Negotiations Ninja Podcast

If you want a glimpse into the conversations experienced negotiators have on a daily basis—a sort of "scotch talk"—tune in to this episode of Negotiations Ninja! Dan Oblinger and Allan Tsang join me for a Q&A session where we dispel some common myths about negotiation. We chat about changing your mindset and viewing negotiation as a craft—not a gimmick. Dan Oblinger is a business consultant and negotiation coach with 10+ years of crisis negotiation experience under his belt. Allan Tsang, by day, is a negotiation coach and trainer to executives, entrepreneurs, and professionals. By night...he is also a negotiation coach and trainer—working with people in Asia. Outline of This Episode [0:32] Dan Oblinger and Allan Tsang Hijack the show! [1:53] Dan Oblinger's background in crisis negotiation [3:03] Allan Tsang's background in negotiation coaching [4:25] How did their Q&A's on LinkedIn start [7:44] Their biggest negotiation pet peeves [13:20] There is no easy button in negotiation [18:28] The interplay between strategies, tactics, and mindset [23:41] The importance of role-playing negotiations [25:23] Dan's takeaway for the audience [27:28] Allan's takeaway for listeners Resources & People Mentioned eBook: Sharpen Your N-Factor FREE Negotiation Q&A Connect with Dan Oblinger Connect on LinkedIn Follow on Twitter Leadercraft Connect with Allan Tsang Connect on LinkedIn Follow on Twitter 88owls 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 apply an Eastern mindset in negotiation? What are some of the core principles that Eastern cultures base their negotiations on? How can an American embrace some of these principles to create long-term and successful relationships? Mala Subramaniam joins me in this episode of Negotiations Ninja to educate us on Indian and East-Asian negotiation and how it differs from American and/or European styles. She also shares seven successful behaviors you can embrace from an Eastern mindset that will have a long-term impact on your negotiations. Mala Subramaniam is an executive coach, corporate speaker, and cross-cultural trainer who has spent over 20 years blending Eastern and western negotiation styles. She is also the author of the book: Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations. Don't miss her expertise and insight in this informative episode. Outline of This Episode [1:47] Mala Subramaniam's background in negotiation [4:15] The difference between an Eastern mindset and Western mindset [6:18] The differences in communicating the word 'no' [8:34] Seven behaviors that set you up for success [16:52] Meditation and mindfulness as part of negotiation training [19:52] The concept of Chakra in negotiation [22:04] Why the intention doesn't align with an Eastern Mindset [25:21] One negotiation style does NOT fit all [27:33] How to connect with Mala Subramaniam online Resources & People Mentioned BOOK: Never Split the Difference BOOK: Getting to Yes Connect with Mala Subramaniam BOOK: Beyond Wins 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 car salesman or sales negotiator? Do you understand what the car sales process should look like? Even if you aren't a car salesman, this episode of Negotiations Ninja is packed with some amazing insight on sales negotiation. Tim Kintz—the President of the Kintz Group—shares how to make the sales process more effective from a different perspective. Tim offers consulting for the retail side of the automotive industry—everything from training, to seminars, to workshops at Top Golf. If you want to get into the mind of your buyer, don't miss this episode of Negotiations Ninja! Outline of This Episode [1:24] Tim Kintz brings a different perspective to the podcast [2:55] What does 'negotiation is optional' mean? [3:50] Why don't salespeople ask for full price? [4:37] Avoid letting your emotions cloud the process [5:36] Negotiate out of inspiration—not desperation [7:04] Whoever cares the least about a deal... [11:44] The right questions to ask customers [14:23] Whoever starts the negotiation has the advantage [17:23] What are removable objections? [19:47] Don't be afraid to negotiate Resources & People Mentioned Herb Cohen John F. Kennedy Connect with Tim Kintz BOOK: Frictionless: Closing and Negotiating with Purpose The Kintz Group Kintz Group on Facebook Follow Tim on Twitter Connect on LinkedIn Follow on Instagram Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Dr. Elouise Epstein is a digital futurist and dot-connector in the world of procurement. She believes if you're going to bring a new procurement operating model into this new world—and operate in the 21st century—it's all got to start with digital. Dr. Elouise focuses specifically on digital excellence in procurement and supply chain. She's a proponent of understanding emerging innovation in digital technologies. She has over 20 years of experience designing digital procurement and supply chain strategies for fortune 500 companies. Listen for a fascinating conversation directed towards those ready for a continuous shift into the future. Outline of This Episode [2:27] Dr. Elouise Epstein specializes in digital procurement transformation [5:00] It's not about what's happening, it's about what you do next [7:37] Where innovation in procurement is happening [12:36] The opportunities being taken advantage of [17:37] The positive disruption through the process of collaboration [21:05] Have large companies lost the ability to innovate? [25:48] Whoever can deliver innovation in procurement will win [28:08] Why it's time to embrace the shift towards digitalization [31:23] How to connect with Dr. Elouise Epstein Resources & People Mentioned Procurement Foundry Mike Cadieux SupplyHive tealbook Connect with Dr. Elouise Epstein Connect on LinkedIn Elouise on Kearney 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 avoid resolving conflict in negotiations? Do you avoid any and all conflict in general? This is a common tendency and human nature for most, but not what you want to embrace to be a successful negotiator. In this episode of Negotiations Ninja, Dr. Jennifer Goldman-Wetzler shares some of her conflict resolution strategies that you can use to become aware of and change your own behaviors. Don't miss her expertise and insight into resolving conflict. Dr. Jennifer Goldman-Wetlzer is the founder and CEO of the Alignment Strategies group. She holds a Ph.D. in Organizational Psychology from Columbia University—and is now a professor at the same university. She specializes in helping individuals and organizations find freedom from challenging conflict. She recently penned the book: Optimal Outcomes: Free Yourself from Conflict at Work, at Home, and in Life. Outline of This Episode [0:34] Introducing Dr. Jennifer Goldman-Wetzler [2:36] The relationship between conflict and negotiation [3:38] The #1 mistake people make when faced with conflict [5:25] Why do negotiators—and people in general—avoid conflict? [8:01] How your family of origin impacts your behavior [12:00] 8 Practices to use when you find yourself in conflict [22:51] Tactical advice on resolving conflict in the workplace [25:33] Sometimes conflict resolution is ended counter-culture behavior [27:13] Resolving conflict using Jennifer's method isn't for the faint of heart Resources & People Mentioned TEDx Talk on Optimal Outcomes Book: Optimal Outcomes Optimal Outcomes Assessment OptimalOutcomesBook.com Connect with Dr. Jennifer Goldman-Wetzler Jennifer's Website Connect on LinkedIn Follow on Twitter Alignment Strategies 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

The negotiation strategies and tactics that you utilize can make a powerful difference in the outcome of your negotiation. How do you handle objections? What is the focus of your negotiation? Do you ask open-ended questions? Every step of the process is helped by the right negotiation strategies. In this episode of Negotiations Ninja, Alexandra Carter shares her insight into the world of negotiation. Don't miss it! Alexandra Carter is the Director of the Columbia Law School's Mediation Clinic. She is a professor that focuses on teaching mediation and dispute resolution in negotiation. She recently published her book: Ask for More: 10 Questions to Negotiate Anything. Alexandra is a world-renowned negotiation trainer for the United Nations and has taught numerous negotiation workshops to hundreds of diplomats. Her expertise is unquestionable. Outline of This Episode [1:36] Alexandra's background in negotiation [2:06] Public negotiations vs. business negotiations [3:41] Shift the focus toward determining the core problem [6:32] The power of silence in the negotiation process [11:32] How fear and guilt influence a negotiation [17:00] A discussion of Alexandra's book: Ask for More Resources & People Mentioned Indie Bound Bookshop.org BOOK: Ask for More Connect with Alex Carter Personal 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

Do you have a blunt negotiation style? Or are you more diplomatic in your approach? While negotiation styles can vary greatly, Anthony Sarandrea is an advocate for cutting the crap and getting down to business. What does that look like? How does his blunt negotiation style move the negotiation forward? Listen to this episode of Negotiations Ninja to find out. Anthony Sarandrea is an entrepreneur extraordinaire that helps entrepreneurs scale their business(es). He's recognized as one of the top lead generators in the world focusing in the health, finance, and legal space. One of his businesses—SiteFlood—generates thousands of inbound leads a day. He's been recognized as one of Forbes 30 Under 30. Don't miss this solid conversation. Outline of This Episode [2:50] Why should entrepreneurs excel at negotiating? [4:56] Knowing yourself must be your starting place [8:55] Achieve goals by embracing a blunt negotiation style [12:15] Why we need to have more blunt conversations [14:28] Overcoming dominance plays in negotiation [17:51] How to improve your negotiation techniques Resources & People Mentioned Tony Robbins Mark Cuban Connect with Anthony Sarandrea Anthony's Website Follow on Instagram 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

A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book Gap Selling: Getting the Customer to Yes is the special guest on this episode of Negotiations Ninja. Listen to this episode as we talk about the ins and outs of his gap selling sales strategy. Keenan is the CEO of "A Sales Guy Consulting" and "A Sales Guy Recruiting." He's also the best-selling author of multiple books (Gap Selling and Not Taught). His strategy is a game-changer for sales organizations, geared towards helping them find long-term success. Don't miss his unique and successful take on sales! Outline of This Episode [1:36] Keenan's background in sales [2:48] The major difference between sales and procurement [4:05] Where sales and procurement miss the mark [7:13] Keenan's mission to banish open-ended answers [11:52] Why 'objections' should never be an issue [18:08] Understand that the sales process is based on emotion [19:38] A sales negotiation is all about the desired outcome [21:47] Where to connect with Keenan Expertise is where the money's at Connect with Keenan BOOK: Gap Selling Connect on LinkedIn Follow on Twitter Watch on YouTube A Sales Guy on LinkedIn Keenan's Website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Most lawyers are not properly trained in legal negotiations. In many law schools, negotiation classes are offered—but not mandatory. So how does a lawyer cultivate the necessary skills and learn to negotiate effectively? Dr. Claudia Winkler joins me today to open the discussion about legal negotiation. We talk about the perception of lawyers' abilities, managing emotion, planning a legal negotiation—and more. Don't miss this episode of Negotiations Ninja! Dr. Claudia Winkler is the founder and lead trainer at The Negotiation Academy™. She holds a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She desires to help lawyers leverage their communication and negotiation skills to become the super-negotiators of tomorrow. Listen for a glimpse of her story and an overview of negotiations for lawyers. Outline of This Episode [2:08] Dr. Claudia Winkler's background in law and negotiation [3:58] The public expectation that lawyers are super-negotiators [8:10] Where legal negotiations tend to derail [9:53] Fight or flight: how to teach lawyers to manage their emotions [11:49] How Claudia recommends improving negotiation skills [14:44] Planning and preparation for a legal negotiation [16:40] Cultivate open communication between lawyers and clients [20:17] Negotiating during times of crisis [23:41] Enactment of a Force Majeure clause [26:52] How to connect with Dr. Claudia Winkler Resources & People Mentioned What is a Force Majeure? COVID-19 Force Majeure? Connect with Claudia Winkler The Negotiation Academy The Negotiation Academy Facebook Claudia's Personal 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

Negotiators don't always take into consideration the importance of understanding cultural intelligence. Culture isn't just an outlying factor, but it's pervasive and impacts every moment of a negotiation. In this episode of Negotiations Ninja, Mark Davis joins me to talk about the impact of culture, the lens through which we can understand it, and how it influences your decision-making. Mark Davis is a negotiator who emphasizes the importance of cultural intelligence. Negotiating with people from different cultures—and organizational cultures—is becoming more and more common. To be effective at what we do, we must learn to adjust and adapt our negotiation techniques to find success for both parties. Listen for his expertise in cultural intelligence. Outline of This Episode [0:45] Culture and how it impacts negotiations [2:00] Mark's background in negotiation [3:56] What negotiation is—and what it isn't [6:29] Why it's important to understand culture [8:40] Adaptation of perspective in the midst of conflict [14:05] Top 3 cultural negotiation values to master [19:20] The concept of a negotiation campaign [23:53] Cultural differences aren't something overcome [24:57] Connect with Mark Resources & People Mentioned Negotiations Ninja episode 58 Connect with Mark Davis Connect with Mark on LinkedIn Follow Mark on Instagram Mark's website: The CQ Negotiator 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

Those in sales management know it can be a difficult task. Managing sales teams, working with business owners, and managing integration with the rest of the business can be rough to navigate. Many sales managers have mastered their craft, while others are in the position simply for more money. But good sales managers can teach us a lot about communication, conversation, and negotiation. Rene Zamora joins me in this episode of Negotiations Ninja to share his expertise in sales management and communication. Rene is an expert sales management consultant who specializes in working with small business owners and their sales teams to redefine their relationships—and begin to sell more effectively. Over the years, Rene has learned what transforms sales teams and pushes them to excel. Don't miss his expert advice! Outline of This Episode [1:13] Rene's background in sales management [2:47] Do good sales people make good managers? [3:47] The major challenges sales managers face [4:54] THE basic selling tool: conversation [7:31] Manage your internal negotiation [9:40] What if you don't have experience? [15:14] How to manage your sales team [17:56] Clear and consistent communication [21:23] Procurement: how to connect with salespeople [23:38] It begins and ends with conversation skills Connect with Rene Zamora Sales Manager Now Rene on LinkedIn Rene's Book: Part-Time Sales Management 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

Conflict resolution in negotiation is important for a negotiator to master—or at the very least learn to understand. You must be able to find confidence in the conflict, which is one of the main themes running through Kwame Christian's new book: Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict. Listen to this episode for an inside look at his book. We also cover conflict resolution—both internally and externally—and a psychological aspect of negotiation often overlooked. Kwame Christian is a Negotiation & Conflict Resolution Training Consultant as well as a business lawyer, mediator, and skilled negotiator. He is the Director and Lead Trainer at the American Negotiation Institute as well as the host of the Negotiate Anything podcast. He is passionate about empowering professionals to find confidence in conflict and navigate difficult conversations like master negotiators. Don't miss his unique and engaging insight into the world of negotiation. Outline of This Episode [1:39] Background: Who is Kwame Christian? [3:22] Kwame's new book: Nobody Will Play With Me [4:44] Overcome your fear to find confidence in conflict [7:42] Strategy and planning yield better results [15:11] Everyone is created equally—but differently [19:43] Allow yourself the license to fail [25:18] The psychological aspect of negotiation [30:58] Preparation is the best way to find success Resources & People Mentioned Kwame's Book: Nobody Will Play With Me American Negotiation Institute American Negotiation Institute FREE Guides Book: Never Split the Difference by Chris Voss and Tahl Raz Book: Negotiation Genius by Deepak Malhotra and Max Bazerman Book: Getting to Yes by Roger Fisher, William Ury, & Bruce Patton Negotiations Ninja Episode with Gary Noesner Negotiations Ninja Episode with Chris Voss Connect with Kwame Christian Kwame on LinkedIn Kwame on Twitter Negotiate Anything 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

The Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NEED to change our tactics? What are some strategies we can use to navigate this pandemic? Today's episode of Negotiations Ninja is a Q&A with Gary Noesner and Allan Tsang, with Shane Ray Martin moderating. Gary Noesner is a former FBI Negotiator and author of "Stalling for Time: My Life as an FBI Hostage Negotiator." Allan Tsang is a negotiation coach for entrepreneurs and professionals and the founder of 88 Owls. He helps negotiators get what they want without unnecessary compromise. Shane Ray Martin is a speaker who's passionate about negotiation, sales, and positivity. His goal is to help entrepreneurs become more self-confident and be more fulfilled. Outline of This Episode [5:20] Don't rush the negotiation [9:45] Should you prepare differently during COVID-19? [11:58] The foundational principle of relationship building [17:56] Reaching out to existing vendors mid-contract [22:35] Handling high-stakes negotiations [30:15] Who should negotiate their salary right now? [33:28] Clients demanding extended payment terms [41:48] You have to ask the right questions [44:48] Should you consider a contingency model? [47:18] Final words of encouragement Resources & People Mentioned Stalling for Time by Gary Noesner The Like Switch by Jack Schafer and Marvin Karlins Netflix: Money Heist Curb Your Enthusiasm Connect with Gary Noesner Gary's website Gary on LinkedIn Connect with Allan Tsang Allan on LinkedIn Allan on Twitter Allen's Business: 88 Owls Connect with Shane Ray Martin Shane's website Shane 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 people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode of Negotiations Ninja, David Priemer joins me to share some of the science behind buying behavior. We talk about buyer experience, the importance of listening, and leveraging technology to help you learn. David Priemer started his career as a research scientist and landed in the sales world by accident. After 20 years of working with 4 different startups and at Salesforce, he launched Cerebral Selling. His goal is to equip salespeople to become modern sellers who think like their buyers and are more effective because of it. Don't miss the stellar insight he has to offer. Outline of This Episode [0:33] The science behind why people buy` [1:30] David Priemer's background and experience [3:49] The buying experience IS the product [4:50] The importance of listening to prospects [6:32] Servicing the relationship beyond the original solution [8:50] How Technology accelerates the process [10:16] How to handle the most common sales objection [17:10] What attracting great customers looks like [18:26] The concept of power dynamics/referent power [21:51] It always come back to feelings and emotions Resources & People Mentioned Chris Voss: Mirroring and Labeling Masterclass BOOK: Friction by Roger Dooley William Ury: The Power of Listening Edelman Trust Barometer Connect with David Priemer Cerebral Selling Website David on LinkedIn David on Twitter David's YouTube Channel BOOK: Sell The Way You Buy 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

Planning in negotiation is a crucial element that we may often forget the importance of. Today's guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills. Paul Watts is a Sales Performance Coach with Base Over Apex and host of the 'Sales Reinvented' podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who's been in sales for over 20 years. Outline of This Episode [3:19] Paul Watt's background in sales and podcasting [4:51] Planning is the most important element of negotiation [7:36] Present the cost of inaction and the return on investment [11:11] The best way to improve your negotiation skills [14:37] A negotiation techniques Paul employs regularly [20:11] Role models and styles Paul embraces [21:51] What happens when a negotiation goes downhill [29:49] Paul advises to embrace a learning mindset Resources & People Mentioned Gary Vaynerchuk's 4Ds Program BOOK: Thinking, Fast and Slow Kwame Christian Patrick Tinney Dan Shapiro William Urey Connect with Paul Watts The Sales Reinvented Podcast Paul on LinkedIn Paul on Twitter Base Over Apex 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 can a mentalist teach negotiators about their craft? A mentalist can be thought of like a magician or psychic—someone who exhibits abilities that seem supernatural. Banachek describes his craft, in short, as the ability to "Take my five known senses to create the illusion of a sixth sense". It's a combination of experience, intuition, and known means of persuasion. In this episode of Negotiations Ninja, Banachek joins me to share how his skills can be useful in negotiation—be sure to listen. Banachek is a magician and mentalist, who instantly became known around the world for convincing scientists that his abilities were genuine psychic powers. His goal was to prove their standards weren't rigorous enough even though they thought they were smart enough to see through an illusion. In the end, when they were convinced, he explained it was all a sham. He's gone on to find a lucrative career as a mentalist, astounding people with his unique skill. Outline of This Episode [1:27] Banachek's background as a mentalist [3:45] A common misconception of mentalism [7:20] How he got restaurant owners to pay him [8:40] How he fooled scientists into thinking he was psychic [10:41] What negotiators can learn from a mentalist [16:15] It is about being genuine, open, and honest [17:32] Banachek has a penchant to help others [23:18] How to improve your negotiation skills [28:44] Connect with Banachek Resources & People Mentioned Association for the Promotion of Campus Activities The National Association for Campus Activities Connect with Banachek Banchek's website Banchek's 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

As an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it's hard to see a light at the end of the tunnel. As business owners and entrepreneurs, how do we communicate with our employees and our customers during this time? How do we step up as leaders and reassure those we are responsible for? My friend and mentor, Marty Park, joins me in this episode of Negotiations Ninja to share his insight. Marty refers to himself as a "chronic entrepreneur" with over 25 years of experience. He's owned and operated 13 different companies in multiple industries. He's also lived through the housing market crash. Listen to this episode as we share our perspective on the crisis we all find ourselves entrenched in. Outline of This Episode [2:30] How to communicate in times of crisis [4:23] "Chronic" entrepreneur Marty Park joins me [6:43] How to communicate with your employees [13:30] What do you say to investors? [17:21] Simply making an effort has impact [23:26] Structuring your day effectively by building habits [28:36] What is the 'Pomodoro Technique'? [31:10] Double-down on your effort [36:40] Become the leader you need to be [38:52] How to connect with Marty Park Resources & People Mentioned Content Callout Douglas MacArthur The Pomodoro Technique Connect with Marty Park MartyPark.com Marty on LinkedIn Marty 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

Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you're newer to the procurement and negotiation world, you don't always know who to trust and who to learn from. In this episode of Negotiations Ninja, the well-trusted procurement professional Josh King joins me to share some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Josh King is the Vice President and Chief Procurement Officer at American Water. After college, he joined the navy where he was a submarine officer for 7 years. During his last two years of service, he got his MBA at Villanova. While there, he took a supply chain class and loved it. He got into consulting and focused on supply chain for utilities, eventually ending up in utilities, where he is now. Outline of This Episode [1:13] Josh King's impressive background [4:46] The art and science of a negotiation [7:10] Compensation based on results [9:04] Procurement or internal management consulting? [11:30] What to do when a negotiation goes wrong [14:33] How to manage your emotions like a pro [17:08] Find role models and mentors [19:35] 3 tips to improve negotiation skills [21:09] Connect with Josh King Resources & People Mentioned Michael Rich on LinkedIn Barb Gomez on LinkedIn Coupa Procurement System Connect with Josh King Josh 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

The use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform called Bid Ops. Bid Ops is one of the first companies to use artificial intelligence to fully automate supplier negotiations. Edmund Zagorin joins me in this episode of Negotiations Ninja to talk about how Bid Ops forecasts the outcome of a negotiation, develops quotes, and helps smooth the negotiation process. Edmund is the founder and CEO of Bid Ops. He started his career as a procurement officer as well as the Assistant Program Director for Debate at the University of Iowa. It was there he learned to see the correlation between debate and negotiation tactics. He researched procurement with ProductBio and became a Bid Manager at Electronic Auction Services. Listen to this episode to hear how his combined experience led him to create a sourcing enablement platform making waves in the industry. Outline of This Episode [1:58] Edmund Zagorin's background in procurement [3:50] How do you forecast the outcome of a negotiation? [6:45] What's the difference between a debate and a negotiation? [11:19] Understanding cognitive bias in behavioral economics [17:20] Who should extend the first offer? [18:47] Will AI replace procurement managers? [26:45] Edmund advises: continue to try new things Resources & People Mentioned BOOK: Thinking, Fast and Slow BOOK: Freakonomics BOOK: Don't Make Me Think PAPER: The Case of Auctions Versus Negotiations Connect with Edmund Zagorin LinkedIn Bid Ops 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 able to 'pitch anything' in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything. Oren is the Director of Capital Markets at Intersection Capital where he provides training, management, and advisory services. He is the President and CEO of Pitch Anything, and author of the books Pitch Anything and Flip the Script: Getting People to Think Your Idea Is Their Idea. He's all about getting deals done efficiently and effectively. If you're ready to engage and persuade on a higher level, don't miss this fun-filled episode! Outline of This Episode [1:42] Oren Klaff's background [5:10] Neediness kills deals [13:15] Establish yourself as a peer [17:32] Run a meeting properly [19:59] Take it to the next level [24:40] Prove you understand the problem [26:34] Is the Coronavirus an opportunity? Resources & People Mentioned BOOK: Flip the Script by Oren Klaff BOOK: Pitch Anything by Oren Klaff Connect with Oren Klaff Oren on Twitter Oren on LinkedIn Oren's on PitchAnything.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

Sales and procurement view each other as enemies—but don't work to change that mindset. Both sides feel that the other doesn't understand what they do and they have no empathy for each other. My guest today agrees that this needs to change. Sales and procurement need to start having real and genuine conversations. In this episode of Negotiations Ninja, John Barrows joins me to start the conversation. Listen along as we chat about preparing for an impending market correction, the animosity between procurement and sales, and how to facilitate open dialogue between the two. John has been in sales his entire career. He was VP of Sales & Marketing with Thrive Networks and Director of Sales & Training with Basho Technologies. Seven years ago, he launched JBarrows Sales Training. He's passionate about providing customized training using proven sales techniques to help salespeople drive results. Outline of This Episode [1:53] John Barrows jumps back on the podcast [2:43] John's background and business [4:54] The interplay between procurement and sales [11:03] Two things sales teams should do to prep for a correction [18:23] It's time to change the mode of communication [27:13] Understanding payment terms from a procurement viewpoint [30:47] The #1 thing John wishes procurement people knew about salespeople [32:25] John's Book: I Want to Be in Sales When I Grow Up Resources & People Mentioned John's Book: I Want to Be in Sales When I Grow Up! BOOK: Never Split the Difference by Chris Voss and Tahl Raz The SDR Chronicles Podcast Connect with John Barros Connect with John on LinkedIn Follow John on Instagram John's Podcast: Make it Happen Mondays John's website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

What is a Sales Development Representative? with Morgan J Ingram, Ep #125 If you're in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they're not the enemy. Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he'd have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR. Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement. Outline of This Episode [1:35] Morgan J Ingram's background in sales [6:32] Two strategies to start a cold-call strong [12:00] Overcome anxiety associated with cold-calling [16:20] Morgan's 11-touch campaign strategy [20:55] What procurement people should know about SDR's [23:04] An SDRs impression of procurement [27:27] Two pieces of advice about sales and negotiation [30:03] How to connect with Morgan Resources & People Mentioned High-Profit Prospecting by Mark Hunter Connect with Morgan J Ingram John Barrows Sales Training website SDR Chronicles on YouTube SDR Chronicles on Apple Podcasts Morgan on LinkedIn Morgan 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

Mastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or service from everyone else. Closing a sale used to mean sitting in a boardroom until a deal was accomplished. Now, sales professionals are forced to be more creative. We no longer live in a world of black-and-white and each potential client wants a unique deal catered to them. My guest today, Kim Orlesky, knows the tactics and sales negotiation skills it takes to close deals while also building career-long relationships with clients. She was in corporate sales for over 10 years and is now the President of KO Advantage Group, selling high-value services in a B2B environment. Join us in this episode to learn negotiation skills and tactics from the unique perspective of a sales expert. Outline of This Episode [0:33] Negotiation from a sales perspective with Kim Orlesky [4:24] Learn to go the extra mile and understand your client [8:30] The difference between consultative selling and selling [10:35] The importance of asking the right kinds of questions [12:16] You are not born with the ability to sell—it is learned [18:01] What has changed in the world of sales negotiation [22:42] View emotional intelligence as a skill you can develop [24:12] When a lost deal is a blessing in disguise Resources & People Mentioned Kim Orlesky's Book: Sell More. Faster. Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Kim Orlesky Kim's website Connect with Kim on LinkedIn Check out Kim's Twitter Kim's YouTube Sales Coaching 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

Negotiating across cultures adds a level of complexity to the negotiations process that many people don't take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingly simple words and phrases that are understood differently, making this type of negotiation difficult at best. The opportunity to learn from those who are in the trenches of international negotiation regularly is priceless, especially when the subject of our study is someone who consistently does this kind of negotiation well. My guest on this episode is one of those people, International negotiator and trainer Mihai Isman. He is a negotiation and conflict resolution expert who specializes in addressing difficult but important efficiency barriers for national and international corporations and medium-sized companies. His keen insight into the differences between Western and European negotiators, their cultures, and consequently their approaches is something all of us can learn from. Be sure you listen carefully.. Outline of This Episode [1:35] Mihai's background as a negotiator and trainer and the ideas behind this episode [3:33] Differences in negotiations styles between North Americans and Europeans [6:05] The importance of mindset in any negotiation [9:40] Why many people shy away from the conflict necessary in negotiation [12:25] Discussing the concept of "fairness" with executives, and the pushback received [19:49] One piece of advice for all negotiators, no matter their country or culture Resources & People Mentioned Nelson Mandela Henry Kissinger Chris Voss Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mihai Isman Isman's corporate website: https://www.ismanundpartner.com/ Connect with Miahi 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

Every negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on this episode is Mohammed Faridy, a man who has great insight into the subject because he put himself on a trajectory toward constant improvement from his early days as a negotiator. It was working at Citibank that he found two excellent negotiation mentors who helped him get his bearings and hone his skills in IT contract negotiations. Today, Mohammed provides negotiations consulting and training and serves as CEO of OneView, a technology procurement software as a service. That role puts him on the other side of the procurement negotiations table, which makes his dual-perspective rare and valuable, so be sure you listen. Outline of This Episode [0:34] Mohammed's unique perspective from both sides of the procurement role [6:57] What most procurement professionals do well in negotiations [16:18] The best ways to improve negotiations skills [22:35] One piece of advice for all negotiators to apply Resources & People Mentioned Harvard's Negotiation Training - Mohammed mentioned this course Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mohammed Fardidy OneView - Mohammad's company Follow Mohammad on LinkedIn The Free Video Course Mohammad mentioned 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

The 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both parties have distinct approaches to negotiation that inform how they have positioned themselves and neither party wants to lose face on the world stage. It's not only a clash of world powers who have very different goals, in many ways, it is a clash of cultures as well. My guest on this episode is Allan Tsang, a man who is uniquely qualified to comment on what's happening in this International trade negotiation. Allan is a Chinese-American who was born in China, raised in Ghana (Africa), and moved to the U.S. around 1990. His career path took him from design, to instructional technology, to conflict analysis and resolution. He's been doing high-level consulting for large organizations, entrepreneurs, and startups in the areas of strategy and negotiation since the mid-90s. Join us for this fascinating conversation that reveals the importance of a long-view strategy in negotiations and hones in on specific negotiation tactics being used by both sides. Outline of This Episode [1:01] The unique and valuable perspective Allan brings to the China situation [3:58] What's going on between the United States and China? [4:49] The impact of the tension on average people in both countries [7:23] The strong points in the U.S. side of the negotiation [9:48] Missed opportunities by the United States [15:25] What the U.S. must change to compete with China's long-term goals [18:54] Allan's one piece of advice for President Trump [20:47] One piece of advice for President Xi of China [21:45] Lessons for the average negotiator from this standoff Resources & People Mentioned Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Allan Tsang Allan's website: www.88Owls.com Follow Allan 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

Terrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiations with them better than Cal Chrustie. Likewise, there's no one better to teach us how to make the most out of those failures. Cal served for 34 years with the Royal Canadian Mounted Police and has also served as a Negotiations Mediator for the United Nations in the former country of Yugoslavia. He's been involved in some of the highest stakes negotiation scenarios you can imagine. On this episode, he shares the most valuable lessons he learned from the most painful failed negotiation he's ever experienced - one involving a terrorist group and the execution of hostages. Outline of This Episode [2:12] Getting to know Cal Chrustie, negotiator extraordinaire [4:01] The worst negotiation experience Cal has ever had [15:39] How to better assess the readiness of negotiation partners [23:55] The importance and power of a debrief [28:49] A negotiation Cal was engaged in that turned out super well [41:15] The importance of taking risks appropriately Resources & People Mentioned BOOK: Thinking In Bets by Annie Duke Cal's previous episode on Negotiations Ninja Herb Cohen - previous guest on Negotiations Ninja Robert Cialdini Negotiations Ninja episode featuring Gary Noesner Connect with Cal Chrustie Follow Cal on LinkedIn Cal's company website: 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

My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don't let the fact that his negotiations often happened in life and death situations convince you that his experience is worlds apart from whatever it is that you do. It's not. What he learned in that high-pressure environment transfers across the board to every discipline. You can apply the principles to procurement, sales, and a variety of other business applications - not to mention your personal relationships.. Dan Oblinger is a hostage negotiator, author, international keynote speaker, and fuel behind the Leadercraft brand of workshops and training. He graduated from the FBI National Crisis Negotiator Course in 2018 and teaches frequently on the topics of active listening, negotiations, ethics, leadership, culture, and crisis management. The stories he shares in this episode illustrate that the power behind successful negotiations is not in the words you use, but in the words you don't use. Join us for this insightful and practical conversation. Outline of This Episode [3:00] A story about a woman who was ready to jump off a bridge [6:15] The importance of doing pre-work before engaging in a negotiation [9:30] What you need to say when beginning a negotiation [13:52] Listening becomes the superpower for most negotiations [20:51] The major role of practice in any skill, especially negotiations Connect with Dan Oblinger www.MasterListener.com - Dan's website Follow Dan on LinkedIn Follow Dan on Twitter: @DanOSpeaks Dan's books: "Life or Death Listening" and "The 28 Laws of Listening" Connect With Mark Follow Mark on Twitter: @negotiationpod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @negotiationpod Subscribe to Negotiations Ninja

Negotiation Lessons From The Field, with Gary Noesner, Ep #119 Many times the hardest negotiation lessons to learn are hard because they are painful. Those learned in real-life failed negotiations can be among the most valuable. The Waco Siege of 1993 stands out as one of the most tragic and mishandled negotiations in American history. Many observations have been made about what happened there, but the FBI hostage negotiators who were on the scene are the ones who know best what went wrong—and why.. Gary Noesner was the lead negotiator at that event He retired from the FBI after 30 years as an investigator, with 23 of those years being in the role of a negotiator. He retired as the Chief of the FBI's Crisis Negotiation Unit, Critical Incident Response Group and was the first person to hold that position. As the lead negotiator at the Waco Siege, Gary shares openly about what contributed to the regrettable and terrible outcome experienced there. The negotiation lessons you'll receive from this conversation are priceless. Outline of This Episode [2:42] Gary's background: A 30-year career with the FBI, negotiating for 23 years [5:42] The primary reasons the 1993 Waco situation didn't work out as desired [14:50] The 85-day siege against the Freeman in Montana - a great success [17:36] Why mixed messages occurred in Waco [24:07] Similarities between these hostage negotiations and business negotiations [27:43] Tactics for dealing with frustration in negotiation standoffs [38:17] A tip from Gary: Periodically demonstrate that you understand what they said, including how they feel about it. Resources & People Mentioned Details of the Waco Siege David Koresh and The Branch Davidian Group BOOK: The Like Switch Gary Noesner's Behavioral Stairway MOVIE: A Beautiful Day In The Neighborhood Connect with Gary Roesner www.GaryNoesner.com Gary's book: Stalling for Time 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

Negotiation is one of the most overlooked things in the lives of entrepreneurs. There are many reasons for this, which we'll get into in this episode, but suffice it to say that when entrepreneurs don't learn how to negotiate well, lots of money is left on the table. To discuss this issue I asked my business coach, Marty Park to give us an overview of the issue. Marty has built businesses from the ground up for years— 14 companies over two decades. He's able to speak to this issue from experiential and observational standpoints. He's fought to scale, grow, and even sell businesses like any entrepreneur and has learned the power of negotiation for increasing profitability. He regularly advises business coaching clients in these issues as well. Outline of This Episode [0:40] Marty Park: Entrepreneur and Business Coach (my business coach) [6:40] The things entrepreneurs overlook when it comes to negotiation [13:14] A negotiation Marty experienced that didn't go well [24:53] Marty's absolute favorite negotiation. It involved free beer [30:38] Leveraging responses from three perspectives (Logos, Pathos, Ethos) [34:08] One item Marty says entrepreneurs MUST do when it comes to negotiation Resources & People Mentioned Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Marty Park Marty's website: https://www.martypark.com/ Marty's book: Tiger By The Tail 'Follow Marty on LinkedIn Marty on Twitter: @TheMartyPark 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

2019 was brimming with excitement at Negotiations Ninja. Fantastic discussions on the podcast, exciting content on the blog, and exceptional experiences training and coaching have made it a big year. We're looking forward to integrating everything we've learned through these incredible experiences and moving forward into 2020.

The end of each year brings an opportunity to reflect on our achievements before beginning new adventures. 2019 has been amazing: The Negotiations Ninja podcast made the number one negotiation podcast in the world. First-rate guests have been essential to the podcast's success.

Business negotiation, whether carried out by small, medium, or large business personnel, is a skill that must be developed. But small and medium business approaches to negotiation need to be better informed if they are to succeed when competing against the larger companies. My guest on this episode, James Orsini, brings a wealth of insight to us through his experience as an agency leader and from teaching small and medium business leaders how to be more successful, not only in negotiations but in business in general. Outline of This Episode [2:37] James' experience prior to joining Gary Vaynerchuck [4:01] The best advice James can give regarding improving negotiations [4:53] Mistakes small and medium-sized business owners often get wrong in negotiation [11:49] The struggle with "giving away your best stuff" - and what really happens [16:28] Things James wishes people would do differently in their negotiations [18:50] The best piece of advice about negotiation Resources & People Mentioned BOOK: Jab, Jab, Jab, Right Hook Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with James Orsini The Sasha Group - where James serves as President James on LinkedIn James on Twitter: @JimmyThePencil 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

One of the most plentiful commodities available to anyone who wants to learn is the wisdom of others in our field. As negotiators, we need to avail ourselves of this amazing resource every chance we get. This episode is filled with pearls of negotiation wisdom from my friend, the one and only Marty Latz. You're going to hear Marty's personal and career negotiating successes as well as some situations that didn't go well. He has some fantastic insights into the key skills every negotiator needs to master, the things people miss in personal and professional negotiations most often, and why preparation (in a variety of ways) is so vital to a successful outcome. Marty shares principles of negotiation wisdom you'll want to remember, so take notes on this one. Resources & People Mentioned BOOK: Getting To Yes BOOK: Bargaining For Advantage Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Marty Latz Marty's website: https://latznegotiation.com/ Follow Marty on LinkedIn Marty on Twitter: @MartyLatz Marty's first book: Gain The Edge Marty's latest book: The Real Trump Deal Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Nobody would assume that crisis negotiation is easy, but few of us truly know just how hard it is. My guest on this episode, Mark Lowther, is one of those who know the reality first-hand. Mark's diverse catalog of experiences ranges from serving in the United States Marines to two Metro SWAT teams where he was involved in and all levels of negotiations, including the first known hostage negotiations involving social media. Mark has extensive background and training in suicide intervention and on this episode, you'll hear him describe the most difficult and disappointing negotiation of his career which involved a young woman who was committed to taking her own life. Join us for this conversation to see the true face of crisis negotiation. Outline of This Episode [3:12] Mark's experience in hostage and crisis negotiation throughout the U.S. and worldwide [3:45] The best negotiation of Mark's illustrious career [12:20] The reasons and roles of a variety of diverse team members [14:45] The worst negotiations of Mark's career (a suicide and a [22:15] The difficulty of losing a victim in a crisis situation and what we can learn [25:36] Knowing your team is vital for success and support Resources & People Mentioned Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mark Lowther www.Negotiator911.com - Mark's website Mark's previous episode on Negotiations Ninja Mark on LinkedIn Follow Mark on Twitter: @MarkLowther66 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

For procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for guidance. The wait is over. This episode of Negotiations Ninja features co-authors Jeanette Nyden and Lawrence Kane who have quite literally just written the book on the subject. "The Contract Professional's Playbook" is now available on Amazon and sets the standard for developing procurement talent, building those individuals into personnel assets who add great value to the organization, and set up the industry to continue growing well into the future. Enjoy! Outline of This Episode [2:14] Why a playbook is needed for procurement and the story behind the book [4:56] Changes happening in the contract and procurement world the book is aimed at [8:35] The content found inside the playbook: including internal and external negotiation [11:25] Performance & outcome-based approach to fit a collaborative negotiation model [15:01] Navigating when to be tough and when to step away [20:48] Managing frustration when your service business has to do what isn't best [25:30] The vital importance of performance-based outcomes in the contract Resources & People Mentioned The Contract Professional's Playbook (by Jeanette and Lawrence) BOOK: Getting To We (Jeanette was co-author) BOOK: Vested Connect with Jeanette Nyden Follow Jeanette on LinkedIn Jeanette's company: http://www.jnyden.com/ Jeannette on Twitter: @JeanetteNyden Jeanette on YouTube Connect with Lawrence Kane Follow Lawrence 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

Negotiation has been happening since the beginning of time and every one of us negotiates with others all day, every day. Those who are masters at negotiation have learned from all those years of experience, they apply the old school techniques to their current situation. Ed Brodow, the guest on this episode, has been negotiating and teaching negotiation skills for over 32 years. His old school approach to negotiation is refreshing and powerful. He's authored a number of books that are "must-have" resources. Listen to this episode to hear Ed's powerful but simple approach to becoming the best negotiator you can be. Outline of This Episode [0:36] Why Ed Brodow is on the show to talk about walking away from a deal [1:39] Ed's experience in negotiating and education over a 32-year career [4:05] The reason optimism has to be at the forefront of every negotiation [9:06] What is the confidence mystique and why is it important? [19:01] How to use the "Columbo" method in negotiations [23:27] Traits of successful negotiators [26:45] Why you must be willing to walk away from a negotiation Connect with Ed Brodow Ed's website: https://www.brodow.com/ Connect with Ed Brodow on LinkedIn Follow Ed on Twitter: @EdBrodow BOOK: Beating The Success Trap BOOK: Negotiation Boot Camp Ten Tips For Negotiating in 2020 - article from Ed's website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Wouldn't it be great if you could receive a personal guide to negotiation from an experienced, wise negotiator who is proven to be successful? That's what you'll get when you listen to this episode. David Meltzer is a philosopher, business coach, entrepreneur, and so much more, including an amazing negotiator. He grew up poor and thought money would bring him happiness, so he pursued sports (he wanted to be a pro football player), then becoming a doctor, then a legal career. When he passed the bar exam he had an opportunity to create a legal advice service online, which is how he became a millionaire. His business career has only excelled from there. Join us for this conversation as David shares lessons from his journey that can serve you as a sort of guide to negotiation. Outline of This Episode [0:42] The business coach and philosopher who is David Meltzer [5:30] David's secret to negotiating: an abundance mindset [7:26] Is it possible to serve others in a negotiation? [9:29] How do we get over ourselves and remove ego from the process? [12:10] Is there a role of visualization and manifestation in negotiation? [15:17] How David has developed the ability to pay attention and stay centered [17:57] Negotiation advice David wishes he had heard earlier in life about Resources & People Mentioned www.DMeltzer.com - text number: 949-298-2905 David's author page on Amazon Lee Steinberg Warren Moon (NLF quarterback) The Playbook Podcast Sports 1 Marketing (David's company) Connect with David Meltzer Follow David on LinkedIn Follow David on Twitter: @DavidMeltzer 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

As we are all aware, every conversation, not to mention every negotiation, has much more going on under the surface than is easily seen by observers. Detecting deception, both manipulative and unconscious is part of what makes great negotiators outstanding. Dr. David Matsumoto specializes in understanding facial expression and trains negotiators, sales professionals, and leaders of all stripes how to notice and respond to the barely visible signals that often reveal what's going on under the surface. Listen to this conversation. It's fascinating to realize that all of us can become skilled at this nuanced but powerfully effective form of observation. Outline of This Episode [0:35] Dr. David Matsumoto is a jewel and we're honored to have him on the show [2:15] The amazing career and research of Dr. Matsumoto [5:05] Facial expressions: an overview of the less-obvious and what may be meant [8:05] How can we differentiate meaningful facial expressions from non-meaningful ones [11:57] Is the brain communicating in the face to express what our words are not? [17:01] Are there ways to ensure your face and words are congruent? [22:17] Do cultures change the micro-expressions? [24:37] What you can do right now to improve your facial or non-verbal observation Connect with David Matsumoto David's website: https://www.davidmatsumoto.com/ www.Humintell.com (great courses from David you should use) www.DetectDeception.com David's organization on LinkedIn Follow HumIntel on Twitter: @Humintell 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

One of the reasons I'm happy to have someone like Stephen Kozicki on the podcast is because he brings an entirely different perspective to the process of negotiation through his approach to creating and discovering value. Stephen takes a very data-based, provable approach that serves incredibly well because it removes egos from the process and demonstrates tangible outcomes that offers of lower price alone cannot overcome. Listen to hear Stephen's detailed approach to working out, creating, and discovering value in negotiations. Outline of This Episode [0:43] The fascinating history of Stephen's negotiation experience [3:37] Discovering new value in negotiations that you don't know exist [5:15] Why is it important to demonstrate value tangibly? [7:20] The reason measurable value is incredibly important [10:55] How to discover additional value available in a negotiation [12:30] 4 elements of value creation [17:15] How to think about false beliefs surrounding value [20:23] The vital importance of discovery sessions and the questions to ask [28:02] What Stephen would force everyone to change regarding value (if he could) Three questions you need to ask about every offer you make in a negotiation Resources & People Mentioned SPONSOR: www.ScoutRFP.com/negotiation Stephen's latest book: The Creative Negotiator BOOK: Blue Ocean Strategy Connect with Stephen Kozicki Follow Stephen on LinkedIn Stephen's website: https://www.gordianbusiness.com.au/published-articles 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

Procurement chains become increasingly complex the larger an organization becomes, which means that many gaps occur that cost the organization money rather than saving it. Valuable, cost-saving data is missed or lost, processes are elongated, and inefficiencies grow. A.I. and Machine Learning are tools that can be used to address these issues and many others. It's up to us as the procurement professionals in our organizations to open our minds to the possibilities, learn about what's happening with A.I. and M.L. now, and begin to integrate what we learn into our current procurement chains for the benefit of our organizations, teams, and customers. Join me as I speak with Kevin Frechette and Tarek Alaruri of Fairmarkit, a company that is using these tools to automate buying decisions, achieving cost savings of over 15% on non-strategic spend. Resources & People Mentioned ServiceNow Grammarly Tethr www.Gong.io Whirlpool General Electric SAP Univision Communications Jack Dorsey (Twitter and Stripe) BOOK: The Challenger Sale Connect with Kevin Frechette and Tarek Alaruri Fairmarkit - the company where Kevin and Tarek serve Connect with Kevin on LinkedIn Connect with Tarek 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

The negotiations process can seem mysterious and difficult to those looking on from the outside, but Mike Caro says that it's made up of the same principles and psychological dynamics that everyday life situations contain. Interestingly enough, Mike has developed that belief as one of the world's foremost authorities on the game of Poker. It's a tremendous offer to be able to present this conversation with Mike, who's in seclusion somewhere in the Ozarks working on his latest brainchild. Join me for a fascinating journey into the mind of the Poker Mad Scientist, Mike Caro. Outline of This Episode [0:34] Mike Caro's amazing work, drawn from a life of poker playing and strategy [3:20] The decision Mike made to move to a remote spot in the Ozarks [6:02] Observations on how poker and life compare and overlap [8:17] Caro's law of loose wiring [11:00] Learning to make better decisions when it matters most [16:31] The psychology behind poker and the negotiation process [20:13] Misinterpreting body language, nervousness, and more [28:57] The biggest misconception about Poker: It's about winning the pot [34:35] Applying the weak / strong demeanors presented in negotiations [37:33] Understanding the concept of "tilt" and how it impacts the negotiation process Resources & People Mentioned Negotiations Ninja episode with Annie Duke https://ScoutRFP.com/negotiation (sponsor) Our previous podcast episode featuring Robert Greene Connect with Mike Caro Mike's website: https://www.poker1.com/ MIke's BOOK: Caro's Book of Poker Tells MIke on Twitter: @MikeCaro 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 involved in sales, procurement, or negotiations of any type needs to develop the influencing skills that make them effective. We are all influencers in one way or another (for bad or good) and intentional focus on making those innate skills work for us can have great results. Shane Martin reached out to me because he has found that the same influencing skills he uses in his sales career are also powerfully effective in his role as a volunteer at his local suicide hotline. Join us for this conversation. We dive into influence, persuasion, and spend a good deal of time walking through Robert Cialdini's work on influence as well. Outline of This Episode [0:35] Meet our guest and a fan of the show, Shane Ray Martin [1:25] Why it's important not only to listen but to apply what you learn from episodes [3:02] Shane's motivation for volunteering at a suicide hotline [5:48] The right questions to get to the real issues behind the conversation [8:25] Teaching causes people to drop their guard [12:16] The six steps used by Shane's volunteering with the suicide hotline [17:55] The pitfalls Shane sees salespeople make in negotiations [24:38] Cialdini's 6 principles of influence [27:30] The power of social proof in negotiations and influence Resources & People Mentioned www.ScoutRFP.com/negotiation (sponsor) Scott Tillema episode of Negotiations Ninja BOOK: Give and Take by Adam Grant BOOK: The Go Giver by Bob Burg Robert Cidaldini's book "Influence" BOOK: Pre-suasion by Robert Chialdini Chialdini's 6 Principles of Influence video Connect with Shane Martin Shanes website: https://www.shaneraymartin.com/ Follow Shane 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

If you haven't heard Molly Bloom's story you're missing an incredible lesson in overcoming adversity. You could say she made her own bed—and she'd agree with you. The legal trouble she got into bears it out as well. What did she get into hot water over? She was involved in organizing and managing high-stakes poker games for high-profile and high net worth individuals and she stepped over a legal line. A Federal raid of her home, her arrest, and a very public trial offered her the opportunity to make some new choices and move in a new direction. That's when everything about her mindset, perception about herself, and personal integrity began to change. Listen to this episode—not just to hear a provocative story but also to hear how overcoming adversity is possible for all of us. Outline of This Episode [3:10] The incredible story that makes Molly an example of overcoming adversity [7:30] Molly's motivation to speak and inspire people to persist and persevere [9:28] Why Molly rejected the Feds offer for immunity despite the repercussions [12:29] The reason difficult choices are necessary and even helpful [15:08] What it takes to build a great product and recruit a great team [18:42] The reasons Molly takes such time to target her clients [24:30] Why Molly's attorney, Charlie, choose to take her case [28:17] How Molly convinced Aaron Sorkin to do a movie of her story [30:01] Persevering and using rejection to fuel yourself forward [34:38] Why Molly persists even when everything is against her [40:28] The power and benefit of meditation in Molly's life (and mine) Resources & People Mentioned SPONSOR: https://ScoutRFP.com/negotiation Aaron Sorkin, Director Connect with Molly Bloom Molly on Instagram: @ImMollyBloom Molly on Twitter: @ImMollyBloom Follow Molly on LinkedIn MOVIE: Molly's Game (about her life) Molly's book "Molly's Game" 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

Stan Garber and Alex Yakubovich have sought venture capital financing more than once and each time they've done it, the stakes have been higher. Their most recent round of investment for Scout RFP has drawn the attention of companies like Workday and Salesforce. That's not only a huge boost of confidence for them but also a good sign of how effectively these two guys are at building the relationships that result in funding. Listen to hear how Alex and Stan have gone about seeking venture capital financing for their startups, how it's happened for Scout RFP most recently, and what they recommend to anyone who is interested in seeking VC funding for their venture. Outline of This Episode [2:55] How the Scout RFP team discovered and solved for the needs in procurement [6:40] An elegant and simple tool makes for wider adoption within an industry [9:22] How to navigate the venture capital financing maze [12:30] The most important part about raising money [15:19] How does it feel to give up equity to venture capital firms? [20:56] The confidence that comes the second time seeking venture capital financing [27:31] What is Spark? [30:24] What can procurement people learn from salespeople? Resources & People Mentioned SPONSOR: www.ScoutRFP.com/negotiation Scale Venture Partners Workday Salesforce Connect with Stan and Alex Scout RFP Alex on LinkedIn Stan on LinkedIn Scout RFP on LinkedIn The Scout RFP SPARK Conference 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

There are few people I know who are as competent and smart about how the negotiation questions we use impact the way the conversation goes than Dan Oblinger. Dan's experience as a hostage negotiator coupled with his drive to understand the impact of deep listening is at the root of this superpower. He's a fount of nuanced knowledge and he shares it so generously during this conversation. We talk about what he calls "Garbage questions" and why they are so bad, why we need to ask questions that deserve to be answered, and how we can KNOW we are utilizing the best questions possible. There is so much information in this episode you should listen to it twice — and take notes both times! Enjoy! Outline of This Episode [2:05] Dan Oblinger's insights into the role of negotiators and the power of negotiation [4:22] Most of the questions you ask are based on your preferred approach (and it's horrible) [5:59] How can we ask questions that deserve to be answered? [13:01] Why questions are super risky but the simplest path to deep emotional responses [15:07] Are there ways to over-empathize as you ask questions [20:13] How to keep emotions in check when conversations begin to escalate [26:55] Why you need to treat the other person's story with respect [31:06] Curiosity is at the heart of good questions — and it requires humility Connect with Dan Oblinger Dan's website: https://masterlistener.com/ Dan Oblinger 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

It's an extreme pleasure to speak with a person as thoughtful and well-versed in topics pertinent to negotiation as Robert Greene. He's a prolific author who's penned works that inform and highlight the timeless principles behind great leadership, power, and influence. In this conversation, we discuss why power is not always built on bad motives, why using misdirection and masked intentions can be beneficial to negotiators, how predictability is the death of good negotiations, action VS planning in negotiation, and more. Join us for this wide-ranging but insightful conversation. In characteristic style, Robert shares his well-researched insights on a number of topics you'll find applicable to both negotiation and procurement. Outline of This Episode [1:40] Robert's background and the reasons behind his most recent book [4:31] Is it naive to wonder why we can't all get along? [8:17] Power is not necessarily corrupt or built upon bad motives [12:09] What does it mean to mask intentions and use misdirection? [14:26] Predictability is the death of many negotiations [20:07] Why is fearlessness so important? [22:37] Action VS planning in negotiation styles [28:51] An example of how short-term thinking caused a company to go under Resources & People Mentioned BOOK: The 48 Laws of Power BOOK: The Art of Seduction BOOK: The 33 Strategies of War BOOK: The 50th Law BOOK: Mastery BOOK: The Laws of Human Nature 50 Cent John D. Rockefeller Machiaveli BOOK: The Art of Negotiation SPONSOR: https://ScoutRFP.com/negotiation Connect with Robert Greene Robert's blog: https://powerseductionandwar.com/ Robert on Twitter: @RobertGreene 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

The skills required to be a great negotiator are also powerful tools in the arsenal when it comes to getting the meeting with the decision-makers on your list of prospects. Both require savvy, knowledge, and people skills that go beyond the ordinary tactics most salespeople and negotiators are willing to employ. Stu Heinecke explains how those who are willing to go outside the normal channels and to use unorthodox but personalized approaches can not only get the meeting but close sales at unprecedented rates. Listen to hear all the details. Outline of This Episode [0:30] Why we have a cartoonist on the podcast for this episode [2:48] Why Stu (a cartoonist) wrote a book about booking meetings [8:55] Factors that go into making your outreach stand out [13:12] Personalized, direct, targeted, and in an "open" channel of contact [15:05] Touchpoints for the executive assistant [18:01] Social media — and why most are insignificant and must go offline [20:50] Ideas for how to reach out in creative but effective ways Resources & People Mentioned The Edgy Conversations Blog Orabrush - one of Stu's success stories Connect with Stu Heinecke Stu Heinecke on LinkedIn BOOK: How To Get A Meeting With Anyone Stu's podcast: How To Get A Meeting With Anyone BOOK: Get The Meeting Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

When you hear the term "social hacking" you might think of a covert, manipulative way of prying into someone's life. That's not at all what we're talking about when we apply the term to negotiation. Social hacking is an approach to information gathering that comes from the discipline known as "Social Engineering." That's a field that my guest, Chris Hadnagy has become known for. Chris is the CEO, Founder, and Chief Human Hacker of Social-Engineering, LLC, and author of the phenomenal book, "Social Engineering: The Art of Human Hacking." In this conversation, you're going to learn what social engineering really is, why it doesn't have to be a negative thing, and how to use its techniques to gather information and gain a competitive advantage that leads to success in your negotiation and procurement responsibilities. Outline of This Episode [0:36] Why you'll enjoy this insightful and provoking conversation with Chris [1:30] How Chris moved into this realm and what he means by the term "Social Engineering" [3:53] Could you walk into a cafe and gain information by what you see? [8:27] Three things to master in order to become a master of conversation [13:49] What is preloading and how does it work? [17:07] How to verify information through deliberate false statements [21:00] Maintain the relationships you've allowed to wane through instant rapport Resources & People Mentioned BOOK: Social Engineering SPONSOR: ProcureCon West: Use the code "PIW19NN" Connect with Chris Hadnagy Follow Chris on LinkedIn Follow Chris on Twitter: @HumanHacker Chris' company Social-Engineer Social-Engineer on LinkedIn Social-Engineer on Twitter: @SocEngineerInc 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

The science of influence is fascinating. It's one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology, and behavior research (combined it's known as neuromarketing). How can procurement professionals use neuromarketing directly in negotiations? How do we influence someone to help them make decisions that are advantageous for us and helpful for them? This is brain science for procurement! Outline of This Episode [0:35] The history of persuasion and negotiation in Roger's back story [4:49] Why "getting a deal" is a great motivator for higher spending [8:57] Split testing what you say in negotiations can bring great advantages [11:37] Why trusted stories beat statistics and data when it comes to persuasion [16:45] Using the science of influence to reduce sticker shock [22:43] How we can use neuroscience to build trust with others [35:45] Behavioral science teaches us the law of least effort Resources & People Mentioned BOOK: Brainfluence BOOK: Friction BOOK: To Sell Is Human BOOK: Predictably Rational Get 25% off by suing this code: PIW19NN - code for https://ProcureConWest.com Connect with Roger Dooley Roger's website: https://www.rogerdooley.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