Negotiations Ninja Podcast

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. Embrace Solidarity: 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