Negotiations Ninja Podcast

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: @NegotiationPod Subscribe 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.

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 [email protected] 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!

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!

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!

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!

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

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 F*ckUp 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!

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