate? * [25:48] Whoever can deliver innovation in procurement will win * [28:08] Why it’s time to embrace the shift towards digitalization * [31:23] How to connect with Dr. Elouise Epstein
Resources & People Mentioned * Procurement Foundry * Mike Cadieux * SupplyHive * tealbook
Connect with Dr. Elouise Epstein * Connect on LinkedIn * Elouise on Kearney
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
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 * [0:34] Introducing Dr. Jennifer Goldman-Wetzler * [2:36] The relationship between conflict and negotiation * [3:38] The #1 mistake people make when faced with conflict * [5:25] Why do negotiators—and people in general—avoid conflict? * [8:01] How your family of origin impacts your behavior * [12:00] 8 Practices to use when you find yourself in conflict * [22:51] Tactical advice on resolving conflict in the workplace * [25:33] Sometimes conflict resolution is ended counter-culture behavior * [27:13] Resolving conflict using Jennifer’s method isn’t for the faint of heart
Resources & People Mentioned * TEDx Talk on Optimal Outcomes * Book: Optimal Outcomes * Optimal Outcomes Assessment * OptimalOutcomesBook.com
Connect with Dr. Jennifer Goldman-Wetzler * Jennifer’s Website * Connect on LinkedIn * Follow on Twitter * Alignment Strategies Group
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
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 * [1:36] Alexandra’s background in negotiation * [2:06] Public negotiations vs. business negotiations * [3:41] Shift the focus toward determining the core problem * [6:32] The power of silence in the negotiation process * [11:32] How fear and guilt influence a negotiation * [17:00] A discussion of Alexandra’s book: Ask for More
Resources & People Mentioned * Indie Bound * Bookshop.org * BOOK: Ask for More
Connect with Alex Carter * Personal Website * Connect on LinkedIn * Follow on Twitter
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
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 * [2:50] Why should entrepreneurs excel at negotiating? * [4:56] Knowing yourself must be your starting place * [8:55] Achieve goals by embracing a blunt negotiation style * [12:15] Why we need to have more blunt conversations * [14:28] Overcoming dominance plays in negotiation * [17:51] How to improve your negotiation techniques
Resources & People Mentioned * Tony Robbins * Mark Cuban
Connect with Anthony Sarandrea * Anthony’s Website * Follow on Instagram * 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
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 * [1:36] Keenan’s background in sales * [2:48] The major difference between sales and procurement * [4:05] Where sales and procurement miss the mark * [7:13] Keenan’s mission to banish open-ended answers * [11:52] Why ‘objections’ should never be an issue * [18:08] Understand that the sales process is based on emotion * [19:38] A sales negotiation is all about the desired outcome * [21:47] Where to connect with Keenan
Expertise is where the money’s at Connect with Keenan * BOOK: Gap Selling * Connect on LinkedIn * Follow on Twitter * Watch on YouTube * A Sales Guy on LinkedIn * Keenan’s Website
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
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 * [2:08] Dr. Claudia Winkler’s background in law and negotiation * [3:58] The public expectation that lawyers are super-negotiators * [8:10] Where legal negotiations tend to derail * [9:53] Fight or flight: how to teach lawyers to manage their emotions * [11:49] How Claudia recommends improving negotiation skills * [14:44] Planning and preparation for a legal negotiation * [16:40] Cultivate open communication between lawyers and clients * [20:17] Negotiating during times of crisis * [23:41] Enactment of a Force Majeure clause * [26:52] How to connect with Dr. Claudia Winkler
Resources & People Mentioned * What is a Force Majeure? * COVID-19 Force Majeure?
Connect with Claudia Winkler * The Negotiation Academy * The Negotiation Academy Facebook * Claudia’s Personal Website * 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
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 * [0:45] Culture and how it impacts negotiations * [2:00] Mark’s background in negotiation * [3:56] What negotiation is—and what it isn’t * [6:29] Why it’s important to understand culture * [8:40] Adaptation of perspective in the midst of conflict * [14:05] Top 3 cultural negotiation values to master * [19:20] The concept of a negotiation campaign * [23:53] Cultural differences aren’t something overcome * [24:57] Connect with Mark
Resources & People Mentioned * Negotiations Ninja episode 58
Connect with Mark Davis * Connect with Mark on LinkedIn * Follow Mark on Instagram * Mark’s website: The CQ Negotiator
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
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 * [1:13] Rene’s background in sales management * [2:47] Do good sales people make good managers? * [3:47] The major challenges sales managers face * [4:54] THE basic selling tool: conversation * [7:31] Manage your internal negotiation * [9:40] What if you don’t have experience? * [15:14] How to manage your sales team * [17:56] Clear and consistent communication * [21:23] Procurement: how to connect with salespeople * [23:38] It begins and ends with conversation skills
Connect with Rene Zamora * Sales Manager Now * Rene on LinkedIn * Rene’s Book: Part-Time Sales Management
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
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 * [1:39] Background: Who is Kwame Christian? * [3:22] Kwame’s new book: Nobody Will Play With Me * [4:44] Overcome your fear to find confidence in conflict * [7:42] Strategy and planning yield better results * [15:11] Everyone is created equally—but differently * [19:43] Allow yourself the license to fail * [25:18] The psychological aspect of negotiation * [30:58] Preparation is the best way to find success
Resources & People Mentioned * Kwame’s Book: Nobody Will Play With Me * American Negotiation Institute * American Negotiation Institute FREE Guides * Book: Never Split the Difference by Chris Voss and Tahl Raz * Book: Negotiation Genius by Deepak Malhotra and Max Bazerman * Book: Getting to Yes by Roger Fisher, William Ury, & Bruce Patton * Negotiations Ninja Episode with Gary Noesner * Negotiations Ninja Episode with Chris Voss
Connect with Kwame Christian * Kwame on LinkedIn * Kwame on Twitter * Negotiate Anything Podcast
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
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 * [5:20] Don’t rush the negotiation * [9:45] Should you prepare differently during COVID-19? * [11:58] The foundational principle of relationship building * [17:56] Reaching out to existing vendors mid-contract * [22:35] Handling high-stakes negotiations * [30:15] Who should negotiate their salary right now? * [33:28] Clients demanding extended payment terms * [41:48] You have to ask the right questions * [44:48] Should you consider a contingency model? * [47:18] Final words of encouragement
Resources & People Mentioned * Stalling for Time by Gary Noesner * The Like Switch by Jack Schafer and Marvin Karlins * Netflix: Money Heist * Curb Your Enthusiasm
Connect with Gary Noesner * Gary’s website * Gary on LinkedIn
Connect with Allan Tsang * Allan on LinkedIn * Allan on Twitter * Allen’s Business: 88 Owls
Connect with Shane Ray Martin * Shane’s website * Shane 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
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 * [0:33] The science behind why people buy` * [1:30] David Priemer's background and experience * [3:49] The buying experience IS the product * [4:50] The importance of listening to prospects * [6:32] Servicing the relationship beyond the original solution * [8:50] How Technology accelerates the process * [10:16] How to handle the most common sales objection * [17:10] What attracting great customers looks like * [18:26] The concept of power dynamics/referent power * [21:51] It always come back to feelings and emotions
Resources & People Mentioned * Chris Voss: Mirroring and Labeling Masterclass * BOOK: Friction by Roger Dooley * William Ury: The Power of Listening * Edelman Trust Barometer
Connect with David Priemer * Cerebral Selling Website * David on LinkedIn * David on Twitter * David’s YouTube Channel * BOOK: Sell The Way You Buy
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
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 * [3:19] Paul Watt’s background in sales and podcasting * [4:51] Planning is the most important element of negotiation * [7:36] Present the cost of inaction and the return on investment * [11:11] The best way to improve your negotiation skills * [14:37] A negotiation techniques Paul employs regularly * [20:11] Role models and styles Paul embraces * [21:51] What happens when a negotiation goes downhill * [29:49] Paul advises to embrace a learning mindset
Resources & People Mentioned * Gary Vaynerchuk’s 4Ds Program * BOOK: Thinking, Fast and Slow * Kwame Christian * Patrick Tinney * Dan Shapiro * William Urey
Connect with Paul Watts * The Sales Reinvented Podcast * Paul on LinkedIn * Paul on Twitter * Base Over Apex
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
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 * [1:27] Banachek’s background as a mentalist * [3:45] A common misconception of mentalism * [7:20] How he got restaurant owners to pay him * [8:40] How he fooled scientists into thinking he was psychic * [10:41] What negotiators can learn from a mentalist * [16:15] It is about being genuine, open, and honest * [17:32] Banachek has a penchant to help others * [23:18] How to improve your negotiation skills * [28:44] Connect with Banachek
Resources & People Mentioned * Association for the Promotion of Campus Activities * The National Association for Campus Activities
Connect with Banachek * Banchek’s website * Banchek’s podcast
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
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 * [2:30] How to communicate in times of crisis * [4:23] “Chronic” entrepreneur Marty Park joins me * [6:43] How to communicate with your employees * [13:30] What do you say to investors? * [17:21] Simply making an effort has impact * [23:26] Structuring your day effectively by building habits * [28:36] What is the ’Pomodoro Technique’? * [31:10] Double-down on your effort * [36:40] Become the leader you need to be * [38:52] How to connect with Marty Park
Resources & People Mentioned * Content Callout * Douglas MacArthur * The Pomodoro Technique
Connect with Marty Park * MartyPark.com * Marty on LinkedIn * Marty on Twitter
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
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 * [1:13] Josh King’s impressive background * [4:46] The art and science of a negotiation * [7:10] Compensation based on results * [9:04] Procurement or internal management consulting? * [11:30] What to do when a negotiation goes wrong * [14:33] How to manage your emotions like a pro * [17:08] Find role models and mentors * [19:35] 3 tips to improve negotiation skills * [21:09] Connect with Josh King
Resources & People Mentioned * Michael Rich on LinkedIn * Barb Gomez on LinkedIn * Coupa Procurement System
Connect with Josh King * Josh 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
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 * [1:58] Edmund Zagorin’s background in procurement * [3:50] How do you forecast the outcome of a negotiation? * [6:45] What’s the difference between a debate and a negotiation? * [11:19] Understanding cognitive bias in behavioral economics * [17:20] Who should extend the first offer? * [18:47] Will AI replace procurement managers? * [26:45] Edmund advises: continue to try new things
Resources & People Mentioned * BOOK: Thinking, Fast and Slow * BOOK: Freakonomics * BOOK: Don’t Make Me Think * PAPER: The Case of Auctions Versus Negotiations
Connect with Edmund Zagorin * LinkedIn * Bid Ops
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
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 * [1:42] Oren Klaff’s background * [5:10] Neediness kills deals * [13:15] Establish yourself as a peer * [17:32] Run a meeting properly * [19:59] Take it to the next level * [24:40] Prove you understand the problem * [26:34] Is the Coronavirus an opportunity?
Resources & People Mentioned * BOOK: Flip the Script by Oren Klaff * BOOK: Pitch Anything by Oren Klaff
Connect with Oren Klaff * Oren on Twitter * Oren on LinkedIn * Oren’s on PitchAnything.com
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
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 * [1:53] John Barrows jumps back on the podcast * [2:43] John’s background and business * [4:54] The interplay between procurement and sales * [11:03] Two things sales teams should do to prep for a correction * [18:23] It’s time to change the mode of communication * [27:13] Understanding payment terms from a procurement viewpoint * [30:47] The #1 thing John wishes procurement people knew about salespeople * [32:25] John’s Book: I Want to Be in Sales When I Grow Up
Resources & People Mentioned * John’s Book: I Want to Be in Sales When I Grow Up! * BOOK: Never Split the Difference by Chris Voss and Tahl Raz * The SDR Chronicles Podcast
Connect with John Barros * Connect with John on LinkedIn * Follow John on Instagram * John’s Podcast: Make it Happen Mondays * John’s website
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
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 * [1:35] Morgan J Ingram’s background in sales * [6:32] Two strategies to start a cold-call strong * [12:00] Overcome anxiety associated with cold-calling * [16:20] Morgan’s 11-touch campaign strategy * [20:55] What procurement people should know about SDR’s * [23:04] An SDRs impression of procurement * [27:27] Two pieces of advice about sales and negotiation * [30:03] How to connect with Morgan
Resources & People Mentioned * High-Profit Prospecting by Mark Hunter
Connect with Morgan J Ingram * John Barrows Sales Training website * SDR Chronicles on YouTube * SDR Chronicles on Apple Podcasts * Morgan on LinkedIn * Morgan on Twitter
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
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 * [0:33] Negotiation from a sales perspective with Kim Orlesky * [4:24] Learn to go the extra mile and understand your client * [8:30] The difference between consultative selling and selling * [10:35] The importance of asking the right kinds of questions * [12:16] You are not born with the ability to sell—it is learned * [18:01] What has changed in the world of sales negotiation * [22:42] View emotional intelligence as a skill you can develop * [24:12] When a lost deal is a blessing in disguise
Resources & People Mentioned * Kim Orlesky’s Book: Sell More. Faster.
Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with Kim Orlesky * Kim’s website * Connect with Kim on LinkedIn * Check out Kim’s Twitter * Kim’s YouTube Sales Coaching Channel
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
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 * [1:35] Mihai’s background as a negotiator and trainer and the ideas behind this episode * [3:33] Differences in negotiations styles between North Americans and Europeans * [6:05] The importance of mindset in any negotiation * [9:40] Why many people shy away from the conflict necessary in negotiation * [12:25] Discussing the concept of “fairness” with executives, and the pushback received * [19:49] One piece of advice for all negotiators, no matter their country or culture
Resources & People Mentioned * Nelson Mandela * Henry Kissinger * Chris Voss
Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with Mihai Isman * Isman’s corporate website: https://www.ismanundpartner.com/ * Connect with Miahi 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
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 * [0:34] Mohammed’s unique perspective from both sides of the procurement role * [6:57] What most procurement professionals do well in negotiations * [16:18] The best ways to improve negotiations skills * [22:35] One piece of advice for all negotiators to apply
Resources & People Mentioned * Harvard’s Negotiation Training - Mohammed mentioned this course
Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with Mohammed Fardidy * OneView - Mohammad’s company * Follow Mohammad on LinkedIn * The Free Video Course Mohammad mentioned
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
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 * [1:01] The unique and valuable perspective Allan brings to the China situation * [3:58] What’s going on between the United States and China? * [4:49] The impact of the tension on average people in both countries * [7:23] The strong points in the U.S. side of the negotiation * [9:48] Missed opportunities by the United States * [15:25] What the U.S. must change to compete with China’s long-term goals * [18:54] Allan’s one piece of advice for President Trump * [20:47] One piece of advice for President Xi of China * [21:45] Lessons for the average negotiator from this standoff
Resources & People Mentioned Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with Allan Tsang * Allan’s website: www.88Owls.com * Follow Allan 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
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 * [2:12] Getting to know Cal Chrustie, negotiator extraordinaire * [4:01] The worst negotiation experience Cal has ever had * [15:39] How to better assess the readiness of negotiation partners * [23:55] The importance and power of a debrief * [28:49] A negotiation Cal was engaged in that turned out super well * [41:15] The importance of taking risks appropriately
Resources & People Mentioned * BOOK: Thinking In Bets by Annie Duke * Cal’s previous episode on Negotiations Ninja * Herb Cohen - previous guest on Negotiations Ninja * Robert Cialdini * Negotiations Ninja episode featuring Gary Noesner
Connect with Cal Chrustie * Follow Cal on LinkedIn * Cal’s company website: InterVentis Global
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
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 * [3:00] A story about a woman who was ready to jump off a bridge * [6:15] The importance of doing pre-work before engaging in a negotiation * [9:30] What you need to say when beginning a negotiation * [13:52] Listening becomes the superpower for most negotiations * [20:51] The major role of practice in any skill, especially negotiations
Connect with Dan Oblinger * www.MasterListener.com - Dan’s website * Follow Dan on LinkedIn * Follow Dan on Twitter: @DanOSpeaks * Dan’s books: “Life or Death Listening” and “The 28 Laws of Listening”
Connect With Mark * Follow Mark on Twitter: @negotiationpod * Connect with Mark on LinkedIn * Follow Negotiations Ninja on LinkedIn * Connect on Instagram: @negotiationpod
Subscribe to Negotiations Ninja
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 * [2:42] Gary’s background: A 30-year career with the FBI, negotiating for 23 years * [5:42] The primary reasons the 1993 Waco situation didn’t work out as desired * [14:50] The 85-day siege against the Freeman in Montana - a great success * [17:36] Why mixed messages occurred in Waco * [24:07] Similarities between these hostage negotiations and business negotiations * [27:43] Tactics for dealing with frustration in negotiation standoffs * [38:17] A tip from Gary: Periodically demonstrate that you understand what they said, including how they feel about it.
Resources & People Mentioned * Details of the Waco Siege * David Koresh and The Branch Davidian Group * BOOK: The Like Switch * Gary Noesner’s Behavioral Stairway * MOVIE: A Beautiful Day In The Neighborhood
Connect with Gary Roesner * www.GaryNoesner.com * Gary’s book: Stalling for Time
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
Negotiation is one of the most overlooked things in the lives of entrepreneurs. There are many reasons for this, which we’ll get into in this episode, but suffice it to say that when entrepreneurs don’t learn how to negotiate well, lots of money is left on the table. To discuss this issue I asked my business coach, Marty Park to give us an overview of the issue.
Marty has built businesses from the ground up for years— 14 companies over two decades. He’s able to speak to this issue from experiential and observational standpoints. He’s fought to scale, grow, and even sell businesses like any entrepreneur and has learned the power of negotiation for increasing profitability. He regularly advises business coaching clients in these issues as well.
Outline of This Episode * [0:40] Marty Park: Entrepreneur and Business Coach (my business coach) * [6:40] The things entrepreneurs overlook when it comes to negotiation * [13:14] A negotiation Marty experienced that didn’t go well * [24:53] Marty’s absolute favorite negotiation. It involved free beer * [30:38] Leveraging responses from three perspectives (Logos, Pathos, Ethos) * [34:08] One item Marty says entrepreneurs MUST do when it comes to negotiation
Resources & People Mentioned Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with Marty Park * Marty’s website: https://www.martypark.com/ * Marty’s book: Tiger By The Tail * ‘Follow Marty on LinkedIn * Marty on Twitter: @TheMartyPark
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
2019 was brimming with excitement at *Negotiations Ninja*. Fantastic discussions on the podcast, exciting content on the blog, and exceptional experiences training and coaching have made it a big year. We’re looking forward to integrating everything we’ve learned through these incredible experiences and moving forward into 2020.
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.
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 * [2:37] James’ experience prior to joining Gary Vaynerchuck * [4:01] The best advice James can give regarding improving negotiations * [4:53] Mistakes small and medium-sized business owners often get wrong in negotiation * [11:49] The struggle with “giving away your best stuff” - and what really happens * [16:28] Things James wishes people would do differently in their negotiations * [18:50] The best piece of advice about negotiation
Resources & People Mentioned * BOOK: Jab, Jab, Jab, Right Hook
Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with James Orsini * The Sasha Group - where James serves as President * James on LinkedIn * James on Twitter: @JimmyThePencil
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
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 * BOOK: Getting To Yes * BOOK: Bargaining For Advantage
Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with Marty Latz * Marty’s website: https://latznegotiation.com/ * Follow Marty on LinkedIn * Marty on Twitter: @MartyLatz * Marty’s first book: Gain The Edge * Marty’s latest book: The Real Trump Deal
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
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 * [3:12] Mark’s experience in hostage and crisis negotiation throughout the U.S. and worldwide * [3:45] The best negotiation of Mark’s illustrious career * [12:20] The reasons and roles of a variety of diverse team members * [14:45] The worst negotiations of Mark’s career (a suicide and a * [22:15] The difficulty of losing a victim in a crisis situation and what we can learn * [25:36] Knowing your team is vital for success and support
Resources & People Mentioned Get a Free Ticket to the Spark Event in February at:
Website: ScoutRFP
Ticket Code: ninja2020
Connect with Mark Lowther * www.Negotiator911.com - Mark’s website * Mark’s previous episode on Negotiations Ninja * Mark on LinkedIn * Follow Mark on Twitter: @MarkLowther66
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
For procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for guidance. The wait is over. This episode of Negotiations Ninja features co-authors Jeanette Nyden and Lawrence Kane who have quite literally just written the book on the subject. “The Contract Professional’s Playbook” is now available on Amazon and sets the standard for developing procurement talent, building those individuals into personnel assets who add great value to the organization, and set up the industry to continue growing well into the future. Enjoy!
Outline of This Episode * [2:14] Why a playbook is needed for procurement and the story behind the book * [4:56] Changes happening in the contract and procurement world the book is aimed at * [8:35] The content found inside the playbook: including internal and external negotiation * [11:25] Performance & outcome-based approach to fit a collaborative negotiation model * [15:01] Navigating when to be tough and when to step away * [20:48] Managing frustration when your service business has to do what isn’t best * [25:30] The vital importance of performance-based outcomes in the contract
Resources & People Mentioned * The Contract Professional’s Playbook (by Jeanette and Lawrence) * BOOK: Getting To We (Jeanette was co-author) * BOOK: Vested
Connect with Jeanette Nyden * Follow Jeanette on LinkedIn * Jeanette’s company: http://www.jnyden.com/ * Jeannette on Twitter: @JeanetteNyden * Jeanette on YouTube
Connect with Lawrence Kane * Follow Lawrence 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
Negotiation has been happening since the beginning of time and every one of us negotiates with others all day, every day. Those who are masters at negotiation have learned from all those years of experience, they apply the old school techniques to their current situation. Ed Brodow, the guest on this episode, has been negotiating and teaching negotiation skills for over 32 years. His old school approach to negotiation is refreshing and powerful. He’s authored a number of books that are “must-have” resources. Listen to this episode to hear Ed’s powerful but simple approach to becoming the best negotiator you can be.
Outline of This Episode * [0:36] Why Ed Brodow is on the show to talk about walking away from a deal * [1:39] Ed’s experience in negotiating and education over a 32-year career * [4:05] The reason optimism has to be at the forefront of every negotiation * [9:06] What is the confidence mystique and why is it important? * [19:01] How to use the “Columbo” method in negotiations * [23:27] Traits of successful negotiators * [26:45] Why you must be willing to walk away from a negotiation
Connect with Ed Brodow * Ed’s website: https://www.brodow.com/ * Connect with Ed Brodow on LinkedIn * Follow Ed on Twitter: @EdBrodow * BOOK: Beating The Success Trap * BOOK: Negotiation Boot Camp * Ten Tips For Negotiating in 2020 - article from Ed’s website
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
Wouldn’t it be great if you could receive a personal guide to negotiation from an experienced, wise negotiator who is proven to be successful? That’s what you'll get when you listen to this episode.
David Meltzer is a philosopher, business coach, entrepreneur, and so much more, including an amazing negotiator. He grew up poor and thought money would bring him happiness, so he pursued sports (he wanted to be a pro football player), then becoming a doctor, then a legal career. When he passed the bar exam he had an opportunity to create a legal advice service online, which is how he became a millionaire. His business career has only excelled from there.
Join us for this conversation as David shares lessons from his journey that can serve you as a sort of guide to negotiation.
Outline of This Episode * [0:42] The business coach and philosopher who is David Meltzer * [5:30] David’s secret to negotiating: an abundance mindset * [7:26] Is it possible to serve others in a negotiation? * [9:29] How do we get over ourselves and remove ego from the process? * [12:10] Is there a role of visualization and manifestation in negotiation? * [15:17] How David has developed the ability to pay attention and stay centered * [17:57] Negotiation advice David wishes he had heard earlier in life about
Resources & People Mentioned * www.DMeltzer.com - text number: 949-298-2905 * David’s author page on Amazon * Lee Steinberg * Warren Moon (NLF quarterback) * The Playbook Podcast * Sports 1 Marketing (David’s company)
Connect with David Meltzer * Follow David on LinkedIn * Follow David on Twitter: @DavidMeltzer
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
As we are all aware, every conversation, not to mention every negotiation, has much more going on under the surface than is easily seen by observers. Detecting deception, both manipulative and unconscious is part of what makes great negotiators outstanding. Dr. David Matsumoto specializes in understanding facial expression and trains negotiators, sales professionals, and leaders of all stripes how to notice and respond to the barely visible signals that often reveal what’s going on under the surface. Listen to this conversation. It’s fascinating to realize that all of us can become skilled at this nuanced but powerfully effective form of observation.
Outline of This Episode * [0:35] Dr. David Matsumoto is a jewel and we’re honored to have him on the show * [2:15] The amazing career and research of Dr. Matsumoto * [5:05] Facial expressions: an overview of the less-obvious and what may be meant * [8:05] How can we differentiate meaningful facial expressions from non-meaningful ones * [11:57] Is the brain communicating in the face to express what our words are not? * [17:01] Are there ways to ensure your face and words are congruent? * [22:17] Do cultures change the micro-expressions? * [24:37] What you can do right now to improve your facial or non-verbal observation
Connect with David Matsumoto * David’s website: https://www.davidmatsumoto.com/ * www.Humintell.com (great courses from David you should use) * www.DetectDeception.com * David’s organization on LinkedIn * Follow HumIntel on Twitter: @Humintell
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
One of the reasons I’m happy to have someone like Stephen Kozicki on the podcast is because he brings an entirely different perspective to the process of negotiation through his approach to creating and discovering value. Stephen takes a very data-based, provable approach that serves incredibly well because it removes egos from the process and demonstrates tangible outcomes that offers of lower price alone cannot overcome. Listen to hear Stephen’s detailed approach to working out, creating, and discovering value in negotiations.
Outline of This Episode * [0:43] The fascinating history of Stephen’s negotiation experience * [3:37] Discovering new value in negotiations that you don’t know exist * [5:15] Why is it important to demonstrate value tangibly? * [7:20] The reason measurable value is incredibly important * [10:55] How to discover additional value available in a negotiation * [12:30] 4 elements of value creation * [17:15] How to think about false beliefs surrounding value * [20:23] The vital importance of discovery sessions and the questions to ask * [28:02] What Stephen would force everyone to change regarding value (if he could)
Three questions you need to ask about every offer you make in a negotiation Resources & People Mentioned * SPONSOR: www.ScoutRFP.com/negotiation * Stephen’s latest book: The Creative Negotiator * BOOK: Blue Ocean Strategy
Connect with Stephen Kozicki * Follow Stephen on LinkedIn * Stephen’s website: https://www.gordianbusiness.com.au/published-articles
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
Procurement chains become increasingly complex the larger an organization becomes, which means that many gaps occur that cost the organization money rather than saving it. Valuable, cost-saving data is missed or lost, processes are elongated, and inefficiencies grow. A.I. and Machine Learning are tools that can be used to address these issues and many others. It’s up to us as the procurement professionals in our organizations to open our minds to the possibilities, learn about what’s happening with A.I. and M.L. now, and begin to integrate what we learn into our current procurement chains for the benefit of our organizations, teams, and customers. Join me as I speak with Kevin Frechette and Tarek Alaruri of Fairmarkit, a company that is using these tools to automate buying decisions, achieving cost savings of over 15% on non-strategic spend.
Resources & People Mentioned* ServiceNow * * Grammarly * * Tethr * * www.Gong.io * * Whirlpool * * General Electric * * SAP * * Univision Communications * * Jack Dorsey (Twitter and Stripe) * * BOOK: The Challenger Sale
Connect with Kevin Frechette and Tarek Alaruri* Fairmarkit - the company where Kevin and Tarek serve * * Connect with Kevin on LinkedIn * * Connect with Tarek 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
The negotiations process can seem mysterious and difficult to those looking on from the outside, but Mike Caro says that it’s made up of the same principles and psychological dynamics that everyday life situations contain. Interestingly enough, Mike has developed that belief as one of the world’s foremost authorities on the game of Poker. It’s a tremendous offer to be able to present this conversation with Mike, who’s in seclusion somewhere in the Ozarks working on his latest brainchild. Join me for a fascinating journey into the mind of the Poker Mad Scientist, Mike Caro.
Outline of This Episode * [0:34] Mike Caro’s amazing work, drawn from a life of poker playing and strategy * [3:20] The decision Mike made to move to a remote spot in the Ozarks * [6:02] Observations on how poker and life compare and overlap * [8:17] Caro’s law of loose wiring * [11:00] Learning to make better decisions when it matters most * [16:31] The psychology behind poker and the negotiation process * [20:13] Misinterpreting body language, nervousness, and more * [28:57] The biggest misconception about Poker: It’s about winning the pot * [34:35] Applying the weak / strong demeanors presented in negotiations * [37:33] Understanding the concept of “tilt” and how it impacts the negotiation process
Resources & People Mentioned * Negotiations Ninja episode with Annie Duke * https://ScoutRFP.com/negotiation (sponsor) * Our previous podcast episode featuring Robert Greene
Connect with Mike Caro * Mike’s website: https://www.poker1.com/ * MIke’s BOOK: Caro’s Book of Poker Tells * MIke on Twitter: @MikeCaro
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
Everyone involved in sales, procurement, or negotiations of any type needs to develop the influencing skills that make them effective. We are all influencers in one way or another (for bad or good) and intentional focus on making those innate skills work for us can have great results.
Shane Martin reached out to me because he has found that the same influencing skills he uses in his sales career are also powerfully effective in his role as a volunteer at his local suicide hotline. Join us for this conversation. We dive into influence, persuasion, and spend a good deal of time walking through Robert Cialdini's work on influence as well.
Outline of This Episode * [0:35] Meet our guest and a fan of the show, Shane Ray Martin * [1:25] Why it’s important not only to listen but to apply what you learn from episodes * [3:02] Shane’s motivation for volunteering at a suicide hotline * [5:48] The right questions to get to the real issues behind the conversation * [8:25] Teaching causes people to drop their guard * [12:16] The six steps used by Shane’s volunteering with the suicide hotline * [17:55] The pitfalls Shane sees salespeople make in negotiations * [24:38] Cialdini's 6 principles of influence * [27:30] The power of social proof in negotiations and influence
Resources & People Mentioned * www.ScoutRFP.com/negotiation (sponsor) * Scott Tillema episode of Negotiations Ninja * BOOK: Give and Take by Adam Grant * BOOK: The Go Giver by Bob Burg * Robert Cidaldini’s book “Influence” * BOOK: Pre-suasion by Robert Chialdini * Chialdini’s 6 Principles of Influence video
Connect with Shane Martin * Shanes website: https://www.shaneraymartin.com/ * Follow Shane 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
If you haven’t heard Molly Bloom’s story you’re missing an incredible lesson in overcoming adversity. You could say she made her own bed—and she’d agree with you. The legal trouble she got into bears it out as well. What did she get into hot water over? She was involved in organizing and managing high-stakes poker games for high-profile and high net worth individuals and she stepped over a legal line.
A Federal raid of her home, her arrest, and a very public trial offered her the opportunity to make some new choices and move in a new direction. That’s when everything about her mindset, perception about herself, and personal integrity began to change. Listen to this episode—not just to hear a provocative story but also to hear how overcoming adversity is possible for all of us.
Outline of This Episode * [3:10] The incredible story that makes Molly an example of overcoming adversity * [7:30] Molly’s motivation to speak and inspire people to persist and persevere * [9:28] Why Molly rejected the Feds offer for immunity despite the repercussions * [12:29] The reason difficult choices are necessary and even helpful * [15:08] What it takes to build a great product and recruit a great team * [18:42] The reasons Molly takes such time to target her clients * [24:30] Why Molly’s attorney, Charlie, choose to take her case * [28:17] How Molly convinced Aaron Sorkin to do a movie of her story * [30:01] Persevering and using rejection to fuel yourself forward * [34:38] Why Molly persists even when everything is against her * [40:28] The power and benefit of meditation in Molly’s life (and mine)
Resources & People Mentioned * SPONSOR: https://ScoutRFP.com/negotiation * Aaron Sorkin, Director
Connect with Molly Bloom * Molly on Instagram: @ImMollyBloom * Molly on Twitter: @ImMollyBloom * Follow Molly on LinkedIn * MOVIE: Molly’s Game (about her life) * Molly’s book “Molly’s Game”
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
Stan Garber and Alex Yakubovich have sought venture capital financing more than once and each time they’ve done it, the stakes have been higher. Their most recent round of investment for Scout RFP has drawn the attention of companies like Workday and Salesforce. That’s not only a huge boost of confidence for them but also a good sign of how effectively these two guys are at building the relationships that result in funding.
Listen to hear how Alex and Stan have gone about seeking venture capital financing for their startups, how it’s happened for Scout RFP most recently, and what they recommend to anyone who is interested in seeking VC funding for their venture.
Outline of This Episode * [2:55] How the Scout RFP team discovered and solved for the needs in procurement * [6:40] An elegant and simple tool makes for wider adoption within an industry * [9:22] How to navigate the venture capital financing maze * [12:30] The most important part about raising money * [15:19] How does it feel to give up equity to venture capital firms? * [20:56] The confidence that comes the second time seeking venture capital financing * [27:31] What is Spark? * [30:24] What can procurement people learn from salespeople?
Resources & People Mentioned * SPONSOR: www.ScoutRFP.com/negotiation * Scale Venture Partners * Workday * Salesforce
Connect with Stan and Alex * Scout RFP * Alex on LinkedIn * Stan on LinkedIn * Scout RFP on LinkedIn * The Scout RFP SPARK Conference
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
There are few people I know who are as competent and smart about how the negotiation questions we use impact the way the conversation goes than Dan Oblinger. Dan’s experience as a hostage negotiator coupled with his drive to understand the impact of deep listening is at the root of this superpower. He’s a fount of nuanced knowledge and he shares it so generously during this conversation.
We talk about what he calls “Garbage questions” and why they are so bad, why we need to ask questions that deserve to be answered, and how we can KNOW we are utilizing the best questions possible. There is so much information in this episode you should listen to it twice — and take notes both times! Enjoy!
Outline of This Episode * [2:05] Dan Oblinger’s insights into the role of negotiators and the power of negotiation * [4:22] Most of the questions you ask are based on your preferred approach (and it’s horrible) * [5:59] How can we ask questions that deserve to be answered? * [13:01] Why questions are super risky but the simplest path to deep emotional responses * [15:07] Are there ways to over-empathize as you ask questions * [20:13] How to keep emotions in check when conversations begin to escalate * [26:55] Why you need to treat the other person’s story with respect * [31:06] Curiosity is at the heart of good questions — and it requires humility
Connect with Dan Oblinger * Dan’s website: https://masterlistener.com/ * Dan Oblinger 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
It’s an extreme pleasure to speak with a person as thoughtful and well-versed in topics pertinent to negotiation as Robert Greene. He’s a prolific author who’s penned works that inform and highlight the timeless principles behind great leadership, power, and influence. In this conversation, we discuss why power is not always built on bad motives, why using misdirection and masked intentions can be beneficial to negotiators, how predictability is the death of good negotiations, action VS planning in negotiation, and more.
Join us for this wide-ranging but insightful conversation. In characteristic style, Robert shares his well-researched insights on a number of topics you’ll find applicable to both negotiation and procurement.
Outline of This Episode * [1:40] Robert’s background and the reasons behind his most recent book * [4:31] Is it naive to wonder why we can’t all get along? * [8:17] Power is not necessarily corrupt or built upon bad motives * [12:09] What does it mean to mask intentions and use misdirection? * [14:26] Predictability is the death of many negotiations * [20:07] Why is fearlessness so important? * [22:37] Action VS planning in negotiation styles * [28:51] An example of how short-term thinking caused a company to go under
Resources & People Mentioned * BOOK: The 48 Laws of Power * BOOK: The Art of Seduction * BOOK: The 33 Strategies of War * BOOK: The 50th Law * BOOK: Mastery * BOOK: The Laws of Human Nature * 50 Cent * John D. Rockefeller * Machiaveli * BOOK: The Art of Negotiation
SPONSOR: https://ScoutRFP.com/negotiation
Connect with Robert Greene * Robert’s blog: https://powerseductionandwar.com/ * Robert on Twitter: @RobertGreene
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
The skills required to be a great negotiator are also powerful tools in the arsenal when it comes to getting the meeting with the decision-makers on your list of prospects. Both require savvy, knowledge, and people skills that go beyond the ordinary tactics most salespeople and negotiators are willing to employ. Stu Heinecke explains how those who are willing to go outside the normal channels and to use unorthodox but personalized approaches can not only get the meeting but close sales at unprecedented rates. Listen to hear all the details.
Outline of This Episode * [0:30] Why we have a cartoonist on the podcast for this episode * [2:48] Why Stu (a cartoonist) wrote a book about booking meetings * [8:55] Factors that go into making your outreach stand out * [13:12] Personalized, direct, targeted, and in an “open” channel of contact * [15:05] Touchpoints for the executive assistant * [18:01] Social media — and why most are insignificant and must go offline * [20:50] Ideas for how to reach out in creative but effective ways
Resources & People Mentioned * The Edgy Conversations Blog * Orabrush - one of Stu’s success stories
Connect with Stu Heinecke * Stu Heinecke on LinkedIn * BOOK: How To Get A Meeting With Anyone * Stu’s podcast: How To Get A Meeting With Anyone * BOOK: Get The Meeting
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
When you hear the term “social hacking” you might think of a covert, manipulative way of prying into someone’s life. That’s not at all what we’re talking about when we apply the term to negotiation. Social hacking is an approach to information gathering that comes from the discipline known as “Social Engineering.” That's a field that my guest, Chris Hadnagy has become known for.
Chris is the CEO, Founder, and Chief Human Hacker of Social-Engineering, LLC, and author of the phenomenal book, “Social Engineering: The Art of Human Hacking.” In this conversation, you’re going to learn what social engineering really is, why it doesn’t have to be a negative thing, and how to use its techniques to gather information and gain a competitive advantage that leads to success in your negotiation and procurement responsibilities.
Outline of This Episode * [0:36] Why you’ll enjoy this insightful and provoking conversation with Chris * [1:30] How Chris moved into this realm and what he means by the term “Social Engineering” * [3:53] Could you walk into a cafe and gain information by what you see? * [8:27] Three things to master in order to become a master of conversation * [13:49] What is preloading and how does it work? * [17:07] How to verify information through deliberate false statements * [21:00] Maintain the relationships you’ve allowed to wane through instant rapport
Resources & People Mentioned * BOOK: Social Engineering * SPONSOR: ProcureCon West: Use the code “PIW19NN”
Connect with Chris Hadnagy * Follow Chris on LinkedIn * Follow Chris on Twitter: @HumanHacker * Chris’ company Social-Engineer * Social-Engineer on LinkedIn * Social-Engineer on Twitter: @SocEngineerInc
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
The science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology, and behavior research (combined it's known as neuromarketing). How can procurement professionals use neuromarketing directly in negotiations? How do we influence someone to help them make decisions that are advantageous for us and helpful for them? This is brain science for procurement!
Outline of This Episode * [0:35] The history of persuasion and negotiation in Roger’s back story * [4:49] Why “getting a deal” is a great motivator for higher spending * [8:57] Split testing what you say in negotiations can bring great advantages * [11:37] Why trusted stories beat statistics and data when it comes to persuasion * [16:45] Using the science of influence to reduce sticker shock * [22:43] How we can use neuroscience to build trust with others * [35:45] Behavioral science teaches us the law of least effort
Resources & People Mentioned * BOOK: Brainfluence * BOOK: Friction * BOOK: To Sell Is Human * BOOK: Predictably Rational
Get 25% off by suing this code: PIW19NN - code for https://ProcureConWest.com
Connect with Roger Dooley * Roger’s website: https://www.rogerdooley.com/
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
We all want to walk away from our negotiations with more value, but for that to happen we’ve got to rethink and reapply a kind of negotiation training that can get us there. Keld Jensen is at the forefront of a movement to rebuild negotiation training from the ground up, starting with a mindset that moves away from the Zero-Sum game that most of us have been taught and toward an approach that adds value to every negotiation for both parties. You will enjoy hearing Keld’s perspective and hearing why he believes that most negotiations can end with up to 40% more value being realized. Does that have your attention? Listen to this great conversation.
Outline of This Episode * [2:01] Keld’s background in negotiation * [4:05] Why today’s negotiation training is only providing hacks, not innovation * [6:10] How to help others see that we need to improve when it comes to negotiation? * [10:50] Smartnership: What is it? * [12:48] We lose up to 40% of the value in any given negotiation. * [17:59] “Getting to Yes” was a failure (says Keld) * [19:40] Changing the mindset behind negotiation * [22:48] What must be done to change the mindset behind negotiations broadly?
Resources & People Mentioned Attend ProcureConWest - Use PIW19NN to get 25% off your registration
- Thunderbird School of Global Management (at Arizona State University)
- BOOK: Getting To Yes
Connect with Keld Jensen * Keld Jensen’s website * www.SmartnershipNegotiation.com - Keld’s 90-hour program for negotiation training * Keld’s Amazon Author page * Follow Keld on LinkedIn * Follow Keld on Twitter: @Keld_Jensen
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
ERP implementation is a difficult and lengthy process that can make or break an organization. So how does an enterprise roll out the implementation effectively and efficiently? What processes or procedures can smooth the transition from an old system to a new one? Shaun Syvertsen with ConvergentIS shares how to make the process easier and how to avoid common failure points. He emphasizes the necessity of getting high-level management involved and invested in the process. Shaun points out that their involvement is a gamechanger. With it, you typically see a successful ERP implementation. Without it, the process is sure to end in disaster. So how do you reach success? Listen to find out.
Outline of This Episode * [2:33] Shaun Syvertsen’s background * [3:55] How to make the ERP implementation process easier * [17:41] The nightmare situations of ERP implementations * [26:54] Mitigate disaster with risk-management procedures * [32:05] How to hire a third-party to aid in the implementation * [38:35] What are the most common failure points to be aware of? * [46:09] Connect with Shaun Syvertsen
Resources & People Mentioned * ConvergentIS * SAP ERP * The Checklist Manifesto * Target’s failed ERP Implementation * Gary Klein Performing a Project Premortem
Connect with Shaun Syvertsen * Connect on LinkedIn * Follow on Twitter
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
Robert Semethy joins us in this episode of Negotiations Ninja—all the way from Vienna, Austria. Robert is the Chief Procurement Officer at Erste Banke—which is now celebrating its 200th year. We talk about differences in procurement and negotiation between Europe and North America. What do we need to know if we're working or living in Europe? What are the primary differences from the viewpoint of an American now living in Vienna? How do we succeed professionally once we understand the differences? And what should we continuously notice when doing business in Europe? Robert strives to answer these questions and more. Don’t miss this informative episode!
Outline of This Episode * [2:42] How Robert Semethy ended up in Austria * [4:44] What are the biggest differences in styles? * [7:38] Addressing someone on a first name basis * [11:55] Why is an international style of negotiation becoming the norm? * [13:25] Will BREXIT affect international negotiation styles? * [15:10] What can we learn from European negotiators? * [19:53] How to develop a rapport with someone a European * [22:36] Advice for Americans doing business in Europe * [25:58] What is the biggest lifestyle difference? * [27:48] Norms are driven by where the parent company is located
Connect with Robert Semethy * 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
The wonderful Bernice Lee returns to the podcast to share more about Chinese business etiquette. Bernice is an etiquette coach who was raised in Canada, worked in the U.S., and is now based in Hong Kong. She teaches Westerners and the local business communities all about the ins and outs of doing business in Hong Kong and China.
She’s an expert on the correct way to greet people, what to avoid, the big no-no’s, and even dinner etiquette. In this episode of Negotiations Ninja, we’re delving even deeper into etiquette concepts like saving face, proximity, physical space, and much more! This is an amazing free lesson that will greatly benefit business and sales professionals working in unfamiliar environments.
Outline of This Episode * [2:39] Bernice Lee’s professional background in etiquette * [3:58] Key differences in body language westerners need to be aware of * [5:49] How do you handle the lack of personal space? * [6:41] Other body language to be aware of * [9:51] Why Chinese will lavish attention on your babies * [10:57] Bernice’s top advice to Westerners * [16:49] The concept of saving face and what it means * [22:02] How does communication within a Chinese company differ? * [22:50] The Chinese business etiquette of gift-giving
Connect with Bernice Lee * The Etiquette and Leadership Institute * 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
Antonio Humphreys leads marketing procurement at Adobe and joins us to chat about identifying and solving internal challenges. Antonio helps us dispel the myths around challenging internal customers and what we can do to improve these internal relationships. Spoiler alert! A lot of it comes down to Emotional Intelligence (EQ).
Antonio delves deep into the human-centered approach procurement professionals need to take to develop great working relationships with internal customers. From there, understanding the relatable elements that are going to establish a good relationship quicker is going to give you a big advantage. You're developing different relationships internally versus with suppliers and Antonio helps us navigate the waters so they don't have to be so stormy!
Outline of This Episode * [1:43] Anthony’s background in procurement * [4:19] Why procurement people struggle to create relationships * [9:27] Why it’s necessary to develop emotional intelligence * [17:58] How to navigate conflict resolution * [20:39] How to develop emotional intelligence
Resources & People Mentioned * ProcureCon
Connect with Antonio Humphreys * 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
Jason Cammorata joins us to chat about the benefits unique and different backgrounds can have for procurement professionals. As a long-time, high-performing musician, Jason learned a lot about performance, planning, and preparation that he's applied to his procurement and negotiation career. What lessons can we learn from our past experiences? How can we take the skills we've learned and leverage them today? This week we're reflecting on our past to understand how to be more successful today.
Outline of This Episode * [3:48] Jason’s background in procurement * [5:11] A natural orientation towards value * [6:54] Jason’s performance career * [7:52] The transition from music to procurement * [13:33] Know what you’re negotiating for * [15:30] How do you know when to stop? * [20:48] Collaboration in procurement * [24:36] Use intuition with your counterpart * [25:54] How to be in tune with stakeholders needs * [29:04] Be brave and take calculated risks * [29:52] How to connect with Jason
Resources & People Mentioned * Brett Colbert
Connect with Jason Cammorata * MDC Partners * 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
In this episode of Negotiations Ninja, we’re talking with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute—about the mistakes that people make in negotiations. We're focusing on the biggest mistake—the avoidance of deadlocks. Why shouldn’t we avoid deadlock? Because sometimes starting in a deadlock gets you to the best possible outcomes. Matthias shares why it's important to start with a deadlock and more importantly, how to get out of them.
Outline of This Episode * [2:28] Matthias Schanner’s background * [4:15] The biggest mistakes made in negotiation * [5:46] Why negotiators avoid deadlocks * [6:28] How do we move beyond the deadlock * [8:35] Why should a negotiation exclude the CEO? * [10:27] How to avoid damaging the relationship * [14:19] Habits that help you embrace deadlock * [16:25] All about the ‘N Conference’ * [18:25] 3 tactics to improve negotiation results * [20:13] How to connect with Matthias online
Resources & People Mentioned * The N Conference
Connect with Matthias Schranner * Schranner Negotiation Institute * Connect on LinkedIn * Follow on Twitter
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
This week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this episode of the Negotiations Ninja, he talks about what he calls the three S’s—strategy, structure, and self. How do we strategize for negotiation? What’s the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren’t) capable of. Most importantly, what does it take to get the deal done from our own viewpoint? This is a fascinating conversation full of insights for professionals who’ve ever wondered how to apply systems thinking to negotiations.
Outline of This Episode * [0:33] Cal Chrustie joins the Negotiations Ninja podcast! * [2:59] Cal’s history in the field of negotiation * [6:04] What is a ‘Wicked’ negotiation? * [7:30] What is a dead body exchange? * [8:19] Why are ‘good tactics’ not enough? * [13:07] The risk of not having a strategy * [16:17] Does North America embrace a focus that is too short-term? * [17:45] How does structure fit into the negotiation process? * [23:20] Where does the 3rd ‘S’—self—fit into the picture? * [33:10] How to connect with Cal online
Resources & People Mentioned * InterVentis Global
Episode Sponsor * ProcureCon Contingent Staffing * Code: NN-PCS-2019 for 25% off
Connect with Calvin Chrustie * Connect on LinkedIn * Cal’s Website
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
In this episode of Negotiations Ninja, I’m chatting with Eric Germa—one of the most interesting and driven procurement professionals I’ve ever spoken to. Eric is the SVP of Strategic Procurement at Macy’s. This conversation is all about procurement transformation. Transformation is an expansive topic, covering everything from change management, upskilling your team, and becoming the leader that takes your procurement department to the next level. Eric’s experience leading transformation speaks for itself.
In the world of procurement transformation, why should procurement professionals think like consultants? How do they continuously create value? How do they drive innovation? Why is engaging stakeholders and driving change by finding new digital disruptions so important? This is a fascinating and comprehensive look at how we can all develop procurement and supply chain programs in a big way by leveraging innovation, design thinking, and a little bit of disruption. Enjoy a fascinating conversation with one of the great procurement professionals.
Outline of This Episode * [0:35] Eric Germa on the process of transformation * [2:22] Eric’s background and transition into procurement * [6:25] The three phases of procurement transformation * [11:23] Taking a more consultative approach * [15:37] Gain insight about the process from consultants * [22:09] Communication required from a leadership perspective * [23:30] Three things to consider during the process * [27:50] Embrace a continuous improvement mindset * [31:06] How you can improve your procurement department * [35:36] How to connect with Eric Germa
Connect with Eric Germa * Connect on LinkedIn * Follow on Twitter
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
What is a win-win negotiation? Is it even appropriate to think a win-win negotiation is achievable? The fantastic Mr. Chris Voss, author of Never Split the Difference, returns to the Negotiations Ninja podcast. Chris was the FBI’s Chief International Hostage Negotiator for many years and is an author and prolific speaker. In this episode, we challenge the widely-held belief of a win-win negotiation.
What does it look like when we move away from win/win negotiations to mutually beneficial negotiations? Should we be more or less transparent about what we want to achieve by the end of a negotiation? Is leverage something we should stop using as a consideration in negotiations? What are our responsibilities as a negotiator? Chris Voss talks about all this and more while sharing real-life examples from his distinguished career. Do NOT miss this.
Outline of This Episode * [1:51] Chris Voss’s background * [2:58] What Chris believes win-win negotiation is * [5:21] Is the definition of win-win too myopic? * [7:21] Win-win: ideology versus reality * [10:21] Engage in more transparent negotiations * [11:25] There’s no such thing as leverage * [13:39] Why the goal should be ‘long-term greedy’ * [15:55] Yes means nothing without the how * [17:40] What’s happening at Black Swan
Resources & People Mentioned * BOOK: Never Split the Difference
Connect with Chris Voss * Connect on LinkedIn * Chris’ Website * Text FBIEMPATHY to 22828 for a FREE Newsletter
Episode Sponsor: * ProcureCon Contingent Staffing * Code: NN-PCS-2019 for 25% off
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
Duncan Brock joins us to discuss the activities being undertaken by the UK and the EU as they try and get an exit deal signed. While we're all having a hard time understanding the nuances and complexity of Brexit, Duncan is fully up to speed on how it's affecting the UK's economy, how people work, and the entire supply chain. This is a fascinating conversation on what the future for the UK and the EU looks like post-Brexit.
Duncan walks us through the history of Brexit starting from the 2016 referendum through to the current activities surrounding negotiating the deal to exit from the EU. The nuances and complexities of Brexit are further enhanced with the frustrating number of resignations and changes within government, negotiations with other EU leaders, and now the resignation of Prime Minister Teresa May.
What does it all mean going forward? What sectors are being hit hardest? How is stockpiling affecting the supply chain? Is a hard Brexit with no deal a possibility? This is a great conversation about a complicated negotiation with a big global impact.
Outline of This Episode * [3:02] How Duncan started working at CIPS * [4:58] A brief timeline of Brexit (2016–2019) * [9:21] Who’s involved in the Brexit negotiations? * [11:51] Applying Brexit lessons to future negotiations * [16:25] How Brexit is impacting the supply chain * [21:46] Can business leaders impact the negotiation? * [23:26] Is October the line in the sand? * [25:30] The big takeaways from Brexit * [28:44] How to connect with Duncan
Resources & People Mentioned * Article 50 * WTO Rules
Connect with Duncan Brock * Connect on LinkedIn * Chartered Institute of Procurement and Supply
Episode Sponsor * ProcureCon Contingent Staffing * Code: NN-PCS-2019 for 25% off
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
Are robots and computers taking our jobs? The speed and pace at which digital procurement and artificial intelligence are moving are incredible. The brilliant Hugo Evans joins us to help sort out all our questions about what’s going on in the artificial intelligence and digital procurement space. How do I use AI? What’s the impact of using AI technology? Will it change my headcount? What are the changes to my strategy required to leverage AI? How will AI improve efficiency?
Outline of This Episode * [0:36] Is a computer taking our jobs? * [2:23] Hugo Evan’s expertise in digital procurement * [4:29] Digital procurement has exploded * [6:42] The definition of AI in procurement * [14:34] The potential downfalls of AI in negotiation * [18:26] High-volume low-complexity sourcing will be automated * [31:05] Examples of how machines can benefit you * [35:04] The difference between good data and clean data * [40:50] Three tools that Hugo recommends implementing
Resources & People Mentioned * Tealbook * Globality
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
What are the pros and cons of negotiating in teams? How do we get more out of collaborative team negotiations? What happens when negotiation professionals get so caught up in worrying about what others think of them that they freeze and don’t close with a great ask? Michael shares advice on getting past the fear and delivering on the ask.
Michael Leiken—now the Senior Director of Spend Management at LendingTree—created the procurement team at LendingTree from scratch. Michael shares from his 15+ years of experience in sourcing and procurement spanning multiple industries. Don’t miss his take on these two fascinating topics.
Outline of This Episode * [2:30] Michael’s background in procurement * [3:27] Taking a team approach to negotiation * [6:31] How team negotiations boost creativity * [9:48] The downfalls of team-based negotiations * [12:27] Overcome the fear of going in with your ask * [21:27] STOP complication negotiations unnecessarily * [25:29] 3 ways improve your negotiation skills * [28:27] How to connect with Michael Leiken
Connect with Michael Leiken * Connect on LinkedIn * LendingTree
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
Rendi Miller, the VP of Corporate Services and Source-to-Pay at Zendesk joins us to chat about great customer service. She shares her insights about what it's like to work for a company whose business is literally customer experience and customer service. What customer service and experience insights do you have to develop first with your internal business stakeholders? How can people in procurement specifically improve interfacing with business stakeholders to develop trust and build relationships? This week's podcast is a master class for procurement and sourcing professionals on building your customer experience toolkit. Don’t miss it!
Outline of This Episode * [1:56] Rendi’s background in procurement * [5:36] How can procurement leaders become customer-centric? * [8:55] Building internal relationships using technology * [16:11] What might hinder relationship building? * [19:30] Does procurement have systemic problems with trust? * [21:46] Practical ways to distribute the workload * [26:00] How to connect with Rendi Miller
Resources & People Mentioned * Seagate * Splunk * Zendesk
Episode Sponsor * ScoutRFP
Connect with Rendi Miller * LinkedIn * Website
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
Today the truly amazing and inspiring Natasha Gurevich joins us. Natasha is the Vice President of procurement at Salesforce. She discusses her philosophy on leadership, negotiation and internal collaboration. She shares her incredible story of coming from a former Soviet Union country to starting her career in procurement. She discusses the journey she took to becoming the VP of one of the largest tech companies in the world.
Natasha shares the successes and challenges of procurement in the fastest growing CRM firm in the world. Salesforce has developed a product with a huge customer following around the globe. However, this growth is not always easy to support with efficient and successful procurement processes. It’s all about balancing the fine line of how to provide transactional support while extending strategic guidance to shareholders while becoming trusted advisors along the way.
Connect with Natasha Gurevich * LinkedIn * Website
Episode Sponsor * ScoutRFP
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
The wonderful Bernice Lee joins us today for a fascinating conversation about etiquette in Hong Kong. With so many of us traveling to Hong Kong and mainland China for business, understanding the cultural norms and business etiquette of the local area is critical. Bernice shares what to do and what NOT to do.
She helps decipher what conversations are appropriate at the dinner table, what proper greetings are, and the rules around socializing in and out of formal business meetings. Bernice is a graduate of Yale and Cornell who has lived and worked in the United States, Canada, Hong Kong, and mainland China. She knows what she’s talking about. This is need-to-know information for international negotiators.
Outline of This Episode * [3:01] Bernice’s background in business etiquette * [4:14] How Hong Kong differs from mainland China * [6:20] The proper way to greet someone in Hong Kong * [10:46] The concept of saving face in Hong Kong * [13:19] The importance of body language in interactions * [16:34] The concept of personal space in conversation * [22:54] When do you broach business conversation? * [24:00] What is the drinking culture in Hong Kong? * [28:20] How to properly thank your hosts * [32:07] Be genuine, curious, and respectful * [33:34] How to connect with Bernice
Resources & People Mentioned * Mooncake * The SARS Epidemic
Connect with Bernice Lee * The Etiquette and Leadership Institute * Connect on LinkedIn * Follow on Facebook
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
This week's solo podcast is for all my sales friends around the world. I get a lot of questions from sales professionals about how to have a successful sales meeting with procurement professionals. You've secured your first sales meeting with a procurement team—now what? What content should you cover? Who's your audience? Are there more stakeholders outside the procurement team? What are the logistics around setting up the meeting? This episode of the Negotiations Ninja podcast delivers the ins and outs of successful sales meetings in seven steps.
Outline of This Episode * [0:35] Salespeople: Successful Sales meetings * [2:35] Step #1: Ask good questions * [4:54] Step #2: Stand and implement good posture * [6:26] Step #3: Dress appropriately for the industry * [7:37] Step #4: Bring snacks to the table * [8:42] Step #5: Practice, practice, practice * [9:34] Step #6: Be prepared to be derailed * [11:03] Step #7: Get your next meeting scheduled
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
Marty Latz joins us to help understand how Donald Trump negotiates. Marty has analyzed more than 100 Trump negotiations and shares dozens of Trump's strategies - highlighting which to use and which to avoid. Regardless of where you stand politically, that one new Trump tactic you gain may make the difference between walking away a winner and leaving empty-handed. What does it all mean for Trump as President? What impact does his tactics have on global negotiations and the U.S.'s position on the world stage?
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Why is listening a vanishing art and hard to do effectively when it’s really so simple? When was the last time you viewed listening as a skill that can be taught, developed, and nurtured over time? In today’s hyper-connected, digital age of chaos, conflict, and confusion, we are more connected than ever to other people. But are we also on the brink of an epidemic of loneliness? Dan Oblinger—the author of Life or Death Listening: A Hostage Negotiator’s How-to-Guide to Mastering the Essential Communication Skill—joins us to talk about authentic listening. Dan delivers the toolkit we’re searching for—don’t miss this episode.
Outline of This Episode * [4:10] Dan Oblinger’s background * [5:40] Why are we starved of genuine listening? * [7:59] The difference between hearing and listening * [9:55] Why does listening fade and die in our relationships? * [14:31] Listen to people because of what they are—not who they are * [22:00] How to develop mastery of listening * [24:38] How to come to terms with a bruised ego * [26:26] Dan’s 8 active-listening skills to master * [29:52] How do we build an organizational culture around listening? * [33:31] One more skill to practice to improve listening skills * [36:53] How to connect with Dan Oblinger
Connect with Dan Oblinger * BOOK: Life or Death Listening * BOOK: The 28 Laws of Listening * LinkedIn Profile * Twitter
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
I’m really excited to have Siddharth (Sid) Ramesh on this week’s show. Sid is the manager of strategic sourcing in the technology space at VSP Global, where he’s been for 5 years. His career is on a meteoric rise. He’s been nominated for a SIG Future of Sourcing Rising Star Award and he’s a trusted source for everything related to procurement. In addition to being super smart he’s really nice—definitely one of the good guys.
Sid talks about supplier negotiations in the technology space including the myth about having to be the tough guy. He shares insights on the unequivocal need for planning and having the confidence to appreciate the need for continuous learning and training. My prediction is that Siddharth Ramesh is going to be the next big thing when it comes to procurement and sourcing.
Outline of This Episode * [2:06] Sid’s background in procurement * [6:03] Training with Negotiations Ninja * [8:14] Supplier negotiations in the technology space * [10:14] How to prepare for difficult negotiations * [12:18] The Negotiations Ninja framework * [14:10] Challenges with achieving internal alignment * [18:05] The key to Sid’s success * [20:30] Why you should invest in training * [23:06] What is the SIG Rising Star Award? * [25:34] How to connect with Siddharth
Resources & People Mentioned * VSP Global * Sourcing Industry Group
Connect with Siddharth Ramesh * Connect on LinkedIn * Follow on Twitter
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
Negotiation is a psychological game between individuals. To play it effectively, you have to know the rules of the game. So what role does trust play in the big game? Keld Jensen, an internationally recognized author and adviser on behavioral economics and decision making, joins us to discuss the big topic of trust. Why is trust required in negotiations? How do we develop trust? What are the essential components within trust that we need to be aware of? This is for anyone who negotiates in work or in life!
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
This week David Lax, co-author of 3-D Negotiation joins us. Often negotiators get stuck in the win-win or win-lose debate and focus on face-to-face tactics (the first and second dimensions). What sets the 3-D approach apart is its "third dimension". Before showing up at a negotiation, 3-D experts ensure that the right parties have been engaged, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
We've got an amazing episode with Gary Noesner. Gary was the FBI's first Chief Negotiator and discusses his fascinating memoir Stalling For Time. Gary takes readers on a tour through some of America's most famous hostage crises including the Montana Freemen standoff, and the D.C. sniper attacks. Gary was on the front lines of Waco and is portrayed by Michael Shannon in the miniseries Waco. He offers a candid look back at his years as an innovator and a pioneer on the front lines.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Brexit. The USCMA. Tariffs. The world's most powerful trading partners. We're chatting about international trade with none other than the great Hampton Dowling. He supports businesses, organizations, and politicians with an insider's view as they navigate their way through large, complex international trade deals. We're chatting about when trade and politics collide, separating people from the problem, business leaders influencing trade, and what any negotiator is willing to give up.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
You're in a situation that's looking like it's quickly turning into a crisis situation. What do you do? You're in a situation where someone might harm themselves or someone else. What does it take to control and resolve the crisis? Scott Tillema, a police negotiator shares the steps you can take to control of the situation. Scott talks about mental health and what you can do for your loved ones who may be struggling. These are long overdue conversations that we're starting to talk about more and more.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
This week we're focusing on entrepreneurial negotiation and why entrepreneurs should care about developing negotiation skills. Author, speaker and teacher Samuel Dinnar joins us to discuss the eight common mistakes entrepreneurs make when they focus on scale and growth while neglecting developing their negotiation skills. How can entrepreneurs manage the relationships that determine their business's success?
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
We're getting political at Negotiations Ninja as Dr. Joshua Weiss, a conflict resolution expert and Senior Fellow at the Harvard Negotiation Project joins us. Dr. Weiss talks about the current situation in Washington and tensions between Democrats and Republicans. Is it really as messy as it seems from the outside? What are some tactics both parties can employ to diffuse a potential political war as one shutdown ends with a potential state of emergency looming ahead?
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Matt Dixon, Chief Product & Research Officer at Tethr and noted business writer and speaker, returns to the Negotiations Ninja podcast to discuss the science of negotiation - specifically artificial intelligence. How does artificial intelligence impact negotiations, specifically in sales and customer service and the conversational jobs that require human interaction? Can artificial intelligence take on what we believe only humans can do?
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Annie Duke, a World Series of Poker champion turned business consultant talks about decision quality and improving it by embracing uncertainty. By understanding what drives your decision making framework and shifting our thinking from a need for certainty to a goal of accurately assessing what you know (and what you don't) you'll be less vulnerable to reactive emotions, biases, and destructive habits in your decision making.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Larry Susskind, MIT professor and co-founder of the Program on Negotiation joins us to talk about his book Good for You, Great for Me. We're talking about how to negotiate against the 900-pound gorilla; the organization that seemingly has all the leverage in negotiations because of its size. Larry discusses the “the trading zone”— the space where you can create deals that are “good for them but great for you” while maintaining trust.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Procurement professionals are seeing dramatic shifts in the workforce as large numbers of Baby Boomers retire. Young professionals are wondering how to handle the big changes their organizations are going through while picking up the slack. Roy Anderson shares his wealth of experience on what it takes to hit the ground running and start executing immediately upon being hired.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Ever wondered about the ins and outs and the dos and don'ts on negotiating over text, email and social media? Mark Lowther, a negotiation and communication coach who has worked with police forces in crisis and hostage negotiations joins us. Mark's one of the first people to complete a hostage negotiation over social media and shares his tips and advice about managing negotiations in the new digital landscape.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Happy New Year Negotiations Ninja listeners! I'm excited to share updates and some changes you'll see in 2019. But first, you can't look forward to 2019 without reflecting on the year that was 2018. I'm presenting the list of our top five most downloaded podcasts list with highlights and insights from our amazing guests. So sit back and relax as we recap what we've been through, where we're going, and what it's going to take to get there.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Merry Christmas from Negotiations Ninja Podcast.
Spend time with the people that you love the most.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Don't you wish you knew how to get better performance out of your employees? If only there was a way to negotiate with them to get better performance out of them!
Tim Cronin, Chief Procurement Officer at Florida Blue, is on the show today to talk about just that. In this fascinating discussion we talked about how to have those tough employee discussion, the concept of radical candor, and aligning the business goals to the goals of the employee. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
How can we create situations to elicit more information from someone where they don't even realize they're giving away that information? For the longest time, that was Jack Schafer's job at the FBI as a behavioral analyst.
Through years of experience turning foreign agents into informants he was able to build up a very unique skill set. Through the use of certain behavioral techniques and cues, Jack teaches us how to gain and leverage trust to our benefit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Pat Tinney is on the show to talk about the new revised edition of his great book, Unlocking Yes. Pat's book is very much like a field guide for sales people on how to negotiate.
Pat and I get into an in-depth discussion about what it takes to negotiate good deals as a sales person, the value of being able to tell a story, smartly withdrawing from deals that just don't feel right and what you need to be aware of as a sales person when negotiating with professional procurement people.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Jay Sklar is on the Negotiations Ninja Podcast to discuss how procurement people can become a trusted advisor to our internal business stakeholders. We hear this term so much, but so many of us have a different idea about what it is and what it takes to become the trusted advisors that our internal business stakeholders so desperately need us to be. Jay had great strategies on what to do to become the trusted advisor, and what not to do, which I found super interesting.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Jeanette Nyden, a commercial contract coach, is on the Negotiations Ninja podcast to discuss how to negotiate performance based contracts. We discussed what performance based contracts are, why they're important, what to think about when putting together performance based contracts and some of the penalties and rewards systems that can be put in place. We really only scratched the surface of the topic, but it's still very in depth. Get your note pads out.ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Harrison Smith, Acting Chief Procurement Officer at the IRS, is on the Negotiations Ninja Podcast to talk about how procurement and negotiation works in the government. We got into a very interesting discussion on the difference between public and private procurement. I've got to tell you that it truly opened my eyes on what goes on in the government procurement world. The amount of pressure that these folks must be under to keep all stakeholders engaged and happy must be incredibly immense. It gave me a whole new appreciation for the work that our our brethren in public procurement do.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Wies Bratby, Chief Enthusiasm Officer at Women in Negotiation, is on the show today to talk about how women can develop confidence in negotiation and change their mindset. Wies teaches how women can empower themselves to negotiate raises, promotions, better benefits for themselves. Ultimately it all comes down to the development of confidence. As I learned, women view negotiating for themselves very differently than negotiating for others.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Susan Ibitz, the human behavior hacker, is on the show. Some people hack computer systems, she hacks human behavior. Susan runs a company called the Human Behavior Lab where she and her team specialize in face reading, statement analysis, body language, and micro-expressions.
In this episode we jump into these 4 areas with both feet and discuss how understanding each of these four areas can make you a better negotiator and a better communicator. The thing that I loved about this episode is that Susan dispels a lot of myths about body language, specifically on how to tell if someone is lying to you. I find Susan's research fascinating and this is likely an episode you're going to want to take notes on. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
It's another a solo performance! I've had a stack of people reach out to me and ask how they should be negotiating a raise or a new salary. And it's an awesome question because the raise/salary negotiation is likely the most foreboding negotiation most people ever have to go through. So I'll be laying out, step-by-step exactly how to negotiate a raise or new salary. It's not complicated, but it does require research, effort, and follow through (this last bit is key).
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Joe Navarro has spent a lifetime observing others. For 25 years, as a Special Agent for the FBI, he conducted and supervised interrogations of spies and other dangerous criminals, honing his mastery of nonverbal communication. After retiring from the bureau, he has become a renowned public speaker and consultant, an internationally bestselling author, and a sought-after TV commentator.
Now, a decade after his groundbreaking book What Every BODY is Saying, Joe returns with his most ambitious work yet. THE DICTIONARY OF BODY LANGUAGE is the first-ever “field guide” to body language with more than 400 behaviors, presented in an easy-to-reference format that unveils what our bodies communicate about what we think, feel, want, desire, or fear.
Joe and I had a great conversation about the power of body language and nonverbal communication in negotiations and how you can leverage nonverbal communications to get more of what you need out of your ongoing negotiations.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
This will be the beginning of a series of solo episodes where I will release in-depth training and guidance on a specific topic that I've received questions on. How do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, their needs, and their wants? I'm dedicating an entire episode to how to extract information from the other party so that you can learn more about them and then use that information as leverage to get what you need from the negotiation later on.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
I've been waiting to have this conversation for a long time. Full confession, I'm a huge magic fan. And one of my favorite acts is a guy named Brian Brushwood. He's a magician, podcaster, author and television personality. Brian has a great show called Scam School where he teaches viewers how to use magic to scam beers off of friends in the bar.
Magic and negotiation use a lot of the same communication tools and Brian and I have a great discussion about the dark side of magic and negotiations. The unfortunate thing about magic and negotiations is that sometimes it attracts people who would use tricks, communication tools, and body language for nefarious means to deceive others.
How do you recognize people who would try to deceive you and how should you develop your skills to deal with those situations? But also, knowing that there are ways to leverage someone's attention, how can you use that attention to get more of what you want without deceiving them?
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
This is a very personal conversation I had with a living legend in the world of crisis negotiation. This interview challenged me on more levels than I thought it would and it personally feels like the best interview I've ever done, but not because of anything I did.
Jack Cambria, 34 year veteran of the NYPD and crisis negotiation legend, is the crisis negotiation teacher that crisis negotiators go to learn from. He's the instructors' instructor.
I was struck with the profound level of wisdom, patience, and knowledge that Jack has. But more than that, I was struck that he almost seems surprised that he's a legend. And that for me was the mark of a true man of service. He's dedicated his life to the service of others and to the preservation of life.
It was a great honor to speak to Jack, and I couldn't think of a better person to have on the show to celebrate the 50th episode of the Negotiations Ninja podcast.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades. His clients range from Juno-winning bands, record labels, publishers and managers, to the smallest up-and-coming artists. He tours the country regularly with his band One Bad Son, working with some of the biggest names in the music business, like Def Leppard and Judas Priest. Kurt and I talk about negotiating in the entertainment business, what some of the misconceptions about the entertainment business are, and what business people can learn from negotiations in the entertainment business.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset. Mark is a lawyer with a ton of start-up experience and negotiation experience. He talks about the confidence required to perform well in negotiations and he believes that most people actually get in their own way when thinking about negotiation and life. Mark has consulted with the Gap Partnership , a very large negotiation consultancy in the U.K., and is now striking it out on his own to teach people how to develop a better performance based mindset.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Mr Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to.
Mike and I also get into a discussion about AAR's or After Action Reviews and doing deep dives into your negotiation after the fact to see what you did well, what didn't go well and what can be improved for next time. Mike's even developed a cool little app called the Negotiation 360 app (available on Google Play and the App Store) that allows you to rank and rate your negotiation and take notes on it so you can track your progress on skill set from one negotiation to the next.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
How does gender affect negotiation? We ignore these types of questions because they can be controversial and inflammatory. But we shouldn't ignore these questions. Only by asking these questions can we understand each other better. Dr. Shira Mor explains gender stereotyping in negotiations and talks about how those roles limit and enhance some negotiations. This is the 7th of 7 interviews that I did live in the speaker's room at WIN Summit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Michael Cadieux was Chief Procurement Officer of one of the largest communication firms in the world. But he left safe and stable employment to strike it out on his own. Why? I aim to find out. Mike and I get into the trends that are emerging in the procurement world, the opportunities he sees to reduce cost and improve productivity, and we get into two massive areas of potential savings in tailspend and tax (tax is way bigger than you think).
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
The amazing and incredible Sandra Gault is on the Negotiations Ninja Podcast. To call Sandra a disrupter would be an understatement. She's literally turned the women's shoe industry on it's head. We get into an amazing conversation about raising capital, developing credibility, and negotiating with shoe manufacturers. This is the 6th of 7 interviews that I did live in the speaker's room at WIN Summit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
If you don't know who Chris Voss is, do yourself a favor and pick up a copy of his book: Never Split the Difference. It will change the way you look at negotiation forever. In this episode, Chris and I talk about some of the finer nuances and intricacies behind the tactics he teaches in his book.
Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007. Before that, Voss worked on NYC's Joint Terrorist Task Force investigating terrorist activities and attacks. After working on more than 150 international hostage cases he retired from the FBI in 2007 and founded The Black Swan Group.
Outline of This Episode * [2:18] Chris’s background in FBI Crisis Negotiation * [3:48] Why you want an early “no” * [6:50] Two needs: to be understood and accepted * [8:57] What is the late-night DJ voice? * [12:36] The major failure in negotiation training * [16:56] Why you should NEVER split the difference * [20:01] The concept of extreme anchoring * [21:48] Calibrated “How” questions * [23:14] Why you want to hear “that’s right” NOT “you’re right” * [25:14] Be as assertive but nicer * [28:02] Don’t take yourself hostage
Resources & People Mentioned * Book: Never Split the Difference * Book: Start with No * Book: Beyond Winning
Connect with Chris Voss * Connect on LinkedIn * Follow on Twitter * Follow on Facebook * Black Swan Group * Text FBIEMPATHY to 22828 to subscribe to The Black Swan Newsletter
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
How do you handle "no"? Because that's ultimately what we all want to know. The word "no" is scary because it feels like we're being rejected. And rejection hurts! But maybe there's a way to re-frame "no". Does "no" actually mean "no"? Or is it an opportunity to reflect and re-frame and find an opportunity to be creative to meet the needs of your customer more?This is the 5th of 7 interviews that I did live in the speaker's room at WIN Summit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
We talk about the tech industry as being a disruptive. But what about the cannabis industry? This interview is with Bruce Linton, the Founder and CEO of Canopy Growth Corporation. The questions that I asked myself going into this were, "How does someone take something that was, and still is in many places, illegal and make it something that is now considered mainstream?" and "What are the negotiation techniques he used to make that happen?"
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Caroline Hubbard is a young Harvard grad who works at LinkedIn as a strategy analyst. The conversation we had was all about enacting change at work and the negotiation skills required to do so. More than that, it was about how different generations in the work place can work together to generate more value. Of course we talked about Millennials and their impact on the work place and she was able to get me to reflect on my own biases. This is the 4th of 7 interviews that I did live in the speaker's room at WIN Summit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Stacey Taylor, SVP & Chief Procurement Officer of MGM Resorts International, and I talk about the unique procurement and negotiation challenges that exist in the hotel and casino business. With nearly 30 years of experience in procurement, she has a unique understanding of procurement. She's served in leadership positions with ConAgra and Tyco and serves on the board of ISM and as an adviser to COUPA and WRMSDC. It was a pleasure having her on.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
This is the third incredible interview I did at the WIN (Women's Insights on Negotiation) Summit. Cary Carbonaro, an award winning, internationally known Personal Finance Expert, with over 25 years of experience, talks about how women can negotiate their personal finances. Cary has been a guest on “Fox & Friends”, “The Today Show,” CNN, CNBC, CBS, Fox News, ABC, NPR, Fox 5 NY, NY1 and Good Morning Orlando. It was awesome having her on the show. This is the 3rd of 7 interviews that I did live in the speaker's room at WIN Summit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Often, the key differentiating factor between an unsuccessful negotiation and a successful one is the strategy behind it. And that's what Patrick Tinney (Founder of Centroid Training and Marketing) and I talk about on today's show. Pat's firm helps organizations make money through consultative selling, prospecting and negotiation training. He is frequently published online and has written two books “Unlocking Yes” and "Perpetual Hunger”.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Be curious, be authentic, and find similarities! Boost Your Likability! Because it pays to be likable. Especially in a negotiation! Michelle Tillis Lederman is one of Forbes Top 25 Networking Experts. We focus on one of her books: The 11 Laws of Likability. She has appeared on NBC, CBS, Fox, and NPR. She's been featured in the Wall Street Journal, NY Times, Working Mother, US News & World Report, USA Today, and CNBC. This is the 2nd of 7 interviews that I did live in the speaker's room at WIN Summit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Danny Creed is a business coach, trainer, entrepreneur, best-selling author, and international keynote and workshop speaker. He is a recognized expert in sales, management, and start-up business strategic planning. Having been involved with 14 successful start-up businesses and over 400 business turnarounds, Coach Dan has a unique perspective of what he calls grass roots negotiations which about getting down to the nuts and bolts of negotiations.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Avery Blank is a lawyer and impact strategist. We talk about the power of networking and how to use negotiation skills in business networking. Hint, it's not just about you! It's about the other person. We cover some of the key principles in networking and how to effectively execute excellent networking. This is the 1st of 7 interviews that I did live in the speaker's room at WIN Summit.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Herb Cohen, the best negotiator in the world, is on the Negotiations Ninja Podcast! Cohen is an expert negotiator and strategy consultant in commercial and crisis negotiations. He is also the author of two amazing books, including the New York Times bestseller You Can Negotiate Anything. He's given countless speeches on topics related to deal-making, sales, negotiating, branding, and motivating. It was truly a privilage to have him on the show.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
My friend, Phil Ideson and I talk about savings. And naturally when two procurement guys get into a conversation about savings, debate ensues! Is cost avoidance real savings? Is cost reduction just a price argument? Phil and I get on our soap boxes about savings and have a great time in the process. For sales people, this is good insight for you to understand what procurement people are measured on.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Getting Kevin Frechette or Tarek Alaruri to brag is difficult. They're humble guys. So I'll do it for them. FairMarkIT has changed the game of tailspend and capturing value from tailspend. They're shaking up the procurement world and I could not think of anyone better to have on the show to talk about proofs of concepts than Kevin. Full disclosure, although it sounds like I have a stake in FairMarkIT, I don't. But I want to!
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Carol Sankar and I talk about confidence in negotiation and the lies that women tell themselves about their ability to negotiate. Carol was a speaker at WIN Summit and has been featured in numerous magazines, articles and conferences; including recent features in Forbes, Entrepreneur.com, TEDx, The Steve Harvey Show, Inc., and Working Mother. Carol is a real estate investor and bestselling author of The Confidence Factor for Women in Leadership.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Today's episode is all about closing and negotiation, how to close and how not to close. And for that we need a closer, so that's why John Barrows is on the show! John provides sales training services to some of the world’s fastest growing companies, think Salesforce, Linkedin, DropBox, and many others. I'm a John Barrows fan. His stuff works. He considers himself a sales guy who also happens to be a trainer, and that makes all the difference in my opinion.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
This one's a little different. Actually, it's very different. When I heard Dr. Roger Wong speak on Gerontology at TEDx Stanley Park in Vancouver and how to help our elderly loved ones gain more independence, I knew I needed to have him on the show. This show is all about how to have difficult home based conversations we often ignore, specifically when it comes time to having a conversation with aging parents or loved ones.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Best-selling author, Matt Dixon changed the selling world when he co-authored the Challenger Sale. Matt has coauthored three best-selling books, The Effortless Experience, The Challenger Sale, The Challenger Customer. Matt digs deep into insight selling in this podcast and we have a ton of fun talking about modern sales and negotiations practices. Currently, Matt serves as head of Korn Ferry's Selling practice.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Evan Hopkins, former VP of Sales at 1-800-GOT-JUNK, comes on the show to talk about franchise sales, but more specifically to talk about how to develop trust so that we can have difficult conversations around under-performance. Evan speaks to a concept called 'radical candor'. Being candid is the only way to approach tough conversations. We also get into how to get referrals and how to condition the other party to get you what you need.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Here it is! Finally! I've been waiting to air this episode for a long time! Kwame Christian is on the show today to speak about contracts, what to look for in contracts, and some things you really need to be aware of in contract negotiations. He's a lawyer, host of the Negotiate Anything Podcast (great podcast!), and owns his own negotiation coaching and training business. We had so much fun.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Robbie is the founder of Peninsula Strategies, a management consulting firm and the author of the The Membership Economy (top 5 Marketing Book of 2017). Her clients have included Netflix, the National Restaurant Association and The Mail Newspapers in the UK. I had so much fun talking with Robbie! We started off talking about the membership economy and then the conversation moved into talking about grocery stores of all things!
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
If you ever get the opportunity to speak with Bob Sager, you're like to never meet with a more positive person. Bob and I get into the weeds on what a positive self-worth is and what it takes to develop a positive self-worth. Often in roles like sales or procurement we don't give much thought to the psychological game at play in our own heads. The correlation of high self-worth to high performance cannot be ignored.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Josh Steimle is an author, speaker, and entrepreneur. He's very well-known for speaking and writing on the topic of influence, how to use influence, how to develop influence, and how to grow your influence, so that you can use it to your advantage and obviously the advantage of others. We dive deep into what real influence actually is. It's not what you might think it might be and the answer actually might surprise you.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
A lot of us forget about is the cost of conflict, and the cost of not being able to manage conflict effectively. Raphael tells about the inner workings of conflict resolution, dispute resolution, and mediation and arbitration. We get deep into what it takes to manage conflict, how we should manage conflict, and what kind of mechanisms should we put in place so that we can manage conflict effectively in the future.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Sometimes we get so caught up in our external negotiations that we forget about what it's like to negotiate and create alignment internally within our organizations. David Hearn is known for creating alignment internally and explaining the need for good emotional intelligence, and the development of empathy to create that alignment. It's so, so important. but for whatever reason, we forget about it. So how do procurement leaders negotiate internally?
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Phil Ideson and I are both procurement guys and both have podcasts. And the similarities in our backgrounds is actually quite startling. It feels like we've known each other for a long time. On this show, Phil and I wax poetic on procurement negotiations and some of the challenges that procurement people face in negotiations. We collaborated and recorded for his show at the same time, so check that show out in the show notes!
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
It was both an honor and a privilege to have Brent Gleeson on the show. Brent is a Navy SEAL combat veteran with multiple tours to Iraq and Africa and other war torn areas. We spoke about peak performance, peak performance culture, peak performance mindset and what it takes to develop a mindset of peak performance and how you can translate that into your sales and your negotiation life.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Doug Sandler may be the nicest guy that I've ever had on this show, but that makes sense because he is the author of Nice Guys Finish First, and the host of the Nice Guy's on Business podcast. Being the son of the famous Dave Sandler, Doug is no stranger to sales systems, but has developed something very different in his Invest, Inspire, and Execute system. Doug and I talk about sales, negotiations, and what it takes to be a nice guy in business.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Michael Raphael is the Chief Procurement Officer at Jones, Lang and LaSalle, a multinational property management firm. Having been based in Asia for 11 years, he has a deep knowledge of negotiation practices in Asia and that's what we discuss. In the west we're sometimes guilty of being egocentric in thinking that our way of negotiating is the way people all over the world negotiate, and that simply is not true. So how should you negotiate in Asia?
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Vitold is the CPO for the America's region for Capgemini (an information services company based out of Paris) and is quickly becoming my favourite Frenchman. Our conversation was focused around the pace of change in technology, and what's required from a procurement and negotiations point of view to keep pace with that change. I'm excited that I was able to get this interview with Vitold as it ties in nicely to the conversation that I had with Howard Richman. His cool French accent may be my favourite part of this whole interview.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Howard is the head of global indirect procurement at Citrix Systems. We focused our discussion on procurement negotiations within the IT and IS space, but this conversation is so much more than that. Warning, we touch on a few legal concepts, but we are not lawyers. Obviously, don't take our word as the gospel truth for legal concepts that we talk about. Seek qualified legal counsel if you need help with legal issues that you're negotiating.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Dr. Natalia Wiechowski is the Middle East's leading edutainer. She is a keynote speaker and personal branding expert who empowers business people to stand out. She builds impressive, positive, personal brands and fast tracks their success online and in everyday life. We walk through how personal branding and negotiation overlap and why personal branding is so important to developing strong negotiation practices and getting great deals.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
I'm joined by Tarek Alaruri of FairMarkIT.com. We split our discussion and focus on price transparency in the procurement industry, especially around price transparency in negotiation. And then we switch gears and talk about tailspend. 20% of vendors produce 80% of the spend, so what should we focus on optimizing? What about the forgotten 80% of vendors that produce 20% of the spend? It was a super fun conversation.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
In this episode, Beth Fisher-Yoshida and Todd Wiesel talk on the role of women in negotiation. We dive into topics like implicit bias and the systemic issues that women face in the workforce. Beth is a certified clinical sociologist, facilitator, educator, mediator and executive coach. Todd is the managing director at The Negotiation Institute (TNI) and coordinator of the WIN Summit, a conference focused on women and negotiation skills.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People In Sales. In this podcast we dive deep into how procurement and sales overlap and how we can collaboratively drive more value for the business when it comes to negotiation.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Stan Garber, Alex Yakubovich and Greg Tennyson can see the future. In this episode we discuss technology's role in procurement and negotiations, where we are, where we're going, how do we get there. Stan and Alex started Scout, which is an intuitive Cloud based platform which encompasses everything from project intake through sourcing pipeline to contract and supplier management, RFX, and reverse auction tools.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
The “Sales Hunter” himself, Mr. Mark Hunter, joins us today. Mark is one of the Top 50 Most Influential Sales and Marketing Leaders in the World and as the author of two best-selling books. In this interview we talk about how to negotiate better in a sales context, asking the right questions and we also talk about some of Mark’s failures around negotiation. Mark has conducted thousands of events on sales has spoken in more than 25 countries.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Drew Green is the CEO of Indochino - the largest bespoke suit retailer in the world. Between 2015 and 2017, Drew increased the market capitalization of Indochino by approximately $200 million. He says focus, dedication and decisiveness are what have led the company to achieving record growth year over year. Execution is everything to Drew. His knowledge on entrepreneurial financing and deal making and how to think about deals is incredible.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People In Sales. We get deep into sales and procurement styles of negotiating and discuss how sales and procurement have interacted with each other in the past. A truly fascinating discussion!
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Angus McIntosh may be one of the most eloquent speakers on procurement specific negotiation I've spoken to. We cover a ton of content on procurement specific negotiation in this episode and talk about how less than half the outcomes of negotiations are determined by the predictable factors like relative power and relationship history and the rest is actually about situation awareness and control (control of the self and control of the process).
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
In this episode we interview Stephany Lapierre, the founder and CEO of Tealbook, a supplier intelligence company. We focus on that value of supplier intelligence in negotiations. Steph’s been recognized as an influencer by PharmaVOICE 100, was selected as the 2017 Provider Pro To Know by Supply & Demand Chain Magazine and has won many awards for her innovative approach to supplier intelligence.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
In this episode, we interview Don Klock, a professor of Supply Chain Management at Rutgers Business School. Don has over 30 years of experience with major multinational consumer products corporations like Colgate Palmolive, where he was most recently their Chief Procurement Officer. He has fantastic advice around the value of planning in negotiation. He’s a legend in the world of procurement and negotiation and it was truly an honor to talk with him.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
In this episode, we interview Greg Tennyson. A man called the most forward-thinking procurement executive in the U.S.. Greg is a recognized global executive with extensive experience leading transformative change across a wide range of organizations for Fortune 500 companies. He’s currently the Chief Procurement Officer at VSP Global and previously held the same role at Salesforce.com and Oracle.
He has been featured by Supply and Demand Chain Magazine. He’s heavily involved in the Bay area procurement scene and was actually a founding member of the Bay Area Procurement Council. He sits on a number of advisory boards for emerging high-tech companies, and as you’ll hear in this episode, he’s heavily involved in some upcoming tech in the procurement space.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Dominic is a serial entrepreneur who also happens to be a business coach. He has built and sold two multinational businesses in the last two years. He is the global franchisor for a company called Focal Point Coaching which is a company that he took from 6 units to 200 units in just a few short years. Dominic is also the host of the ZorBusiness Podcast, where he educates other franchisors on how to grow their franchise operations.
ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast