Negotiations Ninja Podcast

Welcome to the Negotiations Ninja version of Throwback Thursday! In this episode, we replay episode #97 with Roger Dooley. Roger explains how to practically apply neuroscience, behavior technology, and behavior research—i.e. neuromarketing—to negotiation. How can we use science to get better deals with our negotiations? How can procurement professionals use neuromarketing? How do we influence to help someone make decisions that are advantageous for us and helpful for them? Listen to learn more!

How do you improve your social experiences? How do you improve your communication? How do you win friends, influence people, and leave them better off for having met you? In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to do just that. If you're striving to use your influence for the good of others, this is a can't-miss episode. Outline of This Episode [1:53] From adversarial simulator to human hacker [4:42] The apprehensiveness toward communication [7:56] What additional tools do we need? [11:15] You can't teach what you haven't tested [19:40] Overcoming the fear of being manipulated [22:42] How to ask, "Is this safe for me?" [27:17] The Amygdala's role in the emotional landscape [31:23] How to connect with Chris + learn more Resources & People Mentioned How to Win Friends and Influence People Connect with Chris Hadnagy Human Hacking Book Human Hacking on Amazon The Human Hacking Conference Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this throwback edition of the Negotiations Ninja podcast, we jump back to episode #132 with Paul Watts. Paul believes that planning in negotiation is an element that is often forgotten yet utterly important. He notes that 80% of success comes from extensive planning. In this episode, we talk about negotiation through the lens of a salesperson, weigh the cost of inaction, and he shares techniques to improve your negotiation skills. Check it out!

How does web conferencing technology alter our ability to read body language and facial expressions in negotiations? What are the advantages and disadvantages? What can we change to master negotiations via web conferencing? Dr. David Matsumoto shares what we can do—and avoid—in this episode of Negotiations Ninja. David is a Professor of Psychology at San Francisco State University, where he's been for 31 years. He conducts research on emotion, facial expressions, nonverbal behavior, and culture. He does basic research on the nature and function of those topics as well as applied research utilizing investigative interviews. He also runs a company named Humintell, focused on research, consultation, and training leveraging nonverbal behavior. Outline of This Episode [2:13] Dr. Matsumoto's background [4:00] A discussion around web conferencing [6:48] The disadvantage we're facing [10:33] The concept of macroexpressions [15:46] The seven basic human emotion categories [19:06] The importance of being congruent [23:04] David's book: Nonverbal Communication [25:10] How to get more information Resources & People Mentioned BOOK: Nonverbal Communication: Science and Applications Blog Post: Emotions and Critical Thinking Connect with David Matsumoto Humintell Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Why is true curiosity so vital to a successful negotiation? How do you develop a curious and caring mind? How do you move beyond empathetic listening to helping your counterpart feel understood and valued? Dr. Mark Goulston joins me in this episode of Negotiations Ninja to share his valuable insight. This episode is jam-packed with actionable tips and strategies that you can employ today. Don't miss it! Dr. Goulston is a former FBI and police hostage negotiation trainer. He's also a psychiatrist with a focus on suicide prevention for 25+ years. He is the author of nine books, one of which is the #1 listening book on the planet: Just Listen. He is nothing short of a legend in his field and a viewpoint you cannot miss.

How do you approach conflict-based situations? How does your core identity impact the negotiation? Daniel Shapiro believes that your relational identity comes into play in a negotiation. What does that mean? We have a deep conversation about identity, tribalism, and taboos in this episode of Negotiations Ninja. Daniel Shapiro currently runs the Harvard International Negotiation Program. He briefly got involved in a deal 30 years ago doing work in Eastern and Central Europe, helping them transition from a closed to an open society. He's worked with business, governments, hostage negotiators—a little bit of everything. Don't miss his expert opinion. Outline of This Episode [2:01] Who is Daniel Shapiro? [3:42] Identity in the context of negotiation [5:06] The two aspects of identity [7:52] Generate fluidity in the discussion [11:22] Conversations about the sacred [17:04] The lures of tribalism [23:30] What's so taboo about taboos? [31:55] Embrace the word "appreciate" [36:13] How to connect with Daniel Resources & People Mentioned Tony Blair: https://en.wikipedia.org/wiki/Tony_Blair Connect with Daniel Shapiro Dan's website BOOK: Negotiating the Nonnegotiable BOOK: Beyond Reason Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #135: Conflict Resolution in Negotiation. In this episode, we talk about Kwame Christian's newest book: Nobody Will Play With Me. Kwame dissects a psychological aspect of negotiation that is often overlooked, shares how to overcome fear to find confidence, and emphasizes how failure changes the game. If you missed it before, don't miss it now!

I Want to Be in Sales When I Grow Up! Is the title of the book John Barrows wrote to teach kids that sales is a legitimate profession—and one to be proud of. I read my boys this book, and they finally understand what I do. It forged a new connection that we've never had before. Not only does it serve an amazing educational purpose—but John's book gives back. 100% of the profits go to the World Wildlife Fund to help them save animals. What other purpose does John hope this book serves? Will he be writing more? What's the next step in his journey? Listen to this episode of Negotiations Ninja to learn more! Outline of This Episode [0:34] I Want to Be in Sales When I Grow Up! [2:28] Just who is John Barrows? [5:03] Leverage the technology that's available to you [9:25] Technology isn't replacing salespeople—yet [13:14] Why John wrote a children's book [21:53] There's a huge difference between sales and manipulation [28:17] Don't sell what you don't believe in [35:11] What's next? Is John writing more? [37:08] The Netflix of sales training [42:35] It always goes back to the "why" Resources & People Mentioned James Buckley Morgan Ingram The World Wildlife Fund Gong.io Pactum G2 Connect with John Barrows Hit John up on Instagram for a FREE book! BOOK: I Want to Be in Sales When I Grow Up! I Want to Be in Sales When I Grow Up website John's sales training website Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this special Throwback Thursday episode of Negotiations Ninja, you'll get a refresher on how to pitch anything. Oren Klaff—the Director of Capital Markets at Intersection Capital—digs deep into the concept of building power and leverage. If you want to be a more effective and efficient negotiator—operating at THE highest level—give it a listen!

Tim David started his career as a magician. He was traveling and doing up to 350 shows a year. But being a traveling magician and parenting a child wasn't a great mix. So he sought a career change that could bring about some life balance. But he'd never had a real job—so how could he help people in their real jobs? He realized that the lessons that he'd learned from a life on stage could be transformed into an occupation. His lesson is simple: it's all about human connection. It's not about the magic tricks or the skills—it's about connecting with people. Learn all about this magical skill in this episode of Negotiations Ninja. Outline of This Episode [2:25] Tim's journey from magician to communication expert [6:56] How is influence different from manipulation? [13:39] Tim's biggest takeaway from magic [17:53] The four tiers of the TRUE hierarchy [25:04] How to understand someone else's perception [28:37] Why salespeople don't reach an emotional level with prospects [33:07] Connection has to be your motivation [34:11] Why Tim wrote The 7-Day Digital Diet [36:50] How to connect Tim David Resources & People Mentioned Negotiations Ninja Episode #51 with Brian Brushwood Negotiations Ninja Episode #131 with Banachek Julian Treasure's Ted Talk Book: Thinking, Fast and Slow Book: Predictably Irrational Book: How We Decide Book: Common Sense Selling Connect with Tim David FREE Influential Cheat Sheet More Influential Tim David's Books FLIP: The Four Levels of Influencing People Magic Words The 7-Day Digital Diet Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode of the Negotiations Ninja podcast, we return to episode 131 with Banachek—a famed magician and mentalist. Banachek talks about keeping promises, building connection and trust, and what you can learn from TV Evangelists. Banachek thinks outside the box—listen to learn how you can too.

How do you develop the ability to close deals? According to Cody Lowry, it's by developing good "schmooze" techniques. It isn't about your creative strategy. It isn't about how you can save someone millions of dollars. It all comes down to your ability to do THREE things. What are they? Find out in this episode of Negotiation Ninja! Cody Lowry AKA "Mr. Schmooze" is a Tampa Bay native and the President of Intermark Automotive, based in Birmingham, AL. He recently released his book, "Schmooze: What They Should Teach at Harvard Business School." Cody takes storytelling to a whole new level in this engaging episode—don't miss it! Outline of This Episode [1:26] Cody Lowry's ability to schmooze [4:41] How Cody realized this was his superpower [8:25] The secret sauce in every negotiation [13:32] A relationship that changed Cody's life [20:48] Dare to be different [24:07] How to connect with Cody + get his book Connect with Cody Lowry Cody's Personal Website: http://mrschmooze.com/ Intermark Group: https://intermarkgroup.com/team/cody-lowry/ Cody's book: https://www.amazon.com/Schmooze-Should-Harvard-Business-School/dp/1642935158 Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this throwback edition of the Negotiations Ninja podcast, we jump back in time to episode #144 with Tim Kintz. We talk all things sales negotiation, including why car salesmen get a bad rap. We talk about negotiating from a place of inspiration—not desperation. Tim also shares how to avoid letting your emotions cloud the process, why you should lower your customer's guard, and how to build-in removable objections. Don't miss out on Tim's genius negotiation tactics!

What are "garbage questions" and why are they so bad? How do you ask questions that deserve an answer? How do you keep your emotions in check when a negotiation escalates? Dan Oblinger answers all of these questions and so much more in this throwback of the Negotiations Ninja podcast. HINT: Curiosity is at the heart of good questions. Learn what it takes—listen now!

In this special throwback edition of Negotiations Ninja, we take a look back at episode #109 with David Meltzer. In this episode, we covered David's '"Guide to Negotiation", covering his secrets to successful negotiation. David touches on his abundance mindset, how to serve others and remove your ego from the equation, and the 5 things David seeks to fulfill in every negotiation. Don't miss this episode with an amazing business coach and entrepreneur!

How do you develop authentic listening skills? Why has listening become a lost art? What is the difference between hearing and truly listening? Dan Oblinger answers all of these questions and more in this Throwback Thursday episode of the Negotiations Ninja podcast. He shares a few of his active listening skills to master and how to build an organizational culture around listening. If you need to brush up on your listening skills, this is a can't-miss episode!

Sean is the Chief Visionary Officer + Co-Founder at UNBLINDED, a company focused on influence, process, and self-mastery. He is a successful attorney, speaker, entrepreneur, business coach, and the owner and President of Callagy Law. In this episode of Negotiations Ninja, he shares his four-step results formula to master the power of influence and communicating effectively—to take a "no" to a "yes" in an ethical, powerful way. Outline of This Episode [2:10] Sean Callagy's background [4:01] Law schools lack negotiation education [5:41] The creation of emotional rapport [8:34] Pain and the yes strategy [11:18] How to develop emotional states [14:58] Behavioral economics and the fear of loss [16:11] How to develop a congruent unique identity [19:22] How to develop congruence [23:12] What is agreement formation all about? [25:15] How to connect with Sean Callagy Resources & People Mentioned Unblinded Real, Raw, Roleplay Connect with Sean Callagy Unblinded Mastery Callagy Law Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Thursday Throwback we jump to episode #108 with the amazing Dr. David Matsumoto. We talk about his astounding career and research. We take a deep-dive into micro-expressions and how to detect deception in someone's face. It's astounding that your face can give away everything someone needs to know. Dr. David Matsumoto shares how you can improve your observational skills and learn to read people's faces. He gives away so much in this informative episode. Do not miss it!

Michael van Keulen (MVK) was born and raised in Amsterdam. He was at Foot Locker 15 years ago when they embraced e-sourcing with Iasta. He started in financing but fell in love with procurement. He set up the procurement function in Europe at VF Corp which caught the eye of corporate. So they asked him to lead their global transformation. He then joined Lululemon five years ago and built their procurement infrastructure from the ground up. He brought them into the modern era. Now, MVK is the Chief Procurement Officer at Coupa Software. With over 20 years in procurement and finance—on both sides of the table—he knows the industry inside and out. In this episode of Negotiations Ninja, we take a deep dive into digital implementation, getting stakeholders on board, and the best practices to follow. Outline of This Episode [2:15] MVK's background in procurement [4:44] Similarities from the inside and outside [6:45] The resistance to digitally transform [9:22] The right stakeholders to get on board [14:33] The questions to ask technology partners [18:32] Where procurement tech is going [21:30] Benchmarking data at scale [28:06] Stakeholder engagement is the key to success [29:19] How to connect with MVK Resources & People Mentioned VF Corporation Connect with Michael van Keulen Connect on LinkedIn Coupa Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

It's become fairly evident that emotions play a large part in negotiations. Being able to manage your emotions is one of the most important parts of a negotiation. When things go sideways, frustration builds, and tempers flare, what do you do? How do you keep your emotions from spinning out of control? Svitlana Kalitsun realized through her career as a lawyer that negotiation techniques aren't taught—but they're expected of lawyers. So she sought out negotiation training and found her calling. Now, Svitlanais a trainer at the Negotiation Academy, based in Vienna, Austria. She has 10+ years of experience working in leading law firms and large corporations. Svitlana is one of the leading women in the world at what she does. Outline of This Episode [2:30] Svitlana Kalitsun's background in negotiation [4:57] Why we counter emotion with emotion [6:52] How to counteract an angry response [11:41] How to deal with a counterparts emotion [17:11] What happens after you've cooled down? [18:24] Why "I feel" versus "you are" [22:00] Emotion is a distraction from the negotiation [22:52] How to connect with Svitlana Kalitsun Connect with Svitlana Kalitsun Connect on LinkedIn The Negotiation Academy Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you negotiate like an entrepreneur? Marty Park—my business coach and entrepreneur extraordinaire—has built 14 companies over two decades. You don't build that many businesses from the ground up without being an expert negotiator. So in this special Throwback Thursday episode, we take a look back at episode #117. Marty shares what he thinks is often overlooked in negotiation. He shares an example of a failed negotiation—as well as his favorite negotiation (HINT: It included free beer). He also shares how to leverage Logos, Pathos, and Ethos. Don't miss this episode!

What is happening between Israel and the United Arab Emirates? Is the U.S. part of the negotiations? What has led to the trade deals that are being formalized? This is a massive and historically relevant deal that's been overshadowed by the coronavirus. Dr. Shira Mor shares a boots on the ground perspective of what's happening in Tel Aviv. Get the inside scoop on the trade negotiations in this episode of Negotiations Ninja. Dr. Shira Mor is an Israeli-American who graduated from the Columbia Business School in 2013 with a Ph.D. in Management. She has worked with executives and start-ups to obtain funding. She negotiated with a European central bank in 2014. She is an organizational consultant, lecturer, content writing specialist, and an expert in multi-cultural negotiations. She brings unique expertise and perspective to this episode. Don't miss it! NOTE: The United Arab Emirates will be referred to as UAE, Emirates, and the Union throughout the episode. Outline of This Episode [1:52] Dr. Shira Moor's background in negotiation [4:27] Why is this trade deal monumental? [6:39] How did the first deal happen [8:10] Capitalism breaks down barriers [9:45] The cultural similarities between the nations [12:30] North American negotiations with the Emirates [18:17] The key differences to overcome [20:40] What can the formalized process be attributed to [22:26] What's the next thing on the horizon [25:42] How to develop relationships with people in the UAE [28:51] How to connect with Dr. Shira Mor Resources & People Mentioned StartupNation Weizmann Institute Jewish Council of the Emirates Think Again by Adam Grant Connect with Shira Mor MonaLisaConsulting2020(at)gmail.com Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #120 with Cal Chrustie. Cal was with the Royal Canadian Mounted Police for 34 years, served as a Negotiations Mediator for the United Nations, and has been involved in high-stakes negotiations around the world. In this episode, Cal shares the story of a failed negotiation with a terrorist group that sadly led to the death of multiple hostages. He shares how to assess failed negotiations, how to understand the needs and wants of the other party, and the importance of debriefing. Don't miss this powerful episode.

What is the difference between influence and manipulation? Many people define them the same way—but that's a mistake. They are fundamentally different. Bog Burg explains why in this episode of Negotiations Ninja. Bob Burg got his start as a radio broadcaster, had a stint on tv, and then dove into sales. He is the co-author of The Go-Giver series, written with John David Mann. They wrote the books in story-form to convey the idea of giving versus getting in sales. But they also talk about the difference between influence and manipulation. Listen to learn more! Outline of This Episode [2:18] The difference between influence and manipulation [6:18] Learn how to master your emotions [11:55] How to practice emotional management [15:11] The importance of having a mentor [16:54] See things from the other person's perspective [22:23] The most influential thing you can do [24:17] Above all—communicate with empathy Resources & People Mentioned The Art of Talking So That People Will Listen The Go-Giver Go-Givers Sell More The Go-Giver Leader The Go-Giver Influencer Connect with Bob Burg The Go-Giver Website Bob's Website Follow on Facebook Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this special Throwback Thursday episode of the Negotiations Ninja podcast, we take a look back at episode 124 with Kim Orlesky. Kim is the President of KO Advantage Group and is a master of B2B sales. In this episode she shares insight into the negotiation process from a sales standpoint. We cover everything from emotional intelligence to consultative selling. For a great refresher on the sales perspective, check it out!

What can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job availability in your region just isn't there? The procurement industry is growing into a global force and procurement professionals need to adapt to their changing world. Martin Smith—the Managing Director of Talent Drive in the U.K.—joins this episode of the Negotiations Ninja podcast to share a fascinating outside perspective into the procurement industry. He is a high-level top-tier procurement recruiter. Martin is also the host of the Talent Talks podcast, where procurement people in the field give unreal tips about staying relevant in the market. Don't miss his insight into the world of procurement. Outline of This Episode [2:43] Martin Smith's background in the industry [3:37] Why procurement people don't like talking about themselves [4:21] How the market is changing in the U.K. [6:54] How to approach a raise or position change [8:53] How to approach the interview [10:28] Geo arbitrage: cheaper labor? [14:30] How is an interview similar to a negotiation? [19:09] Contrasting candidates in the U.K. and the U.S. [21:25] The rapid move towards implementing AI [23:43] Be authentic + be yourself [24:28] How to connect with Martin Resources & People Mentioned Talent Talks Podcast Bid Ops Connect with Martin Smith Connect on LinkedIn TalentDrive Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this special throwback episode of the Negotiations Ninja podcast, we jump back to episode 141 with Alexandra Carter. She is the Director of the Columbia Law School's Mediation Clinic, the author of Ask for More: 10 Questions to Negotiate Anything, and a world-renowned negotiation trainer for the United Nations. She covers important negotiation strategies and tactics. She also touches on the influence of fear and guilt on the outcome of a negotiation and talks about the power of silence. Lastly, she discusses her new book. Don't miss it!

The use of data has been the biggest source of growth in companies and has become the biggest source of risk. When our data is compromised and held hostage, how do we get that data back? Are the negotiations similar to a "typical" hostage negotiation? After 33 years with the Canadian Federal Police in the area of kidnaps and extortions, Cal Chrustie retired from the police force and transitioned to InterVentis global. He now works with a group of negotiators from around the world to provide education, consulting, and coaching on cyber terror incidents. In this episode of Negotiations Ninja, Cal shares what the cyber terrorism negotiation process looks like. Don't miss it! Outline of This Episode [1:43] Cal's background in negotiation [3:49] Cyber negotiation and hostage negotiation [7:50] The nature of risk in these negotiations [11:30] Where Cal is seeing increases in cyber attacks [15:24] The rise of intelligent and educated criminals [25:20] Do attackers focus on one industry? [26:29] Planning and preparing for a cyber negotiation [33:36] How to connect with Cal Chrustie Resources & People Mentioned Michael Franzese Connect with Cal Chrustie LinkedIn InterVentis Global Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this special Throwback Thursday episode, we return to episode #87 with Chris Voss. In this episode, Chris challenges the concept of win-win negotiations. What should we aim for instead of a win-win negotiation? What would be a better outcome? Chris drives his point home with real-life examples from his lengthy career. Check it out!

How do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary negotiation conversation? Does hiring leverage still exist? Mark Holyoake from Holyoake Search joins me to have a conversation about the state of procurement recruiting. Mark specializes in procurement executive search and contract staffing. He's US-based and has worked in the industry for 20+ years. His unique view of the procurement market brings remarkable insight to the conversation. Don't miss it! Outline of This Episode [1:43] Mark's background in procurement recruiting [3:10] Where the market is for procurement [8:04] The mindset around hiring leverage [12:19] How to prepare for a candidate negotiation [15:37] Where does Mark's advice land? [18:07] Does personal branding matter? [21:50] The salary negotiation conversation [28:11] How to connect with Mark Holyoake Resources & People Mentioned Institute for Supply Management (ISM) Mark's Article: Talent Acquisition in the 'Next Normal' Drew McCaskill on LinkedIn Connect with Mark Holyoake Holyoake Search Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this special Throwback Thursday episode of Negotiations Ninja, we jump back to when procurement professional Josh King joins me to share how he strategizes and plans for a negotiation. He also shares how you can manage your emotions when things get heated and what to do when things go horribly wrong. Lastly, he shares 3 solid tips that can help you improve your negotiation skills. Don't miss it!

Divorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part of the process. Rebecca Zung is a divorce attorney that helps people prepare for this difficult and emotional negotiation process. In this episode of Negotiations Ninja, Rebbeca shares some practical down-to-earth advice for negotiating a divorce. Rebecca has had her own law practice for 21 years, is a best-selling author of two books, and hosts her own podcast: Negotiate Your Best Life Podcast. Outline of This Episode [0:34] How to negotiate through a divorce [2:02] Rebecca Zung's background [3:43] Negotiating a divorce begins with your mindset [4:29] Rebecca's mission of empowerment [6:33] Negative things to avoid in divorce negotiations [8:10] Don't rely too heavily on your lawyer—here's why [11:41] How to negotiate with a narcissist [15:30] Finding leverage: documentation + strategy [18:41] Settle before court when at all possible [21:01] Negotiating a prenuptial agreement [25:02] How to connect with Rebecca online Resources & People Mentioned FREE 'Crush My Negotiation' Worksheet BOOK: Negotiate Like YOU M.A.T.T.E.R. BOOK: Breaking Free: A Step-by-Step Divorce Guide COURSE: S L A Y Your Negotiation™ With a Narcissist Connect with Rebecca Zung Rebecca's Website Rebecca's YouTube channel Rebecca's Facebook Group Negotiate Your Best Life Podcast Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback episode of the Negotiations Ninja podcast, we dive back to episode 119 with Dan Oblinger. Dan is a seasoned crisis negotiator and author. He shares a story about talking a young woman down from a bridge. Doing so successfully took active listening to understand the situation. It took connecting with the person he was trying to save. Dan emphasizes that before you even put yourself into a crisis negotiation, a lot of pre-work and practice is required. To hear Dan's full thoughts on successful crisis negotiation, listen to this special episode!

How to raise money for a startup is a frequent topic of conversation. But there's a lot of information lost on the back end of the conversation: how to exit. Do you have an exit strategy for your business? How do you plan an exit? Erik Kostelnik is the founder and CEO of Postal.io. He knows how to negotiate a great exit. Surprisingly, it starts before you even build your business. How? Listen to this episode of the Negotiations Ninja podcast to find out! Outline of This Episode [0:35] How to negotiate a great exit [1:42] Erik's background in tech [2:50] The misconceptions about an exit strategy [4:41] Building credibility with vendors [8:14] How to get vendor conversations [12:17] Trust is the key to everything [15:12] Create an advisor network to be your extension [20:37] The single biggest focus needs to be: start now Resources & People Mentioned TextRecruit Salesforce Marketo Outreach Hubspot Connect with Erik Kostelnik Postal.io Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode of Negotiations Ninja, we jump back to episode #104 with long-time listener and fan: Shane Ray Martin. In this episode, we talk about how Shane has applied what he's learned to his sales job—and his volunteer work with a suicide hotline. We also dive into a discussion of Robert Cialdini's work on influence. This episode is all about learning and then applying that knowledge to drive change. Don't miss it!

What does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get to a great deal? How do you decide what mode of communication to use? In this episode of Negotiations Ninja, Giuseppe Conti explains the benefits of each mode of communication and which to choose for optimal results. Giuseppe has been in procurement for over 25 years. He's held senior roles with Procter & Gamble, Novartis, Firmenich, and Merck—in 5 different countries. In 2005 he started teaching negotiation at a business school. Now he teaches at 14 different schools, including 10 of the top 12 names in Europe—Oxford being one of them. He helps his consulting clients negotiate real-life deals. Don't miss out on his extensive expertise! Outline of This Episode [1:40] Giuseppe Conti joins the podcast [3:02] The different virtual communication channels [5:51] The advantages of email communication [6:49] The importance of summarizing [7:50] Why we lean towards a negative interpretation [9:23] How to properly use email (how to write + reply) [14:12] Building rapport through virtual negotiations [16:26] Choosing the right virtual negotiation tool [19:55] Why you must understand your context [21:18] How to connect with Giuseppe Resources & People Mentioned Albert Mehrabian's "7%-38%-55% Rule" Connect with Giuseppe Conti Connect on LinkedIn Subscribe to Giuseppe's newsletter for a FREE negotiation pack! Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode, we jump back to episode #89 with Cal Chrustie. Cal covers the three S's: strategy, structure, and self. He talks about how to properly strategize for a negotiation, what a negotiation's structure should look like, and how the concept of self plays a role throughout this process. Don't miss this engaging episode with war-time and hostage negotiation expert Cal Chrustie.

Where are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract negotiations and dispute resolution. Saving YOU money is their bread and butter. It's all about investigative research and digging into the details. They find the truth and present the data to their clients. It's up to the client to take action—or ignore it. In this episode of Negotiations Ninja, Richard Ham—the CEO of Fine Tune—shares some of the strategies they use to successfully resolve conflict. Outline of This Episode [2:27] Rich's background in journalism [6:39] The move from journalism to dispute resolution [10:00] Overarching themes in conflict [12:28] Fine Tune's proprietary system: EMOAT [15:26] Woking your way through disputes [18:11] 3 things that are critical to successful negotiations [21:45] When solidarity falls apart: dealing with the situation [24:57] What happens after the dispute is solved? [27:13] Rich's closing three pieces of advice [27:13] Rich's closing three pieces of advice [28:28] Connect with Fine Tune + Rich Resources & People Mentioned Fine Tune Knowledge Center Cintas Connect with Richard Ham Rich on LinkedIn Fine Tune on LinkedIn Fine Tune Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Throwback Thursday episode we return to episode 113 with Marty Latz, the CEO of Latz Negotiation. Marty shares some priceless negotiation wisdom. Marty emphasizes the necessity of deeply listening to the other party—that negotiation is more about listening than persuading. He delves into the importance of asking the right questions. What are the core influencers behind their positions? Do you have the insight necessary for a successful outcome? Have you prepared properly for the negotiation? Don't miss this insightful throwback!

How can AI make your negotiations more efficient? How can it improve outcomes for your organization? What will the ongoing role of AI be moving forward? These are some of the questions Martin Rand—Founder and CEO of Pactum AI—answers in this episode of Negotiations Ninja. While AI is still considered a new frontier to some, it is quickly becoming more applicable to the everyday functions of a business. Tune in to this episode to find out how it could impact you—positively OR negatively. Outline of This Episode [1:24] Martin Rand's background [4:09] How cognitive biases impact negotiations [4:40] Creating value from neglected areas [8:43] Do people want to negotiate with a bot? [11:52] The future of bots in negotiation [17:40] The ideal client for AI negotiations [21:04] How to connect with Martin/Pactum Resources & People Mentioned Pactum e-Residency Connect with Martin Rand Connect on LinkedIn Follow on Twitter Martin(at)Pactum.com Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this special Throwback Thursday episode of the Negotiations Ninja podcast we jump back to episode #43 with Chris Voss. Chris Voss is a HUGE name in the field of negotiations. In this episode we take a deep-dive into the nuances of his book: Never Split the Difference. It's full of tactical tips + strategies that every negotiator needs to hear. Don't miss it!

Why are people reluctant to change? What are the barriers to change? How do you overcome them? According to Jonah Berger, you have to find the catalyst that's needed to create the change to overcome those barriers. In this episode of Negotiations Ninja, Jonah talks about the 5 most common barriers and how to overcome them to create lasting change. Don't miss it! Jonah has been a marketing professor at the Wharton School of Business at the University of Pennsylvania for 13 years. He researches social influence, word of mouth, and why products, ideas, and behaviors catch on. A couple of years ago he wrote Contagious: Why Things Catch On and more recently wrote the book The Catalyst: How to Change Anyone's Mind. Outline of This Episode [1:53] Jonah's background in the industry [3:42] Change minds by reducing reactants [6:30] Bypassing the anti-persuasion radar [9:30] How many choices should be available [13:14] Endowment: stick with what you know [19:28] How to frame the cost of inaction [20:18] How corroborating evidence is a catalyst [23:00] How to connect with Jonah Berger Resources & People Mentioned BOOK: The Catalyst by Jonah Berger BOOK: Contagious by Jonah Berger Pareto Optimality Connect with Jonah Berger Jonah's Website Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

This week's Throwback Thursday is a reboot of episode #118 with the one and only Gary Noesner. Gary was the lead negotiator at the Waco Siege. In this episode, he shares what contributed to the regrettable outcome, how to deal with negotiation standoffs, and the similarities between business and hostage negotiations. The negotiation lessons you'll receive from this conversation are priceless. Don't miss this throwback!

How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation. Outline of This Episode [1:35] Dan Lappin shares his background [3:18] The way we sell isn't the way people interact [5:43] How to remove your attachment to the outcomes [10:12] The most common biases to overcome [15:40] Change the intent behind your questions [19:00] Three mindsets you need to align with [20:53] Dan's biggest piece of advice about negotiation [23:01] How to connect with Dan Lappin Resources & People Mentioned Lappin 180 The Breaking Sales podcast Connect with Dan Lappin Follow on Twitter Connect on LinkedIn Follow on Facebook Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

This Throwback Thursday episode takes us back to episode #100 with Robert Greene. This episode is a discussion around negotiating power and why the motives behind power moves aren't always bad. Robert also touches on the topics of misdirection, masked intentions, predictability, action vs. planning in negotiation, and much more. Don't miss this throwback!

Josh Weiss believes very deeply in the power of story. When you tell a story, there isn't debate because they're real things that really happened—not just theory. When people are skeptical of negotiation, its value, or its applicability it's often based more on myth than fact. So Josh set out to show people what negotiation looks like in real-life in his new book, The Book of Real-World Negotiations. In this episode of the Negotiations Ninja podcast, Josh shares some of the stories that can bring immense value to the negotiation process. Don't miss it! Josh co-directs a project with William Ury at Harvard called the Global Negotiation Initiative. He directs Bay Path's Master of Science in Leadership and Negotiation (which is completely online). Josh is also a negotiation consultant who works with numerous organizations. Outline of This Episode [2:22] Josh Weiss background in negotiation [3:24] Josh talks about the power of story [7:19] How to make an agreement better [15:18] The value of the relationship [21:27] Hostage negotiations and onions [25:16] Team-based negotiations and deal fatigue [27:09] How to connect with Josh Resources & People Mentioned Howard Raiffa Getting to Yes by William Ury Getting to Yes with Yourself by William Ury Association for Conflict Resolution Connect with Josh Weiss Josh's Website The Book of Real-World Negotiations Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Many people are struggling in the midst of the Coronavirus crisis. Some have lost their jobs and were the only source of income for their family. Others have become ill or know someone who has passed away. Many people feel lonely and isolated from loved ones and are struggling with thoughts of suicide. What do you do if a friend or family member is suicidal? What are some suicide prevention tips? What resources are available to guide you? Scott Tillema shares important suicide prevention strategies in this episode of Negotiations Ninja. Do not miss it. Scott is a Police Lieutenant currently serving as the Department Coordinator of Training and Emergency Services in the Chicago suburbs. Scott spent many years in police hostage and crisis negotiation. Now, Scott works with the Schranner Negotiation Institute as a trainer and with the BigSpeak Speakers Bureau as a keynote speaker. Scott also travels the country speaking to police hostage negotiators, offering insight and training. Outline of This Episode [0:34] Crisis negotiation and suicide prevention [2:28] Scott Tillema's background in negotiation [4:33] Scott's 4-Step suicide risk assessment [13:10] If a loved one is on the edge—what do you do? [16:22] Words or phrases to avoid in difficult conversations [18:33] Scott's volunteer work with the crisis text line [21:15] Connect with Scott online Resources & People Mentioned National Suicide Prevention Lifeline Suicide Assessment Five-Step Evaluation and Triage Suicidal Ideation Risk Assessment BigSpeak Speakers Bureau Schranner Negotiation Institute Connect with Scott Tillema Connect on LinkedIn Scott's Ted Talk Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

What is a Group Purchasing Organization? How can it benefit procurement in numerous businesses? How does a Group Purchasing Organization fit into your overall procurement strategy? In this episode of Negotiations Ninja, Anthony Clervi joins us to answer these questions and convey the usefulness of a partnership with your business. Anthony Clervi is the president and CEO of Una. He helps companies of all shapes and sizes save money on indirect products—from office supplies to telecommunications. His goal is to connect with their supplier partners and members in a way that offers value to all parties. Outline of This Episode [2:32] Who Anthony is and what he does [3:35] What is a Group Purchasing Organization? [6:33] What's been happening in the industry amid the COVID crisis [9:31] The biggest factors that lead to success with supplier-partners [13:33] What's happening in the group purchasing space [17:08] The general business community is missing out [19:54] How to ascertain what a business needs from the GPO Resources & People Mentioned Una Group Purchasing Connect with Anthony Clervi Anthony's Website Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja