Negotiations Ninja Podcast

Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja.

The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided with Johnny Depp. Both sides presented evidence and made statements. Both sides had experts and witnesses testify. So what made the jury side with Johnny Depp? The body language and facial expressions of each of the parties in the trial. Susan Ibitz has spent the last six weeks studying body language and facial expressions from both sides of the table. In this episode of Negotiations Ninja, she shares what the body language and facial expressions in this trial told her—and what you can learn from the outcome. Outline of This Episode [3:12] The outcome of the Johnny Depp vs. Amber Heard trial [8:58] How Amber's body language showed she was lying [14:17] Amber's team appeared grossly unprepared [17:09] A discussion about Johnny Depp's body language [20:36] Thoughts on Dr. Hughes and Dr. Curry [23:02] The major lessons the audience can learn [25:49] How to connect with and engage Susan Ibitz Connect with Susan Ibitz Human Behavior Lab Connect on LinkedIn Susan's YouTube Channel Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the "Father of Contact Marketing." In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out!

Kim Orlesky is an executive-level content creator, professional speaker, mentor, and successful entrepreneur. Kim has spent the last seven years running her own sales training organization, helping B2B companies find more profitability and productivity through virtual sales. Now, Kim is up for a brand new challenge. Kim is ready to dive back into the corporate world and transition out of entrepreneurship. Why is Kim making the move? How can her experience as an entrepreneur and her extensive personal brand help her move back into the corporate world? That's the topic of discussion in this episode of Negotiations Ninja. Outline of This Episode [1:49] Learn more about Kim Orlesky [3:59] Kim's transition out of entrepreneurship [7:45] What do you want in your role? [11:01] Treat others how you want to be treated [14:49] The logic and the process of sales [18:15] Personal branding in the corporate world Connect with Kim Orlesky Connect on LinkedIn Kim's TikTok "exit" video Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

If someone is facing imminent harm and you're the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice just might get you through a crisis—don't miss it.

Procurement hasn't kept pace with overall corporate growth. As a result, today's procurement leaders are being asked to do the work of 2–3 people. They can't perform the same tasks that they may have been able to complete 15 years ago. The reality has created new vulnerabilities: the inability to manage expenses, develop required relationships, and the threat of lost business. These are the three issues Rich Ham discusses in this episode of Negotiations Ninja. Outline of This Episode [1:30] Learn all about Rich Ham [2:54] The developing power imbalance [11:25] Why isn't procurement growing? [13:28] Can service vendors' actions be justified? [17:07] Areas that are commonly overcharged [21:18] The one thing that is never disputed [23:58] How procurement can defend their interests [28:43] Where should a procurement team start? [31:13] Inflationary considerations are real—so what's the problem? [33:07] How to connect with Rich Ham Resources & People Mentioned Richard Ham: Journalist to Master Negotiator, Ep #157 A Discussion on Labor Spend with Rich Ham, Ep #233 The Kraft/Heinz settlement with the SEC Connect with Rich Ham Fine Tune Connect with Rich on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Michael Wheeler's book, "The Art of Negotiation: How to Improvise Agreement in a Chaotic World," dives into improvisation in negotiation—something we rarely focus on. We always emphasize in-depth preparation before entering a negotiation. But sometimes, despite your best efforts, you have to improvise. Learn more about how to master the art of improvisation in this special throwback episode.

There's no beating around the bush—intellectual property clauses are complicated. They're even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you're ready for a deep dive into the nuances of IP clauses, give this episode a listen. DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes. Outline of This Episode [2:03] Learn more about Jeanette Nyden + Lawrence Kane [3:16] Learn about The Contract Professional's Playbook [5:00] The definition of intellectual property [8:33] The difference between intellectual property and work product [12:34] The differing perspectives of the vendor versus procurement [22:43] The complex questions of ownership [23:43] How to protect intellectual property clauses [28:36] The challenges faced around intellectual property [34:45] How contract professionals should approach intellectual property [37:07] How to connect with Jeanette and Lawrence Resources & People Mentioned The Contract Professional's Playbook Connect with Jeanette Nyden and Lawrence Kane Connect with Lawrence on LinkedIn Connect with Jeanette on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Remember the tariffs that the US leveraged against China in 2018, launching the "Trade War?" The trade negotiations with China were a clash of world powers and a clash of cultures. As we've seen the results play out over the last few years, it's intriguing to look back and see how Allan Tsang thought this situation would play out. Listen to this throwback for an interesting glimpse into the past!

How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you're "worth" what you're asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don't miss what she says in this episode of Negotiations Ninja! How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you're "worth" what you're asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don't miss what she says in this episode of Negotiations Ninja! Outline of This Episode [1:47] Learn more about Fotini Iconomopoulos [2:39] What holds people back from negotiating? [6:19] How to ask for more money the right way [12:52] It's time to get curious in conversations [16:31] Strategies to overcome your nerves [21:38] How to "Say Less, Get More" [24:33] Learn more about Fotini Iconomopoulos Resources & People Mentioned Get Excited: Reappraising Pre-Performance Anxiety as Excitement The Magic of Thinking Big by David Schwartz Your Body Language May Shape Who You Are Emotion and the Art of Negotiation Connect with Fotini Iconomopoulos Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Everyone strives to be unbiased, right? But the truth is that we all carry inherent biases. Those biases influence everything from our body language to the questions that we ask. While we can unlearn or completely remove those inherent biases, we can learn how to overcome the impact they make on our negotiations. In this throwback episode, Dan Lappin shares the most common biases people have to overcome—and how to do it. Check it out!

Jack Barsky—born Albrecht Dittrich—was a sleeper agent for the KGB, operating in the United States from 1978 to 1988. He was exposed after the Cold War, after which he became a resource for US counterintelligence agencies who allowed him to remain in the United States. What was life like as a sleeper agent? How did Jack employ persuasion and influence to gather intel for the KGB? What ultimately led him to part ways with the Soviet Union? Jack shares his fascinating life story with me in this episode of Negotiations Ninja. Do NOT miss it. Outline of This Episode [1:47] The life of sleeper agent Jack Barsky [4:46] How Jack was persuaded to become a sleeper agent [6:55] The training Jack received from the KGB [10:33] The process of assimilation [14:53] Jack's first mission in the US [16:55] The one time Jack thought he had been discovered [23:19] How Jack ended up cooperating with the FBI [27:43] Switching loyalty from the Soviets to the United States [31:21] Jack Barsky's take on Vladimir Putin [36:34] How to learn more about Jack Barsky Resources & People Mentioned Zbigniew Brzezinski Connect with Jack Barsky Jack Barsky's website Jack's book: Deep Undercover The Agent Podcast Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Who run the world? Women who negotiate. In this Negotiations Ninja throwback, Jacqueline Twillie shares why more women need to negotiate. She points out that women are inherently skilled at negotiation but too many don't embrace their innate abilities. She's made it her life's mission to help women negotiate confidently so they don't leave anything on the table. If you're looking to build a foundation for your negotiation skills, she teaches her LATTE framework in this episode. Don't miss it!

Brian Ahearn's first book, "Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical," is a heavy psychology and business book. Brian points out that a lot of people won't pick up a sales book, like his second book, "Persuasive Selling." So he decided to try his hand at writing a business parable, "The Influencer." He wanted to teach people the same principles of influence but do so from an entirely different angle to reach a whole new audience. Brian spent 30+ years in the insurance industry. He began to study the work of Robert Cialdini, the "Grandfather of Influence." He connected with Robert in the early 2000s and was certified to teach his methodology. Three years ago, Brian left his corporate position to coach, train, and consult on the science of influence full-time.

In this special episode of Negotiations Ninja, we look back at an episode with Marty Park where we talked about navigating the Covid-19 crisis. As we're seemingly coming out on the other side of the pandemic, his perspective on navigating a crisis still rings true. Communication is still the key to guiding your employees and clients through difficult times. Hear Marty's thoughts on the topic—give this throwback a listen!

Joe Valley has built, bought, and sold over a half-dozen of his own companies. After selling his last eCommerce business, he joined the company that sold it—Quiet Light. Then Joe became a partner in the company. Since he's joined, he's personally sold $100 million in total transactions. Joe has seen deals fall apart—and other deals exceed all expectations—because of how people behave. What's the secret to winning a deal when you aren't the best offer? Joe shares his surprising secret in this episode of Negotiations Ninja.

When you feel anger rising within you, what do you do? How do you keep your temper from flaring when you're embroiled in a frustrating negotiation? As she launched her career, Svitlana Kalitsun quickly realized that lawyers don't know how to negotiate (by no fault of their own). They're not taught proper negotiation skills. Svitlana's mission is to help change the way lawyers negotiate—including mastering their emotions. She shares some anger management basics in this special throwback episode of the Negotiations Ninja podcast!

When a bad idea is enshrined in an industry, the foundation you build your strategy on is weak at best. That's problematic, right? That's why you NEED to start questioning conventional "wisdom." It's what Dan Oblinger and Allan Tsang have done for years. It's also the premise of their new book, "Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements." In their book, they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, we tackled three myths from their book head-on. Don't miss it! Outline of This Episode [2:11] Learn more about Allan Tsang and Dan Oblinger [5:34] Dan & Allan are releasing a NEW book [9:26] Myth #3: Knowledge is power [14:49] Myth #5: Trust is a necessity [24:25] Myth #19: Negotiators are lone wolves [32:13] Who shouldn't buy this book [35:36] How to get FREE knowledge from Dan & Allan Resources & People Mentioned Bloom's Taxonomy Connect with Dan Oblinger + Allan Tsang Connect with Allan on LinkedIn Connect with Dan on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

According to Raphael Lapin—a Harvard-trained mediator, negotiator, and communication specialist—there IS a difference between an average and a great mediation. So what is his secret? What strategies does he employ to anticipate the interests of the other party? How does he help parties follow through on their commitments? Get all the details in this throwback edition of the Negotiations Ninja podcast!

What does predictive procurement mean? Can you truly predict pricing? The ability to predict and achieve cost-savings in procurement and supply chain is where there's often a gap. How do you make an accurate prediction based on data and then achieve it? Edmund Zagorin, the founder of Bid Ops, shares how you can make accurate predictions and achieve the elusive cost savings in this episode of Negotiations Ninja. Outline of This Episode [2:05] Learn more about the history of Bid Ops [5:26] Major issues procurement organizations face [6:55] How to source talent from within your organization [10:57] Opportunities for procurement in 2022 [13:33] How to build in cost certainty [19:18] Predicting and achieving savings in procurement [24:06] Achievement of predictions using technology [28:51] Learn more about Bid Ops' conference: Optimal '22 Resources & People Mentioned Optimal 2022: The Leadership Summit for Predictive Procurement TealBook Salesforce Predictable Revenue by Aaron Ross and MaryLou Tyler Connect with Edmund Zagorin Bid Ops Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

It's hard to think about influence and persuasion without feeling like you're doing something morally reprehensible, right? In this throwback episode of Negotiations Ninja, Chris Hadnagy talks about his book, "Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You." He dives into some of the tactics—based on Cialdini's Principles of Influence—that he uses to ethically influence people. Believe it or not, it IS possible to influence those around you and leave them better off. Listen to this episode with Chris Hadnagy to learn how.

Welcome back to the informal series on commonly disputed legal clauses (from a procurement perspective). Today, Jeanette Nyden returns to talk about liquidated damages. Jeanette will help us bridge the legal world and the commercial world. Liquidated damages are more on the commercial side of legal language. What are liquidated damages? How does the clause work? How do you calculate the value of liquidated damages? Listen to this episode for the need-to-know details. NOTE: This is NOT legal advice. For adequate legal advice, please seek out adequate legal counsel—inside or outside your organization. Outline of This Episode [2:00] Learn more about Jeanette Nyden [3:40] What are liquidated damages? [8:00] Calculating the value of the liquidated damage [15:47] Assessing liquidated damages in the SaaS space [21:14] Liquidated damages versus consequential damages [23:16] Contract professionals make note [24:54] Connect with Jeanette Nyden Connect with Jeanette Nyden Jeanette's Website "The Contract Professional's Playbook" – Jeanette is the author Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

"Mr. Schmooze" (Cody Lowry) is back to explain what Schmooze is and why you need it in sales, procurement, and negotiations. It comes down to three simple factors that make you indispensable to the people you serve. 1 - Build relationships. 2 - Be trustworthy. 3 - Never let them down. Listen to this Flashback episode to find out how Cody develops relationships with clients that last 30+ years, when the average is five.

Becoming effective as a negotiator is simply a process of developing skills. But that doesn't mean it's a simple process. It requires dedication and diligence to maximize your ability to achieve your desired outcomes in your negotiations. This is a skill set that can and should be developed by every salesperson, procurement professional, and of course, negotiator. It consists of many things, tools if you will, that must become second nature to you so that they are available at a moment's notice. Negotiation and sales trainer Julia Ewert calls this skills development "negotiation muscle memory" and believes that the more you can develop it, the more proficient and successful you'll become. We also address the power of open questions, how to defuse tension using negotiation skills, and how negotiation skills can help businesses convert more sales. Enjoy! Don't miss this fascinating conversation.

Influence can seem like a mysterious thing, until you have someone who understands it explain it to you in easy-to-understand terms. That's what Phil Jones does in his book, Exactly What to Say: The Magic Words for Influence and Impact. Consider it to be a "how to" manual for influence. The good news is that Phil unpacks that goodness for you on this "throwback" episode from our Negotiations Ninja archives. Listen. Get Phil's book. Carry it with you on your sales calls or keep it at your desk for those virtual meetings. It's a powerful tool for your arsenal.

Selling has changed over the last few years. No longer can we depend on the face to face opportunities to build rapport and gain trust. Virtual is the new thing and we have to adapt if we are going to survive as sales professionals. My guest on this episode is Steve Brossman, a former National Professional Track Champion, so he knows what it takes to compete and win and he applies that experience and knowledge to his role as a leading Sales Coach. This conversation is aimed at helping you take your sales game virtual with effectiveness. There is an art to it as well as a science and Steve unpacks both. He shares how to increase buying energy before a sales call and the DNQC conversation flow, which Steve explains during our conversation. Outline of This Episode [0:33] Steve Brossman, Sales Coach and Best-selling author [3:35] What is "buying energy?" [9:39] Creating buying energy [11:58] Get the DNQC process working for you [19:57] The best way to get your prospect on the same page as you [24:12] Tech tips for on-screen annotation during sales calls Connect with Steve Brossman Steve's website: https://stevebrossman.com/ Get Steve's "Back Pocket Guide to Virtual Selling" Steve's YouTube Channel: https://www.youtube.com/c/SteveBrossman/featured Steve's book "Exceed" Steve on Twitter: https://twitter.com/SteveBrossman Follow Steve on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Jeanette Nyden has spent 18 years teaching people how to negotiate complex contracts. It's where her passion for making boilerplate language accessible for the contract professional has come from. She wants contract professionals to understand what lawyers are trying to do so they can help internal stakeholders understand the risk profile and create effective indemnity clauses. Outline of This Episode [0:37] Learn more about Jeanette Nyden [3:50] The definition of indemnity, defend, and hold harmless [9:29] Why do companies have indemnity clauses? [13:56] Injuries to person, property, or "other interests" [18:19] How third-party indemnity ties-in [25:12] Why you NEED to create a risk profile [30:19] How to connect with Jeanette Nyden Resources & People Mentioned The LulaRich docuseries Jeanette watched Connect with Jeanette Nyden Jeanette's Website "The Contract Professional's Playbook" - Jeanette is the author Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Are you a good listener? In this throwback, Dr. Mark Goulston will probably persuade you otherwise. Did you know that you can talk over, at, to, or with someone? Which one is actually listening—and what should you be doing? Dr. Mark Goulston can help you transform the way you communicate. Listen to this episode of Negotiations Ninja for some of his best communication tips. Be sure to pick up his latest book, "Just Listen: Discover the Secret to Getting Through to Absolutely Anyone," to learn even more.

Joe Paranteau has sold over a billion dollars in revenue. He's been a Sales Director at Microsoft for over 17 years. He's a dynamic speaker, visionary, and deep thinker. He is also the author of Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons, which he wrote to fill the gaps he saw in sales training. In this episode of Negotiations Ninja, we share the common areas where people blow their negotiations, the #1 thing that's wrong with salespeople today, and some of Joe's sales secrets to help you reach success on either side of the table. Outline of This Episode [4:04] Where people "blow it" in the sales cycle [6:11] Genuine curiosity lessens sales commission breath [9:00] The six different people in a negotiation [12:32] The magic of changing your physical positioning [20:21] Learning to talk positively about yourself to yourself [23:13] How to stay hungry for success after achieving your goals [25:41] Recognizing non-assertion signs to respond accordingly [31:32] Sell through the close to the win for the customer [35:34] How to connect with Joe online Resources & People Mentioned Go to https://billiondollarsalessecrets.com/ to get a free bookplate so you can get a signed copy from Joe wherever you purchase your book from! Billion Dollar Sales Secrets on Amazon Connect with Joe Paranteau Joe's website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In April 2020 we had a great conversation about how the COVID-19 pandemic was impacting negotiation. Now, over 6 months later, the world of negotiation is still evolving. Were Keld's predictions true? Has the latest and greatest technology available on the market improved the outcomes of negotiations? Check out this throwback to see how far we've come in half a year—and learn what still applies to current negotiation strategy.

Gaetan Pellerin is the author of a new book all about mindful negotiation. We often talk about planning, preparation, strategy, and tactics, right? But the success of many a negotiation often hinges on mindfulness—not many people talk about that. So what is mindful negotiation? Why should you care? What methodology can you use to be more mindful? Learn more in this episode of Negotiations Ninja! Outline of This Episode [1:50] Learn more about Gaetan Pellerin [3:33] The concept of mindful negotiation [12:24] Gaetan's 4 Pillars of mindfulness [18:14] How to deal with bias entering a negotiation [20:12] Managing unexpected emotions in others [22:35] How to connect with Gaetan Pellerin Resources & People Mentioned Gaetan's book: Mindful NEGOtiation Scotwork Connect with Gaetan Pellerin NaviGates Group Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this throwback, we revisit the all-important question: How do you sell to someone in procurement? According to Tom Williams, you need to understand their mindset to be successful. It's all about embracing the concept of buyer-centered selling. If you'd love to understand how the mind of a procurement professional ticks, don't miss this one!

Shaahin is the Founder, CEO, and Chairman of Accelerated Intelligence. His story is unbelievable. Shaahin's family had to escape Tehran during the Iranian revolution in the 1970s. So at 15 years old, he left his home with nothing but the clothes on his back. Since moving to LA, he's created a company that's made over a billion in revenue. Hear his fascinating story in this episode of Negotiations Ninja! Outline of This Episode [2:07] Shaahin Cheyene's unbelievable story [8:08] Shaahin's experience working with Chris Voss [9:53] Negotiating with the Yakuza [14:06] Can someone still have a rags to riches story? [22:58] From herbal ecstasy to Amazon guru [26:53] How to learn more from Shaahin Cheyene Resources & People Mentioned Shaahin's book: "Billion: How I Became King Of The Thrill Pill Cult." Connect with Shaahin Cheyene Get a FREE one-hour FBA Seller course by mentioning "ninja" Accelerated Intelligence Inc. Shaahin's personal website The Hack and Grow Rich Podcast Shaahin's Podcast: Billion Follow Shaahin on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback, we return to the conversation with John Barrows about why he wrote his children's book, "I Want to Be in Sales When I Grow Up!" He wrote the book to teach kids that sales is a legitimate profession to be proud of. The book is educational and 100% of the profits go to charity. Listen to learn what other purposes John hopes his book serves (and what he plans to write next)!

How do you build a business worth selling? How do you find the right buyers—without falling victim to the "ego-stroke?" John Warrillow joins me in this episode of Negotiations Ninja to answer every entrepreneur's nagging question: How do I exit my business successfully? John Warrilow is the founder of "The Value Builder System™" and is a business expert sought out for his proven methodology in adding millions to the value of a business. He's the host of a show called "Built to Sell Radio," with 300+ episodes. He's ranked by Forbes as one of the world's top 10 podcasts for business owners. Outline of This Episode [2:34] Learn more about John Warrillow [3:14] Don't fall victim to the ego-stroke [8:17] What is a roll-up? [11:15] Build a business that's worth selling [16:12] Find the best fit for your business [19:34] Are ridiculous valuations a sign of the times? [24:08] The importance of pull factors [28:53] Consider the freedom point Resources & People Mentioned Lost and Founder by Rand Fishkin Stephanie Breedlove Jodie Cook Connect with John Warrillow Get a FREE workbook to help you prepare for your business exit! John's website: Built to Sell John's Podcast: Built to Sell Radio The Art of Selling Your Business Built to Sell Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you negotiate ethically while still protecting your interests? Chris Hadnagy—a brilliant master of persuasion and influence—shares some strategies from his latest book in this throwback edition of Negotiations Ninja!

Pat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales Management at Southam Newspapers, Hollinger Newspapers, and Canwest Newspapers. What did he learn in 20+ years in sales? Sometimes you have to take risks to reap the rewards. Pat works with people looking for unique perspectives on sales, negotiations, and a way to be above average. In this episode of Negotiations Ninja, he shares how a positive risk tolerance was a game-changer for him. Outline of This Episode [3:03] Learn more about Pat Tinney [4:09] Pat's latest book—The Bonus Round [7:51] The concept of positive risk tolerance [19:13] The creativity component [24:53] How to connect with Pat Tinney Resources & People Mentioned Six Thinking Hats by Edward De Bono Connect with Patrick Tinney Centroid Training and Marketing Connect on LinkedIn Follow on Twitter Unlocking Yes: Sales Negotiation Lessons & Strategy The Bonus Round: Corporate Sales Lessons & Strategy Perpetual Hunger: Sales Prospecting Lessons & Strategy Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why do women struggle to negotiate for themselves? How can they do things differently, feel more comfortable, and be more successful? After writing their first book, "Women Don't Ask," Sara and Linda Babcock wrote another book, "Ask for It." The second book is a how-to of sorts to help women learn to be better negotiators. But it's not just a confidence issue; it's a systemic issue in the workplace. Books like Sara's are important to help women feel like they aren't alone—while giving them practical solutions to deal with the issues at hand. In this episode of Negotiations Ninja, we discuss practical ways women can become more effective and successful negotiators. Don't miss it! Outline of This Episode [1:32] Learn more about Sara Laschever [3:49] How to ask for the things you want [9:43] Approach a negotiator as an ally [12:57] Women excel at collaboration [13:51] The difference between value proposition and resume [16:58] Roleplaying as part of the preparation process [21:42] As cultural norms adapt, will negotiation styles change? [24:10] Place an emphasis on preparation and research [25:49] Learn how to connect with Sara Laschever Resources & People Mentioned BOOK: Women Don't Ask BOOK: Ask For It Connect with Sara Laschever Contact Sara on her Website Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Are you a serial entrepreneur looking to plan your exit from a successful business? Were you even aware that you needed a plan? Michelle Seiler Tucker—a mergers and acquisitions master intermediary—shares that most business owners don't prepare to negotiate the sale of their business. Find out why this is a huge mistake in this Throwback Thursday episode of Negotiations Ninja!

How do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of liability? One of the biggest issues I see is that commercial negotiation professionals don't understand the fundamentals of where to start with limitations of liability. And determining the proper limitation of liability clause can be daunting. In this episode of Negotiations Ninja, Jeanette Nyden—contract professional and negotiation expert—walks through the concepts with me and shares three simple questions that can simplify the entire process.

Do you have experience with multiparty negotiations? Do you need experience? In this Throwback Thursday edition of negotiations Ninja, Mihai Isman shares how to tackle multiparty negotiations. Mihai is an expert in political, commercial, and multiparty negotiation. If you missed our conversation the first time—don't miss it now!

If someone builds their own business, they're likely an expert in their thing. They are brilliant at that one thing. But now—to get to the next level—they have to sell. How do they make the transition? In this episode of Negotiations Ninja, Marty Park shares what's required to be great at sales as an entrepreneur. Marty started his first software company at 21. Since then, he's operated 13 different businesses in seven different industries. Eighteen years ago, he got started in the coaching space. Marty is actually my business coach. He helps entrepreneurs take their businesses to the next level. Don't miss his expert insight! Outline of This Episode [2:04] Learn more about Marty Park [6:10] The biggest mistakes entrepreneurs make in sales [10:01] The transformation from expert to salesperson [16:20] How to overcome a lack of consistency [21:38] What gets people from being average to being great? [29:32] How to connect with Marty Park Resources & People Mentioned Episode #117: Negotiate Like an Entrepreneur Connect with Marty Park Mary's Personal Website Connect on LinkedIn Evolve Business Group Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Listen to this special throwback of the Negotiations Ninja podcast for a deep look into the world of venture capitalists. Tim Schigel (the founding and managing partner of Refinery Ventures) shares what investors think about and how they choose what to invest in. Don't miss it!

A lot of baggage exists in the word negotiation. Why does it conjure negativity, tension, and frustration? How do you overcome that? Jean Reyt—assistant professor of organizational behavior at McGill University—returns to share some great advice in this episode of Negotiations Ninja. Outline of This Episode [1:54] Why does the word "negotiation" carry baggage? [5:07] Why the word itself makes people feel dirty [11:24] Set a range of acceptable outcomes [15:30] Why HR should never handle job offers [20:22] Learn how to say a positive "no" [24:45] There needs to be a persuasion component [27:48] How to connect with Jean-Nicolas Reyt Resources & People Mentioned The Power of A Positive No by William Ury Connect with Jean-Nicolas Reyt Check out Jean's website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (including the fallacy of win-win negotiations). Don't miss this fun episode!

Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ninja, we talk about some of the concepts in his newest book, "Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You." If you're ready to change the way you ethically negotiate, don't miss this episode! Outline of This Episode [1:55] Learn about Chris Hadnagy [2:39] The vulnerability of multinational organizations [7:27] Chapter three: Nailing the approach [13:42] Why you need to maintain your pretext [15:46] Make them want to help you [19:01] How to develop rapport quickly [26:50] How to connect with Chris Hadnagy Resources & People Mentioned The Innocent Lives Foundation Connect with Chris Hadnagy Social Engineer Chris's Book Human Hacking Register for FREE extras to accompany each chapter of Chris's book at https://humanhackingbook.com/ Feel free to ask Chris questions on LinkedIn or Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence people, and leave them better off for having met you. Don't miss this episode!

What are the necessary ingredients that make for a successful mediation? Is there a difference between a great mediation and an average mediation? How is mediation different from arbitration and litigation? Harvard-trained negotiator, mediation, and communication specialist Raphael Lapin shares his expert opinion in this episode of Negotiations Ninja. NOTE: None of this is legal advice. Always seek the counsel of a qualified attorney. This is meant for informational purposes only. Outline of This Episode [1:50] Learn more about Raphael Lapin [4:52] Raphael's negotiation strategies monthly column [6:40] The difference between arbitration and mediation [13:43] Raphael's process as a dispute mediator [18:56] How to understand the interests of the other party [22:25] A mediation is an evolutionary process [27:40] How to get each party to follow through on their commitment [29:15] How some people abuse the mediation process [34:37] How to connect with Raphael Lapin Resources & People Mentioned Getting to Yes by Robert Fisher and William Ury Connect with Raphael Lapin Lapin Negotiation Services Sign up for Raphael's newsletter Watch Raphael's videos on YouTube Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don't miss it!