Negotiations Ninja Podcast

In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the challenges students face when negotiating job offers when they leave universities. We also talk about why young people are hesitant to negotiate and what parents and educators can do to change that. Young people need to learn how to advocate for themselves to succeed in their future. This episode is full of spectacular advice—don't miss it. Outline of This Episode [1:30] Learn more about Jean Reyt [2:14] Why are young people hesitant to negotiate? [4:48] The transformation to assertiveness [7:28] Why don't schools teach these critical life skills? [16:30] The end result of negotiating is always better [19:33] Why you must negotiate before you sign the contract [22:59] How to approach difficult conversations [27:25] How to connect with Jean-Nicolas Reyt Resources & People Mentioned iDecisionGames Connect with Jean-Nicolas Reyt Check out Jean's website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

What role does your core identity play in a negotiation? How does it change your approach when there's conflict? In this special throwback, Daniel Shapiro—the man in charge of the Harvard International Negotiation program—shares how your identity comes into play in every negotiation. Don't miss his unique perspective that draws examples from all over the world!

Victoria Pynchon is the founder and chief negotiator at "She Negotiates," a consulting company that's helped hundreds of women use the spoke model negotiation strategy to make more money. In today's conversation, we talked about negotiating your way into a startup. What are the biggest mistakes that people make? How do you build leverage into the negotiation? What should your plan look like? Listen to hear Victoria's thoughts! Outline of This Episode [1:46] Learn more about Victoria Pynchon [3:25] Moving from a corporate to a startup [4:50] The biggest mistakes people make [10:16] Decision quality and negotiation [14:24] Building leverage in the negotiation [22:15] Building a plan is critical [23:59] How to connect with Victoria Connect with Victoria Pynchon She Negotiates Follow on Instagram Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #185 with—believe it or not—magician Tim David. Tim shares the lessons that he's learned from a life on stage. The basic premise? Everything is about human connection. It's not about the magic tricks or the skills you employ. Learn all about the power of connection in this throwback!

Most people in the world of sales and negotiation are aware of Cialdini's principles of influence outlined in his book, "Influence: The Psychology of Persuasion." But that doesn't mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don't miss it!

In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage negotiation trainer, a psychiatrist, and the author of nine books, one of which is the #1 listening book on the planet: Just Listen. In this episode, Dr. Goulston shares actionable tips and strategies to help you be more curious, empathetic, and a better listener. Don't miss it!

What are people afraid of when it comes to negotiation? How do you build confidence in your abilities? What are the three R's of negotiation, and how can it impact your success? Overcoming your fears and developing confidence go hand-in-hand—but how do you conquer them? Lynn Price—Speaker, Author, Consultant & Attorney—covers all of these topics in this episode of Negotiations Ninja. Outline of This Episode [1:35] Learn more about Lynn Price [2:18] The concept of fear in negotiation [4:09] How to overcome your fear [8:25] The background on the three R's [13:41] Which "R" is the most important? [15:06] How to build confidence in negotiation [18:16] The concept of relatability [22:10] How to pivot when you're flustered [23:57] How to learn more about Lynn Resources & People Mentioned Lynn's book: Negotiate It! Connect with Lynn Price Connect on LinkedIn Lynn Price Consulting Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you move your audience? How do you influence people? Phil Jones provides the script in his book "Exactly What to Say: The Magic Words for Influence and Impact." His practical field manual is something that you can reference in your negotiation preparation to help you pinpoint exactly what you need to say to influence ethically. Don't miss it!

How do you negotiate for yourself, as opposed to an organization or employer? If you've been in the game for a while, you know there is a difference. You have an odd emotional attachment to negotiations when they're for yourself. You may find that you don't advocate well for your own needs—but do extraordinarily well on behalf of others. So how do you ditch the extra emotion and create some big wins for yourself? Deborah Kolb—Professor Emerita from Simmons School of Management—shares her expertise in this episode of Negotiations Ninja. Outline of This Episode [1:47] Learn more about Deborah Kolb [3:52] Why are your wants and needs difficult to articulate? [8:33] How to turn small wins into big gains [13:02] How to work backward from the outcome [19:17] Why clearly communicating your value is important [24:03] Searching for creative options for mutual gain [27:42] The concept of "Moves and turns" Resources & People Mentioned Book: Negotiating at Work: Turn Small Wins into Big Gains The Negotiation in the Workplace project Article: Madam C.E.O., Get Me a Coffee Connect with Deborah Kolb Deborah's website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback episode of Negotiations Ninja, we hop back to episode #183 with Cody Lowry. In this episode, Cody shares why the ability to "schmooze" is actually important to closing deals. He talks about the three keys to master negotiations and why schmoozing can be a superpower. Don't miss this fun episode!

How do you negotiate with your values in your organization? How do you learn to recognize the values that are important to others and let them guide your actions? How do you balance integrity with a successful career? These are just a few of the questions that Professor and Author G. Richard Shell answers in this fascinating episode of the Negotiations Ninja podcast! Outline of This Episode [1:24] Learn more about Richard Shell [2:47] The evolution of Richard's work [11:03] How do we know someone's values? [16:14] Internal conflict in negotiation [26:11] How to discover your values [35:33] How to connect with Richard Resources & People Mentioned Marty Latz episode Michael Wheeler episode The Six Lives Exercise Conflict Styles Quiz BOOK: Mindwise Connect with Richard Shell Connect on LinkedIn Richard's Personal Website BOOK: Bargaining for Advantage BOOK: The Art of Woo BOOK: Springboard BOOK: The Conscience Code Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In his book, "Negotiation Hacks: Expert Tactics To Get What You Want," Simon Rycraft explains six proven hacks he's used throughout his career that anyone can learn. In this episode of Negotiations Ninja, we talk about some of the hacks in his book, including what's required to be persuasive, different negotiating styles, and even why "the power of attraction" can be important to the outcome of a negotiation. Don't miss it! Outline of This Episode [5:00] What's required to be a persuasive person? [8:44] How to integrate emotion into the conversation [13:51] The leveraging of emotion in a negotiation [16:00] The different personality styles in negotiation [20:50] How Hippocrates' personalities compare to DiSC [22:00] Hack #5: The law of attraction [26:39] How to connect with Simon Rycraft Resources & People Mentioned Negotiation Hacks (Book): https://www.amazon.com/Negotiation-Hacks-Expert-Tactics-Capital/dp/B085DQBBPB The Power of Persuasion (Book): https://www.amazon.com/Power-Persuasion-Were-Bought-Sold/dp/0471763179 Influence (Book): https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X/ DiSC Profile: https://www.discprofile.com/what-is-disc Connect with Simon Rycraft Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #98 with Chris Hadnagy. Chris is an expert in "human hacking" and "social hacking." In this episode, Chris shares what social engineering is and how to use his techniques to gather information—it can give you an advantage at the negotiation table. Check it out!

There are a lot of vendors that capitalize on a company's inability to properly manage labor-based categories. Rich Ham (the CEO) and Matt Smith (the CFO and Executive VP) of Fine Tune join me today to discuss the management of these labor categories. Where do they see some of the biggest gaps in a company's abilities to do this? What can be done to remedy an otherwise tough situation? Listen to this procurement-focused episode of Negotiations Ninja to learn more! Outline of This Episode [1:54] The nitty-gritty on Rich Ham + Matt Smith [4:47] The inability to properly manage labor categories [13:23] Managing a service versus an expense are two different disciplines [18:35] Separating the labor hour from the operation of the labor hour [20:32] What do you focus on in your negotiations? [23:18] How to operationalize and manage a labor-based contract [28:20] What can procurement teams do proactively [31:14] How to connect with Rich Ham + Matt Smith Resources & People Mentioned Fine Tune: https://www.finetuneus.com/ Fine Tune knowledge center: https://www.finetuneus.com/resources/ Rich Young's LinkedIn: https://www.linkedin.com/in/richkyoung/ Connect with Rich Ham Connect on LinkedIn: https://www.linkedin.com/in/richard-ham-51b38a10/ Connect with Matt Smith Connect on LinkedIn: https://www.linkedin.com/in/matthew-smith-4b986122/ Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #68 with Annie Duke. Annie is a World Series of Poker champion who became a business consultant. In this episode, Annie shares how you can improve the quality of your decisions. How? By understanding what drives your decision-making framework and shifting your thinking. Learn more about her process in this episode!

What is a narcissist? How do you negotiate with someone who's a narcissist? Can you negotiate with a narcissist? Rebecca Zung—an expert on negotiating with narcissists—shares a simple formula that can help you control the negotiation process to get to a desirable outcome. Don't miss this fascinating episode of Negotiations Ninja! Outline of This Episode [1:34] Who is Rebecca Zung? [3:27] What is a narcissist? [6:30] How to know you're dealing with a narcissist [8:00] How to change your negotiation strategy [13:13] Rebecca's S.L.A.Y. Program [21:06] How to get help with your negotiation Resources & People Mentioned Rebecca's Book Negotiate Like YOU M.A.T.T.E.R.: https://www.amazon.com/Negotiate-Like-YOU-T-T-R-ebook/dp/B07Y234TSX Connect with Rebecca Zung Learn more at: https://www.slayyournegotiation.com/slay_v1 Rebecca's negotiation prep worksheet: https://www.winmynegotiation.com/worksheet Subscribe to Rebecca's YouTube Channel: https://www.youtube.com/channel/UCnhT4fBE1OWOn7c0Quxdf4w Follow on Twitter: https://twitter.com/rebeccazung Follow on Instagram: https://www.instagram.com/rebeccazung/ Connect on LinkedIn: https://www.linkedin.com/in/rebecca-zung-6753893b/ Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

To play the game of negotiation effectively, you have to know the rules of the game. What is the role of trust? How do you develop it? How—and why—do you verbalize it? In this Throwback-Thursday episode of Negotiations Ninja, Keld Jensen talks about why trust in negotiations isn't just for procurement and sales experts. It's for everyone who develops relationships in their professional and personal lives. Don't miss an episode that dives deep into the importance of trust in negotiations!

Dr. Mark Goulston is back by popular demand! In this episode of Negotiations Ninja, I chat with Dr. Goulston about becoming a better listener—which includes learning how to talk with people. Dr. Mark shares that there are four levels of talking to someone. You can talk over them, at them, to them, or with them. How do you know which you're doing? What should you do instead? Learn more in this episode! Outline of This Episode [1:26] Dr. Mark Goulston is back by popular demand! [4:20] The HUVA exercise will change everything [8:34] What if you don't add value to the conversation? [10:24] The persuasion cycle: don't move too fast [12:50] The four levels of talking to someone [23:16] How to delegate effectively [27:46] How to get other people to excel emotionally [29:35] You must adjust your tone for each person [34:44] Learn more about Dr. Mark Goulston Resources & People Mentioned Warren Bennis: https://en.wikipedia.org/wiki/Warren_Bennis Connect with Dr. Mark Goulston Dr. Mark's Website: https://markgoulston.com/ LinkedIn Live Sessions: https://www.linkedin.com/search/results/all/?keywords=mark%20goulston%20no%20strings%20attached&origin=GLOBAL_SEARCH_HEADER Podcast: My Wakeup Call: https://podcasts.apple.com/us/podcast/my-wakeup-call-with-dr-mark-goulston/id1439752757 Just Listen: https://www.amazon.com/Just-Listen-Discover-Getting-Absolutely/dp/0814436471 Connect on LinkedIn: https://www.linkedin.com/in/markgoulston/ Follow on Twitter: https://twitter.com/MarkGoulston Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn

In this throwback episode of Negotiations Ninja, we revisit episode #90 with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute. We talk all about the mistakes that are commonly made in negotiations, including avoiding deadlocks. How can a deadlock actually change the outcome of a negotiation? Listen to this throwback to learn more!

What is forensic interviewing? How can it be applied to the enterprise sales and procurement process? In this episode of Negotiations Ninja, Michael Reddington—an interrogation, sales, and negotiation expert—will talk all about interrogations, listening, questioning and how they intersect with sales, negotiation, and procurement. Don't miss it! Outline of This Episode [1:32] Learn about Michael Reddington + what he does [3:15] The baggage that comes with the term "interrogation" [5:18] The end goal of an interrogation conversation [7:06] Where does the interview process fit? [10:17] What questions to ask someone being evasive [15:53] The tension between working the deal and pushing it [18:11] Do certain questions elicit a better response? [23:13] Tools that Michael uses as a go-to [24:53] Are you building trust, rapport, or both? [28:08] Story-telling in the forensic interview process [32:12] How to connect with Michael Reddington Resources & People Mentioned Influence by Robert Cialdini: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X Arthur Bryant's BBQ: https://www.arthurbryantsbbq.com/ Connect with Michael Reddington InQuasive: https://inquasive.com/ Connect on LinkedIn: https://www.linkedin.com/in/michaelreddingtoncfi/ Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Jeanette Nyden and Lawrence Kane are the authors of "The Contract Professional's Playbook," geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out!

David Perry is a sales and business development expert. He's an industry veteran who understands the game of sales at the top level. David advises world-class brands on how to adapt and get value out of marketing and advertising technology during digital transformations. He's worked with 100+ companies in various industries, including technology, healthcare, and financial services. He's also the author of the book "The Game of Sales." Why "The Game of Sales?" It comes down to his audience. David has read everything from brittle and dry to interesting and entertaining business books. He wanted to make sure his book was fun, thus the title "The Game of Sales." David thinks it can be easier to think of it as a game to be able to take a step back and see how things work together. Learn more about his book and the concepts he covers in it in this episode of Negotiations Ninja! Outline of This Episode [2:34] Why "The Game of Sales?" [3:47] Why you must "Dare to care" [8:27] Unshakeable resilience [11:15] The fundamentals of a meeting [13:12] The importance of follow-up [17:31] Facing the dark side [21:26] Assembling the dream team [26:48] Take action on what you've learned [27:19] How to connect with David Connect with David Perry Connect on LinkedIn Book: The Game of Sales Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Do you have experience with negotiating across cultures? Negotiating with different cultures means you'll run into different beliefs, mindsets, and concepts. Words and phrases can be unique to one culture and interpreter entirely differently in another. Mihai Isman is an expert international negotiator who specializes in overcoming cultural barriers to find a successful resolution for all parties. In this Throwback Thursday episode of Negotiations Ninja, we revisit episode #123 with Mihai. Being able to negotiate with someone completely different than you is more important than ever. Don't miss it.

In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don't miss it! Outline of This Episode [1:48] Who is Deb Calvert? [2:30] What is the DISCOVER Framework? [4:34] The DISCOVER Acronym [5:59] The importance of the "value" question [7:33] Why "Rationale" questions are key [10:48] The "Value" question in procurement [16:00] A deep-dive into rationale questions [20:07] How to manage the budget conversation [21:53] How to learn more about DISCOVER questions Resources & People Mentioned The Sales Experts Channel Book: SPIN Selling Deb's Book: DISCOVER Questions™ Get You Connected Connect with Deb Calvert People First Productivity Solutions Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this special Throwback Thursday episode, we jump back to an episode with Roger Dooley. We dissect and discuss the science behind influence and how you can use it to change your negotiations. How can neuroscience, behavior technology, and behavior research be applied to negotiation? Find out in this episode!

Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (COAT)? According to Susan Walsh—THE Classification Guru—your dirty data could be leading to poor business decisions that cost money and put jobs at risk. So in this episode of Negotiations Ninja, Susan tackles some of the biggest data disasters that procurement should be aware of. Don't miss this important episode with the fixer of dirty data! Outline of This Episode [2:04] Susan Walsh: The Classification Guru [6:03] The biggest problems in data + procurement [8:44] Data sheds light on the culture of a company [12:50] Key things procurement should know [17:32] How many companies know what they're spending? [20:01] How to convince people classifying data is worthwhile [24:40] Is a spend analytics platform the same thing? [26:52] How to reach out to Susan Walsh Connect with Susan Walsh The Classification Guru Connect on LinkedIn Follow on Twitter Connect With Mark Text me at 587-315-5948 for negotiation advice Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Negotiations Ninja, throwback we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict resolution. It's human nature for most people to avoid conflict. Dr. Goldman-Wetzler shares why that's a mistake that must be overcome to be successful with negotiation. She shares her expertise on conflict resolution in this episode. Check it out!

Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, and runs a completely online master's degree program in leadership and negotiation at Baypath University. The goal of Josh's book, The Book of Real World Negotiations, was to tell real-life stories to show people the most effective way to negotiate—using creative problem-solving. This book gives real-world, real-life examples of being able to bring creativity into the problem-solving process. Listen to this episode of Negotiations Ninja to hear his stories. Outline of This Episode [1:42] Who is Dr. Josh Weiss? [5:25] The post-settlement settlement [14:49] Understanding underlying interests [22:42] Addressing cultural differences [28:33] Your mindset is the key [32:48] How to connect with Dr. Weiss Resources & People Mentioned The Book of Real World Negotiations by Dr. Josh Weiss Connect with Dr. Josh Weiss Website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Do you believe that planning is the most important part of a negotiation? If so, you're on the same wavelength as Paul Watts. He believes planning is the most crucial element of negotiations that is so often neglected. In this throwback, we look back at episode #132. We talk about negotiation through the lens of a salesperson. We also talk about the cost of inaction and how to improve your negotiation skills (HINT: It may involve planning). Don't miss it!

Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they've got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework she uses? Listen to this episode of Negotiations Ninja for her genius strategy. Outline of This Episode [1:17] Who is Jacqueline Twillie? [2:24] The adoption of negotiation amongst women [3:52] Jacqueline's LATTE framework [5:47] Step #1: Look at the details [7:53] Step #2: Anticipate the challenges [9:22:] Step #4: Talk it through [12:23] Step #3: Determine your walk-away [14:24] Step #5: Evaluate your options [15:16] The application of Jacqueline's framework [20:51] How to connect with Jacqueline Twillie Resources & People Mentioned Harvard Business Review Research on Imagination Secrets of Six-Figure Women by Barbara Stanny Breath: The New Science of a Lost Art by James Nestor Connect with Jacqueline Twillie Connect on LinkedIn Jacqueline's Website Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you deal with frustration in negotiation standoffs? What can we learn from the failed Waco Siege that took place in 1993? In this throwback, we return to episode #118 with Gary Noesner. He shares his experience as an FBI hostage negotiator in Waco—what went wrong and why. To get a behind-the-scenes look at what happens when things go terribly wrong—and how to move forward—don't miss this throwback!

I can't say "Brexit" without choking down laughter. But many people are passionate about Brexit, and I don't mean to make light of it. But what's amusing from an outside perspective? How would Brexit have been negotiated better? Keld Jensen returns to the Negotiations Ninja podcast to apply his expertise to another contract negotiation that would have benefitted from his input. Outline of This Episode [2:42] Was Brexit an amazing deal? [4:54] What was negotiated well? [7:03] Political negotiation vs. business negotiation [8:26] Mistake #1: The wrong people at the table [10:34] Mistake #2: Too many cooks in the kitchen [13:22] Mistake #3: No concrete negotiation strategy [17:21] What can other countries learn from this? [19:42] How to apply this to the business landscape [21:58] Ask the counterparty questions—then listen [23:52] Life or Death listening by Dan Oblinger Resources & People Mentioned Life or Death Listening by Dan Oblinger The Trust Factor: Negotiating in SMARTnership by Keld Jensen Honest Negotiation by Keld Jensen Episode #199 with Mihai Isman Connect with Keld Jensen Keld's Website Connect on LinkedIn Keld's YouTube Channel Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

This episode with Dan Oblinger is just THAT important that it needs repeating. Why? Dan Oblinger has negotiated in life-and-death hostage situations. What he's learned in high-pressure environments can be applied to procurement, sales, and a variety of other business applications—even your personal relationships. This episode gives you insight into what you should and shouldn't do. Listening again will be a great refresher!

How has COVID-19 affected negotiation? What will change moving forward? How has it impacted communication and technology? While COVID-19 has changed the world in numerous ways, Keld Jensen points out that change was happening well before a global pandemic shut the world down. Hear his take on the future of negotiation in this episode of Negotiations Ninja. Outline of This Episode [2:20] The European Union and AstraZeneca [7:59] How negotiation may change [15:03] The erosion of trust in negotiation [19:25] The importance of relationships [20:44] The world of technology [25:16] Adapting to new technology [31:38] The speed of change [32:56] How to connect with Keld Jensen Resources & People Mentioned World Commerce & Contracting Dr. David Matsumoto Pactum AI IntelleXt Crystal Knows Connect with Keld Jensen Keld's Website Connect on LinkedIn Keld's YouTube Channel Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode of Negotiations Ninja, we look back at an amazing episode with Marty Latz. Marty shares stories from his career—both the good and the bad. He talks about skills negotiators need to master, what people miss in their negotiation process, and why preparation is vital to success. Don't miss his wise words. Give this throwback a listen!

Bob Burg would define giving as "Being focused on providing immense value to others." Doing so is a more pleasant way of living life and conducting business—and the most financially profitable. But does giving truly have a place in the negotiation process? Can it help you reach your objectives? Listen to this episode of Negotiations Ninja to hear Bob's thoughts. Bob Burg has been writing and speaking for 30 years on the topics of sales, marketing, communication, and persuasion skills. He co-wrote a series called "Go-Getter" with John David Mann about the power of giving. Outline of This Episode [2:19] Is the concept of giving naive? [8:16] Think strategically about giving [12:08] Value is in the eye of the beholder [14:27] The constructs of happiness and pleasure [18:40] Detachment from the outcome [23:40] How to change perceived value [26:58] Learn more about Bob Burg Resources & People Mentioned Handbook to Higher Consciousness by Ken Keyes Jr. Influence: The Psychology of Persuasion by Robert Cialdini How to Win Friends & Influence People by Dale Carnegie Connect with Bob Burg Bob's Website Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback episode of Negotiations Ninja, we take a leap back to episode #129 with procurement professional Josh King. He shares some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Negotiation is both an art and a science—why not learn from the best?

How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling—believes that understanding the mind of procurement is a game-changer. It's a surefire way to transform the way you sell. In this episode of Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you'll better understand how to sell to them. Don't miss it! Outline of This Episode [1:14] More about Tom Williams [2:03] What is Buyer-Centered Selling? [3:48] The procurement process [5:49] Procurement within an organization [10:06] Where a salesperson fits in the process [12:46] The discovery process is continual [19:54] How to revive stalled deals [26:15] The architecture of a close [31:19] How to connect with Tom Resources & People Mentioned BOOK: Buyer-Centered Selling BOOK: The Seller's Challenge The Kraljic matrix Connect with Tom Williams Strategic Dynamics Firm Connect on LinkedIn Strategic Dynamics on Facebook Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Where are you weak as a negotiator? Where do you need to develop and refine your skills? To continue to yield amazing results for your clients, you must always be improving your craft. In this Throwback episode of Negotiations Ninja, we look back at a conversation with Mohammed Faridy, a negotiation consultant, trainer, and the CEO of OneView. Get a glimpse into his valuable perspective on developing your negotiation skills—don't miss it!

Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths fact—or fiction? In this episode of Negotiations Ninja, the myth-buster has returned. Allan Tsang joins me to shed some light on these long-believed negotiation myths (including the fallacy of win-win). Don't miss this eye-opening conversation! Resources & People Mentioned The Trust Factor: Negotiating in SMARTnership by Keld Jensen Life or Death Listening by Dan Oblinger Social Engineering by Chris Hadnagy Start with NO by Jim Camp Connect with Allan Tsang 88 Owls Connect on LinkedIn Follow on Twitter The Win-Win Trap Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this throwback edition of Negotiations Ninja, we revisit a great episode with Molly Bloom. Molly spent years organizing high-stakes poker games for celebrities. It eventually led to a very public arrest and trial. If you haven't heard her story—and what she learned from her life choices—you're missing out. Check out this throwback to hear her provocative story and learn how to overcome adversity and persevere.

The biggest mistake that business owners make is that they don't plan their exit from their business. People don't think about the planning and preparation that goes into negotiating the sale of their business. Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines exactly what you need to do to get top dollar for your business in her book, "Exit Rich." Michelle covers much of that process in this episode of Negotiations Ninja. Don't miss it! Outline of This Episode [1:55] Who is Michelle Seiler Tucker? [3:57] The flip-flop of statistics [5:46] Formulating an exit plan [7:43] Michelle's GPS Exit Model [12:14] The 6 pillars of proprietary [20:31] The 6 P Method to exit rich [28:34] How to get Michelle's book + membership Connect with Michelle Seiler Tucker ExitRichBook.com (Get the book now) BOOK: Exit Rich Text "Michelle" to 888-526-5750 for more resources Michelle's website Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of "The Contract Professional's Playbook." They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much more. Don't miss this fascinating conversation!

If you don't know how to negotiate, you won't make a profit, right? You'll just be giving things away. If you don't negotiate well, you're essentially giving away your paycheck and company profit. But because the western world is so unaccustomed to negotiating every single day, they struggle to close. In this special episode swap, Paul Watts has a conversation with Jeb Blount about crafting a powerful negotiation strategy. This episode is packed with information you can use to become a better negotiator—don't miss it! Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called Sales Reinvented. His mission is to change the negative perception of salespeople with a vision to create a world where selling is a profession to be proud of. Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He's a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast. Outline of This Episode [0:33] Episode swap with Sales Reinvented [1:43] Who is Jeb Blount? [2:26] Jeb's definition of negotiation [3:27] Negotiation = the precursor to profit [4:35] Why salespeople find negotiation uncomfortable [6:44] How Jeb prepares for a high-stakes negotiation [11:23] Emotional discipline is paramount to success [14:40] The MLP Strategy (motivation, leverage, and power) [18:38] Important negotiation dos and don'ts [21:55] Jeb's eye-opening negotiation story Resources & People Mentioned The Sales Gravy Podcast Jeb's Book: INKED Connect with Paul Watts Connect on LinkedIn Follow on Twitter The Sales Reinvented Podcast Connect with Jeb Blount Jeb's Website Connect on LinkedIn Follow on Twitter Watch on YouTube Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this throwback, we take a look back at episode #123 with international negotiator Mihai Isman. In this episode, we covered negotiating across cultures. Negotiating through culture and language differences adds a level of complexity that is often overlooked. Religious beliefs, mindsets, concepts, and even words and phrases can be understood differently. So what do you do? Mihai shares some advice and things to be mindful of when negotiating with a different culture. Don't miss this special replay!

Do you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move in your direction? In his book, Exactly What to Say: The Magic Words for Influence and Impact, Phil Jones gives us the script for exactly what you can say to influence people. Phil has spoken in 59 different countries on five different continents, helped over 800 different industries, written seven best-selling books, and he's trained over 2 million people. Phil's book is a quick practical read that you can carry around with you like a field manual. It's something you can reference over and over again. In this episode of Negotiations Ninja, we walk through exactly what to say to move your audience. Outline of This Episode [2:00] Just who is Phil Jones? [5:07] "I'm not sure it's for you, but…" [9:25] "Just imagine…" [17:04] "Before you make up your mind…" [20:17] "Help me understand…" [21:50] "Just one more thing..." [27:49] How to connect with Phil Jones Resources & People Mentioned Influence: The Psychology of Persuasion by Robert Cialdini Just Listen by Dr. Mark Goulston You Can Negotiate Anything by Herb Cohen Connect with Phil Jones Phil's Book: Exactly What to Say Phil's website Connect on LinkedIn Follow on Twitter Connect With Mark Text me at 587-315-5948 for negotiation advice! Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In this episode, he talks about his experience(s) in suicide intervention and the harsh realities crisis negotiators live through. A negative outcome isn't always something one might want to face—but it must be acknowledged because it will happen. Learn what you can do to cope with an unexpected outcome in this episode with Mark.

How do you manage multiparty negotiations? What should the preparation process look like? What kind of outcome do you strive for? Multiparty negotiations are a different beast. So how do you manage it? Mihai Isman joins me in this episode of Negotiations Ninja to share how he and his team tackle multiparty negotiations. Mihai is based in Cologne, Germany, where he heads up I&P Negotiation Consulting. They do commercial, political, and even union negotiations. Multiparty negotiations are their bread and butter. Listen to this episode to take advantage of his wide-ranging expertise! Outline of This Episode [1:35] Multiparty negotiations [2:13] Who is Mihai Isman? [3:20] What most people don't consider [5:32] Align with others to play it safe [6:40] Start with one-on-one conversations [9:11] How you move from "position" to "interest" [11:27] Choose your location(s) wisely [14:29] The outcomes to look for in a multiparty negotiation [17:08] How Mihai's team works with multiple parties [18:04] The pre-mortem analysis + optimism [22:09] How to work through language differences [24:38] How to connect with Mihai Isman Connect with Mihai Isman I&P Negotiation Consulting Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this throwback episode of Negotiations Ninja, we hop back to episode #142 with Dr. Jennifer Goldman-Wetzler. This episode is ALL about resolving conflict. From dealing with conflict avoidance to tactical advice on how to resolve conflict in the workplace—we've got it covered. Don't miss this replay!

How does the venture capital industry work? What do investors think about when they decide who and what to invest in? What is the framework they use? Tim Schigel—the founding and managing partner of Refinery Ventures—is all about investing in fast-growth companies. If you want to get inside the head of someone who runs a venture capitalist fund, this is the episode you need to listen to. Outline of This Episode [2:21] Tim's background in venture capital [3:22] How the venture capital industry works [9:39] The track record of the investor = an important metric [14:16] The importance of experiencing hyper-growth [18:47] The misconception(s) about raising money [23:38] How does the negotiation process work? [27:20] Key things entrepreneurs need to keep in mind [32:08] How to connect with Tim Schigel Resources & People Mentioned Share This: https://sharethis.com/ NVCA: https://nvca.org/ Connect with Tim Schigel Refinery Ventures: https://refinery.com/ Tim(at)refinery.com Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja