Negotiations Ninja Podcast

We all want to walk away from our negotiations with more value, but for that to happen we've got to rethink and reapply a kind of negotiation training that can get us there. Keld Jensen is at the forefront of a movement to rebuild negotiation training from the ground up, starting with a mindset that moves away from the Zero-Sum game that most of us have been taught and toward an approach that adds value to every negotiation for both parties. You will enjoy hearing Keld's perspective and hearing why he believes that most negotiations can end with up to 40% more value being realized. Does that have your attention? Listen to this great conversation. Outline of This Episode [2:01] Keld's background in negotiation [4:05] Why today's negotiation training is only providing hacks, not innovation [6:10] How to help others see that we need to improve when it comes to negotiation? [10:50] Smartnership: What is it? [12:48] We lose up to 40% of the value in any given negotiation. [17:59] "Getting to Yes" was a failure (says Keld) [19:40] Changing the mindset behind negotiation [22:48] What must be done to change the mindset behind negotiations broadly? Resources & People Mentioned Attend ProcureConWest - Use PIW19NN to get 25% off your registration Thunderbird School of Global Management (at Arizona State University) BOOK: Getting To Yes Connect with Keld Jensen Keld Jensen's website www.SmartnershipNegotiation.com - Keld's 90-hour program for negotiation training Keld's Amazon Author page Follow Keld on LinkedIn Follow Keld on Twitter: @Keld_Jensen 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

ERP implementation is a difficult and lengthy process that can make or break an organization. So how does an enterprise roll out the implementation effectively and efficiently? What processes or procedures can smooth the transition from an old system to a new one? Shaun Syvertsen with ConvergentIS shares how to make the process easier and how to avoid common failure points. He emphasizes the necessity of getting high-level management involved and invested in the process. Shaun points out that their involvement is a gamechanger. With it, you typically see a successful ERP implementation. Without it, the process is sure to end in disaster. So how do you reach success? Listen to find out. Outline of This Episode [2:33] Shaun Syvertsen's background [3:55] How to make the ERP implementation process easier [17:41] The nightmare situations of ERP implementations [26:54] Mitigate disaster with risk-management procedures [32:05] How to hire a third-party to aid in the implementation [38:35] What are the most common failure points to be aware of? [46:09] Connect with Shaun Syvertsen Resources & People Mentioned ConvergentIS SAP ERP The Checklist Manifesto Target's failed ERP Implementation Gary Klein Performing a Project Premortem Connect with Shaun Syvertsen 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

Robert Semethy joins us in this episode of Negotiations Ninja—all the way from Vienna, Austria. Robert is the Chief Procurement Officer at Erste Banke—which is now celebrating its 200th year. We talk about differences in procurement and negotiation between Europe and North America. What do we need to know if we're working or living in Europe? What are the primary differences from the viewpoint of an American now living in Vienna? How do we succeed professionally once we understand the differences? And what should we continuously notice when doing business in Europe? Robert strives to answer these questions and more. Don't miss this informative episode! Outline of This Episode [2:42] How Robert Semethy ended up in Austria [4:44] What are the biggest differences in styles? [7:38] Addressing someone on a first name basis [11:55] Why is an international style of negotiation becoming the norm? [13:25] Will BREXIT affect international negotiation styles? [15:10] What can we learn from European negotiators? [19:53] How to develop a rapport with someone a European [22:36] Advice for Americans doing business in Europe [25:58] What is the biggest lifestyle difference? [27:48] Norms are driven by where the parent company is located Connect with Robert Semethy 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

The wonderful Bernice Lee returns to the podcast to share more about Chinese business etiquette. Bernice is an etiquette coach who was raised in Canada, worked in the U.S., and is now based in Hong Kong. She teaches Westerners and the local business communities all about the ins and outs of doing business in Hong Kong and China. She's an expert on the correct way to greet people, what to avoid, the big no-no's, and even dinner etiquette. In this episode of Negotiations Ninja, we're delving even deeper into etiquette concepts like saving face, proximity, physical space, and much more! This is an amazing free lesson that will greatly benefit business and sales professionals working in unfamiliar environments. Outline of This Episode [2:39] Bernice Lee's professional background in etiquette [3:58] Key differences in body language westerners need to be aware of [5:49] How do you handle the lack of personal space? [6:41] Other body language to be aware of [9:51] Why Chinese will lavish attention on your babies [10:57] Bernice's top advice to Westerners [16:49] The concept of saving face and what it means [22:02] How does communication within a Chinese company differ? [22:50] The Chinese business etiquette of gift-giving Connect with Bernice Lee The Etiquette and Leadership Institute 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

Antonio Humphreys leads marketing procurement at Adobe and joins us to chat about identifying and solving internal challenges. Antonio helps us dispel the myths around challenging internal customers and what we can do to improve these internal relationships. Spoiler alert! A lot of it comes down to Emotional Intelligence (EQ). Antonio delves deep into the human-centered approach procurement professionals need to take to develop great working relationships with internal customers. From there, understanding the relatable elements that are going to establish a good relationship quicker is going to give you a big advantage. You're developing different relationships internally versus with suppliers and Antonio helps us navigate the waters so they don't have to be so stormy! Outline of This Episode [1:43] Anthony's background in procurement [4:19] Why procurement people struggle to create relationships [9:27] Why it's necessary to develop emotional intelligence [17:58] How to navigate conflict resolution [20:39] How to develop emotional intelligence Resources & People Mentioned ProcureCon Connect with Antonio Humphreys 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

Jason Cammorata joins us to chat about the benefits unique and different backgrounds can have for procurement professionals. As a long-time, high-performing musician, Jason learned a lot about performance, planning, and preparation that he's applied to his procurement and negotiation career. What lessons can we learn from our past experiences? How can we take the skills we've learned and leverage them today? This week we're reflecting on our past to understand how to be more successful today. Outline of This Episode [3:48] Jason's background in procurement [5:11] A natural orientation towards value [6:54] Jason's performance career [7:52] The transition from music to procurement [13:33] Know what you're negotiating for [15:30] How do you know when to stop? [20:48] Collaboration in procurement [24:36] Use intuition with your counterpart [25:54] How to be in tune with stakeholders needs [29:04] Be brave and take calculated risks [29:52] How to connect with Jason Resources & People Mentioned Brett Colbert Connect with Jason Cammorata MDC Partners 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 episode of Negotiations Ninja, we're talking with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute—about the mistakes that people make in negotiations. We're focusing on the biggest mistake—the avoidance of deadlocks. Why shouldn't we avoid deadlock? Because sometimes starting in a deadlock gets you to the best possible outcomes. Matthias shares why it's important to start with a deadlock and more importantly, how to get out of them. Outline of This Episode [2:28] Matthias Schanner's background [4:15] The biggest mistakes made in negotiation [5:46] Why negotiators avoid deadlocks [6:28] How do we move beyond the deadlock [8:35] Why should a negotiation exclude the CEO? [10:27] How to avoid damaging the relationship [14:19] Habits that help you embrace deadlock [16:25] All about the 'N Conference' [18:25] 3 tactics to improve negotiation results [20:13] How to connect with Matthias online Resources & People Mentioned The N Conference Connect with Matthias Schranner Schranner Negotiation Institute 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

This week we're chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this episode of the Negotiations Ninja, he talks about what he calls the three S's—strategy, structure, and self. How do we strategize for negotiation? What's the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren't) capable of. Most importantly, what does it take to get the deal done from our own viewpoint? This is a fascinating conversation full of insights for professionals who've ever wondered how to apply systems thinking to negotiations. Outline of This Episode [0:33] Cal Chrustie joins the Negotiations Ninja podcast! [2:59] Cal's history in the field of negotiation [6:04] What is a 'Wicked' negotiation? [7:30] What is a dead body exchange? [8:19] Why are 'good tactics' not enough? [13:07] The risk of not having a strategy [16:17] Does North America embrace a focus that is too short-term? [17:45] How does structure fit into the negotiation process? [23:20] Where does the 3rd 'S'—self—fit into the picture? [33:10] How to connect with Cal online Resources & People Mentioned InterVentis Global Episode Sponsor ProcureCon Contingent Staffing Code: NN-PCS-2019 for 25% off Connect with Calvin Chrustie Connect on LinkedIn Cal'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

In this episode of Negotiations Ninja, I'm chatting with Eric Germa—one of the most interesting and driven procurement professionals I've ever spoken to. Eric is the SVP of Strategic Procurement at Macy's. This conversation is all about procurement transformation. Transformation is an expansive topic, covering everything from change management, upskilling your team, and becoming the leader that takes your procurement department to the next level. Eric's experience leading transformation speaks for itself. In the world of procurement transformation, why should procurement professionals think like consultants? How do they continuously create value? How do they drive innovation? Why is engaging stakeholders and driving change by finding new digital disruptions so important? This is a fascinating and comprehensive look at how we can all develop procurement and supply chain programs in a big way by leveraging innovation, design thinking, and a little bit of disruption. Enjoy a fascinating conversation with one of the great procurement professionals. Outline of This Episode [0:35] Eric Germa on the process of transformation [2:22] Eric's background and transition into procurement [6:25] The three phases of procurement transformation [11:23] Taking a more consultative approach [15:37] Gain insight about the process from consultants [22:09] Communication required from a leadership perspective [23:30] Three things to consider during the process [27:50] Embrace a continuous improvement mindset [31:06] How you can improve your procurement department [35:36] How to connect with Eric Germa Connect with Eric Germa 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

What is a win-win negotiation? Is it even appropriate to think a win-win negotiation is achievable? The fantastic Mr. Chris Voss, author of Never Split the Difference, returns to the Negotiations Ninja podcast. Chris was the FBI's Chief International Hostage Negotiator for many years and is an author and prolific speaker. In this episode, we challenge the widely-held belief of a win-win negotiation. What does it look like when we move away from win/win negotiations to mutually beneficial negotiations? Should we be more or less transparent about what we want to achieve by the end of a negotiation? Is leverage something we should stop using as a consideration in negotiations? What are our responsibilities as a negotiator? Chris Voss talks about all this and more while sharing real-life examples from his distinguished career. Do NOT miss this. Outline of This Episode [1:51] Chris Voss's background [2:58] What Chris believes win-win negotiation is [5:21] Is the definition of win-win too myopic? [7:21] Win-win: ideology versus reality [10:21] Engage in more transparent negotiations [11:25] There's no such thing as leverage [13:39] Why the goal should be 'long-term greedy' [15:55] Yes means nothing without the how [17:40] What's happening at Black Swan Resources & People Mentioned BOOK: Never Split the Difference Connect with Chris Voss Connect on LinkedIn Chris' Website Text FBIEMPATHY to 22828 for a FREE Newsletter Episode Sponsor: ProcureCon Contingent Staffing Code: NN-PCS-2019 for 25% off 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

Duncan Brock joins us to discuss the activities being undertaken by the UK and the EU as they try and get an exit deal signed. While we're all having a hard time understanding the nuances and complexity of Brexit, Duncan is fully up to speed on how it's affecting the UK's economy, how people work, and the entire supply chain. This is a fascinating conversation on what the future for the UK and the EU looks like post-Brexit. Duncan walks us through the history of Brexit starting from the 2016 referendum through to the current activities surrounding negotiating the deal to exit from the EU. The nuances and complexities of Brexit are further enhanced with the frustrating number of resignations and changes within government, negotiations with other EU leaders, and now the resignation of Prime Minister Teresa May. What does it all mean going forward? What sectors are being hit hardest? How is stockpiling affecting the supply chain? Is a hard Brexit with no deal a possibility? This is a great conversation about a complicated negotiation with a big global impact. Outline of This Episode [3:02] How Duncan started working at CIPS [4:58] A brief timeline of Brexit (2016–2019) [9:21] Who's involved in the Brexit negotiations? [11:51] Applying Brexit lessons to future negotiations [16:25] How Brexit is impacting the supply chain [21:46] Can business leaders impact the negotiation? [23:26] Is October the line in the sand? [25:30] The big takeaways from Brexit [28:44] How to connect with Duncan Resources & People Mentioned Article 50 WTO Rules Connect with Duncan Brock Connect on LinkedIn Chartered Institute of Procurement and Supply Episode Sponsor ProcureCon Contingent Staffing Code: NN-PCS-2019 for 25% off 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 robots and computers taking our jobs? The speed and pace at which digital procurement and artificial intelligence are moving are incredible. The brilliant Hugo Evans joins us to help sort out all our questions about what's going on in the artificial intelligence and digital procurement space. How do I use AI? What's the impact of using AI technology? Will it change my headcount? What are the changes to my strategy required to leverage AI? How will AI improve efficiency? Outline of This Episode [0:36] Is a computer taking our jobs? [2:23] Hugo Evan's expertise in digital procurement [4:29] Digital procurement has exploded [6:42] The definition of AI in procurement [14:34] The potential downfalls of AI in negotiation [18:26] High-volume low-complexity sourcing will be automated [31:05] Examples of how machines can benefit you [35:04] The difference between good data and clean data [40:50] Three tools that Hugo recommends implementing Resources & People Mentioned Tealbook Globality 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 are the pros and cons of negotiating in teams? How do we get more out of collaborative team negotiations? What happens when negotiation professionals get so caught up in worrying about what others think of them that they freeze and don't close with a great ask? Michael shares advice on getting past the fear and delivering on the ask. Michael Leiken—now the Senior Director of Spend Management at LendingTree—created the procurement team at LendingTree from scratch. Michael shares from his 15+ years of experience in sourcing and procurement spanning multiple industries. Don't miss his take on these two fascinating topics. Outline of This Episode [2:30] Michael's background in procurement [3:27] Taking a team approach to negotiation [6:31] How team negotiations boost creativity [9:48] The downfalls of team-based negotiations [12:27] Overcome the fear of going in with your ask [21:27] STOP complication negotiations unnecessarily [25:29] 3 ways improve your negotiation skills [28:27] How to connect with Michael Leiken Connect with Michael Leiken Connect on LinkedIn LendingTree 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

Rendi Miller, the VP of Corporate Services and Source-to-Pay at Zendesk joins us to chat about great customer service. She shares her insights about what it's like to work for a company whose business is literally customer experience and customer service. What customer service and experience insights do you have to develop first with your internal business stakeholders? How can people in procurement specifically improve interfacing with business stakeholders to develop trust and build relationships? This week's podcast is a master class for procurement and sourcing professionals on building your customer experience toolkit. Don't miss it! Outline of This Episode [1:56] Rendi's background in procurement [5:36] How can procurement leaders become customer-centric? [8:55] Building internal relationships using technology [16:11] What might hinder relationship building? [19:30] Does procurement have systemic problems with trust? [21:46] Practical ways to distribute the workload [26:00] How to connect with Rendi Miller Resources & People Mentioned Seagate Splunk Zendesk Episode Sponsor ScoutRFP Connect with Rendi Miller LinkedIn 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

Today the truly amazing and inspiring Natasha Gurevich joins us. Natasha is the Vice President of procurement at Salesforce. She discusses her philosophy on leadership, negotiation and internal collaboration. She shares her incredible story of coming from a former Soviet Union country to starting her career in procurement. She discusses the journey she took to becoming the VP of one of the largest tech companies in the world. Natasha shares the successes and challenges of procurement in the fastest growing CRM firm in the world. Salesforce has developed a product with a huge customer following around the globe. However, this growth is not always easy to support with efficient and successful procurement processes. It's all about balancing the fine line of how to provide transactional support while extending strategic guidance to shareholders while becoming trusted advisors along the way. Connect with Natasha Gurevich LinkedIn Website Episode Sponsor ScoutRFP 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 wonderful Bernice Lee joins us today for a fascinating conversation about etiquette in Hong Kong. With so many of us traveling to Hong Kong and mainland China for business, understanding the cultural norms and business etiquette of the local area is critical. Bernice shares what to do and what NOT to do. She helps decipher what conversations are appropriate at the dinner table, what proper greetings are, and the rules around socializing in and out of formal business meetings. Bernice is a graduate of Yale and Cornell who has lived and worked in the United States, Canada, Hong Kong, and mainland China. She knows what she's talking about. This is need-to-know information for international negotiators. Outline of This Episode [3:01] Bernice's background in business etiquette [4:14] How Hong Kong differs from mainland China [6:20] The proper way to greet someone in Hong Kong [10:46] The concept of saving face in Hong Kong [13:19] The importance of body language in interactions [16:34] The concept of personal space in conversation [22:54] When do you broach business conversation? [24:00] What is the drinking culture in Hong Kong? [28:20] How to properly thank your hosts [32:07] Be genuine, curious, and respectful [33:34] How to connect with Bernice Resources & People Mentioned Mooncake The SARS Epidemic Connect with Bernice Lee The Etiquette and Leadership Institute 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 week's solo podcast is for all my sales friends around the world. I get a lot of questions from sales professionals about how to have a successful sales meeting with procurement professionals. You've secured your first sales meeting with a procurement team—now what? What content should you cover? Who's your audience? Are there more stakeholders outside the procurement team? What are the logistics around setting up the meeting? This episode of the Negotiations Ninja podcast delivers the ins and outs of successful sales meetings in seven steps. Outline of This Episode [0:35] Salespeople: Successful Sales meetings [2:35] Step #1: Ask good questions [4:54] Step #2: Stand and implement good posture [6:26] Step #3: Dress appropriately for the industry [7:37] Step #4: Bring snacks to the table [8:42] Step #5: Practice, practice, practice [9:34] Step #6: Be prepared to be derailed [11:03] Step #7: Get your next meeting scheduled 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

Marty Latz joins us to help understand how Donald Trump negotiates. Marty has analyzed more than 100 Trump negotiations and shares dozens of Trump's strategies - highlighting which to use and which to avoid. Regardless of where you stand politically, that one new Trump tactic you gain may make the difference between walking away a winner and leaving empty-handed. What does it all mean for Trump as President? What impact does his tactics have on global negotiations and the U.S.'s position on the world stage? ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Why is listening a vanishing art and hard to do effectively when it's really so simple? When was the last time you viewed listening as a skill that can be taught, developed, and nurtured over time? In today's hyper-connected, digital age of chaos, conflict, and confusion, we are more connected than ever to other people. But are we also on the brink of an epidemic of loneliness? Dan Oblinger—the author of Life or Death Listening: A Hostage Negotiator's How-to-Guide to Mastering the Essential Communication Skill—joins us to talk about authentic listening. Dan delivers the toolkit we're searching for—don't miss this episode. Outline of This Episode [4:10] Dan Oblinger's background [5:40] Why are we starved of genuine listening? [7:59] The difference between hearing and listening [9:55] Why does listening fade and die in our relationships? [14:31] Listen to people because of what they are—not who they are [22:00] How to develop mastery of listening [24:38] How to come to terms with a bruised ego [26:26] Dan's 8 active-listening skills to master [29:52] How do we build an organizational culture around listening? [33:31] One more skill to practice to improve listening skills [36:53] How to connect with Dan Oblinger Connect with Dan Oblinger BOOK: Life or Death Listening BOOK: The 28 Laws of Listening LinkedIn Profile 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

I'm really excited to have Siddharth (Sid) Ramesh on this week's show. Sid is the manager of strategic sourcing in the technology space at VSP Global, where he's been for 5 years. His career is on a meteoric rise. He's been nominated for a SIG Future of Sourcing Rising Star Award and he's a trusted source for everything related to procurement. In addition to being super smart he's really nice—definitely one of the good guys. Sid talks about supplier negotiations in the technology space including the myth about having to be the tough guy. He shares insights on the unequivocal need for planning and having the confidence to appreciate the need for continuous learning and training. My prediction is that Siddharth Ramesh is going to be the next big thing when it comes to procurement and sourcing. Outline of This Episode [2:06] Sid's background in procurement [6:03] Training with Negotiations Ninja [8:14] Supplier negotiations in the technology space [10:14] How to prepare for difficult negotiations [12:18] The Negotiations Ninja framework [14:10] Challenges with achieving internal alignment [18:05] The key to Sid's success [20:30] Why you should invest in training [23:06] What is the SIG Rising Star Award? [25:34] How to connect with Siddharth Resources & People Mentioned VSP Global Sourcing Industry Group Connect with Siddharth Ramesh 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

Negotiation is a psychological game between individuals. To play it effectively, you have to know the rules of the game. So what role does trust play in the big game? Keld Jensen, an internationally recognized author and adviser on behavioral economics and decision making, joins us to discuss the big topic of trust. Why is trust required in negotiations? How do we develop trust? What are the essential components within trust that we need to be aware of? This is for anyone who negotiates in work or in life! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

This week David Lax, co-author of 3-D Negotiation joins us. Often negotiators get stuck in the win-win or win-lose debate and focus on face-to-face tactics (the first and second dimensions). What sets the 3-D approach apart is its "third dimension". Before showing up at a negotiation, 3-D experts ensure that the right parties have been engaged, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

We've got an amazing episode with Gary Noesner. Gary was the FBI's first Chief Negotiator and discusses his fascinating memoir Stalling For Time. Gary takes readers on a tour through some of America's most famous hostage crises including the Montana Freemen standoff, and the D.C. sniper attacks. Gary was on the front lines of Waco and is portrayed by Michael Shannon in the miniseries Waco. He offers a candid look back at his years as an innovator and a pioneer on the front lines. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Brexit. The USCMA. Tariffs. The world's most powerful trading partners. We're chatting about international trade with none other than the great Hampton Dowling. He supports businesses, organizations, and politicians with an insider's view as they navigate their way through large, complex international trade deals. We're chatting about when trade and politics collide, separating people from the problem, business leaders influencing trade, and what any negotiator is willing to give up. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

You're in a situation that's looking like it's quickly turning into a crisis situation. What do you do? You're in a situation where someone might harm themselves or someone else. What does it take to control and resolve the crisis? Scott Tillema, a police negotiator shares the steps you can take to control of the situation. Scott talks about mental health and what you can do for your loved ones who may be struggling. These are long overdue conversations that we're starting to talk about more and more. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

This week we're focusing on entrepreneurial negotiation and why entrepreneurs should care about developing negotiation skills. Author, speaker and teacher Samuel Dinnar joins us to discuss the eight common mistakes entrepreneurs make when they focus on scale and growth while neglecting developing their negotiation skills. How can entrepreneurs manage the relationships that determine their business's success? ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

We're getting political at Negotiations Ninja as Dr. Joshua Weiss, a conflict resolution expert and Senior Fellow at the Harvard Negotiation Project joins us. Dr. Weiss talks about the current situation in Washington and tensions between Democrats and Republicans. Is it really as messy as it seems from the outside? What are some tactics both parties can employ to diffuse a potential political war as one shutdown ends with a potential state of emergency looming ahead? ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Matt Dixon, Chief Product & Research Officer at Tethr and noted business writer and speaker, returns to the Negotiations Ninja podcast to discuss the science of negotiation - specifically artificial intelligence. How does artificial intelligence impact negotiations, specifically in sales and customer service and the conversational jobs that require human interaction? Can artificial intelligence take on what we believe only humans can do? ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Annie Duke, a World Series of Poker champion turned business consultant talks about decision quality and improving it by embracing uncertainty. By understanding what drives your decision making framework and shifting our thinking from a need for certainty to a goal of accurately assessing what you know (and what you don't) you'll be less vulnerable to reactive emotions, biases, and destructive habits in your decision making. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Larry Susskind, MIT professor and co-founder of the Program on Negotiation joins us to talk about his book Good for You, Great for Me. We're talking about how to negotiate against the 900-pound gorilla; the organization that seemingly has all the leverage in negotiations because of its size. Larry discusses the "the trading zone"— the space where you can create deals that are "good for them but great for you" while maintaining trust. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Procurement professionals are seeing dramatic shifts in the workforce as large numbers of Baby Boomers retire. Young professionals are wondering how to handle the big changes their organizations are going through while picking up the slack. Roy Anderson shares his wealth of experience on what it takes to hit the ground running and start executing immediately upon being hired. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Ever wondered about the ins and outs and the dos and don'ts on negotiating over text, email and social media? Mark Lowther, a negotiation and communication coach who has worked with police forces in crisis and hostage negotiations joins us. Mark's one of the first people to complete a hostage negotiation over social media and shares his tips and advice about managing negotiations in the new digital landscape. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Happy New Year Negotiations Ninja listeners! I'm excited to share updates and some changes you'll see in 2019. But first, you can't look forward to 2019 without reflecting on the year that was 2018. I'm presenting the list of our top five most downloaded podcasts list with highlights and insights from our amazing guests. So sit back and relax as we recap what we've been through, where we're going, and what it's going to take to get there. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Merry Christmas from Negotiations Ninja Podcast. Spend time with the people that you love the most. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Don't you wish you knew how to get better performance out of your employees? If only there was a way to negotiate with them to get better performance out of them! Tim Cronin, Chief Procurement Officer at Florida Blue, is on the show today to talk about just that. In this fascinating discussion we talked about how to have those tough employee discussion, the concept of radical candor, and aligning the business goals to the goals of the employee. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

How can we create situations to elicit more information from someone where they don't even realize they're giving away that information? For the longest time, that was Jack Schafer's job at the FBI as a behavioral analyst. Through years of experience turning foreign agents into informants he was able to build up a very unique skill set. Through the use of certain behavioral techniques and cues, Jack teaches us how to gain and leverage trust to our benefit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Pat Tinney is on the show to talk about the new revised edition of his great book, Unlocking Yes. Pat's book is very much like a field guide for sales people on how to negotiate. Pat and I get into an in-depth discussion about what it takes to negotiate good deals as a sales person, the value of being able to tell a story, smartly withdrawing from deals that just don't feel right and what you need to be aware of as a sales person when negotiating with professional procurement people. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Jay Sklar is on the Negotiations Ninja Podcast to discuss how procurement people can become a trusted advisor to our internal business stakeholders. We hear this term so much, but so many of us have a different idea about what it is and what it takes to become the trusted advisors that our internal business stakeholders so desperately need us to be. Jay had great strategies on what to do to become the trusted advisor, and what not to do, which I found super interesting. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Jeanette Nyden, a commercial contract coach, is on the Negotiations Ninja podcast to discuss how to negotiate performance based contracts. We discussed what performance based contracts are, why they're important, what to think about when putting together performance based contracts and some of the penalties and rewards systems that can be put in place. We really only scratched the surface of the topic, but it's still very in depth. Get your note pads out. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Harrison Smith, Acting Chief Procurement Officer at the IRS, is on the Negotiations Ninja Podcast to talk about how procurement and negotiation works in the government. We got into a very interesting discussion on the difference between public and private procurement. I've got to tell you that it truly opened my eyes on what goes on in the government procurement world. The amount of pressure that these folks must be under to keep all stakeholders engaged and happy must be incredibly immense. It gave me a whole new appreciation for the work that our our brethren in public procurement do. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Wies Bratby, Chief Enthusiasm Officer at Women in Negotiation, is on the show today to talk about how women can develop confidence in negotiation and change their mindset. Wies teaches how women can empower themselves to negotiate raises, promotions, better benefits for themselves. Ultimately it all comes down to the development of confidence. As I learned, women view negotiating for themselves very differently than negotiating for others. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Susan Ibitz, the human behavior hacker, is on the show. Some people hack computer systems, she hacks human behavior. Susan runs a company called the Human Behavior Lab where she and her team specialize in face reading, statement analysis, body language, and micro-expressions. In this episode we jump into these 4 areas with both feet and discuss how understanding each of these four areas can make you a better negotiator and a better communicator. The thing that I loved about this episode is that Susan dispels a lot of myths about body language, specifically on how to tell if someone is lying to you. I find Susan's research fascinating and this is likely an episode you're going to want to take notes on. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

I've had a stack of people reach out to me and ask how to negotiate a raise or a new salary. The raise/salary negotiation is likely the most foreboding negotiation most people ever have to go through. And it's something that almost everyone will have to face. So in this episode of Negotiations Ninja, I'll be laying out, step-by-step, exactly how to negotiate a raise or new salary. It's not complicated, but it does require research, effort, and follow through (this last bit is key). What words do you use? How do you frame your needs? What do you ask for? How do you bounce back if they say no? Listen to learn more. Outline of This Episode [2:47] Step #1: Make the request [4:00] Step #2: Do your research [5:45] Step #3: Determine what you want [7:45] Step #4: Ask for more than you expect to get [10:45] Step #5: Have a BATNA [11:55] Step #6: Use the right words [13:15] Step #7: Position your request as a past/future request [14:40] Step #8: Roleplay the negotiation [15:43] Step #9: Bounce back from no Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Joe Navarro has spent a lifetime observing others. He spent 25 years as a Special Agent for the FBI, conducting and supervising interrogations of spies and other dangerous criminals, honing his mastery of nonverbal communication. After retiring from the bureau, he has become a renowned public speaker and consultant, an internationally bestselling author, and a sought-after TV commentator. Now, a decade after his groundbreaking book "What Every BODY is Saying," Joe returns with his most ambitious work yet. "The Dictionary of Body Language" is the first-ever "field guide" to body language with more than 400 behaviors, presented in an easy-to-reference format that unveils what our bodies communicate about what we think, feel, want, desire, or fear. In this episode of Negotiations Ninja, we talk about the power of body language and nonverbal communication in negotiations and how you can leverage nonverbal communication to get more of what you need out of your ongoing negotiations. Outline of This Episode [3:47] Learn more about Joe Navarro [6:35] Joe's experience with Phil Helmuth [10:21] Poker, body language, and business [13:20] The false assumptions of body language [18:39] How to baseline the other party's body language [28:43] Body language is a universal language [35:05] How to project confidence in your body language [41:40] The Dictionary of Body Language Resources & People Mentioned The Dictionary of Body Language What Every Body is Saying Louder Than Words Read 'Em and Reap Connect with Joe Navarro Follow on Twitter 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

Many people in procurement are data-driven, analytical, and tend to be introverted. So how do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, needs, and their wants? In this episode of Negotiations Ninja, I'll walk you through a formulaic process to guide the conversation to get what you need (and assess what the other party needs). You can then use that information as leverage to get what you need from the negotiation later on. Outline of This Episode [1:32] How to generate discussion in negotiations [3:09] Selling into multiple stakeholder groups [7:40] Dissecting the question funnel [19:46] Roleplay questions before the discussion Resources & People Mentioned The Question Funnel 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

I've been waiting to have this conversation for a long time. Full confession, I'm a huge magic fan. And one of my favorite acts is a guy named Brian Brushwood. He's a magician, podcaster, author and television personality. Brian also has a great show called Scam School where he teaches viewers how to use magic to scam beers off of friends in the bar—but for a good reason. In this episode of Negotiations Ninja, Brian and I have a great discussion about the dark side of magic and negotiations. The unfortunate thing about magic and negotiations is that sometimes it attracts people who would use tricks, communication tools, and body language for nefarious means to deceive others. How do you recognize people who would try to deceive you and how should you develop your skills to deal with those situations? We know that there are ways to leverage someone's attention, so how can you use that attention to get more of what you want without deceiving them? Let's find out. Outline of This Episode [2:00] Learn more about Brian Brushwood [3:53] The heart behind Scam School [6:42] The different ways to influence and persuade [11:31] The unethical ways people use influence [20:35] How mentalists elicit information Resources & People Mentioned Influence The Like Switch How to Win Friends and Influence People Justin Willman Makes This Guy Think He's Invisible Catch Me if You Can Connect with Brian Brushwood Follow on Twitter Scam School The Modern Rogue 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 is a very personal conversation I had with a living legend in the world of hostage and crisis negotiations. This interview challenged me on more levels than I thought it would and it personally feels like the best interview I've ever done, but not because of anything I did. Jack Cambria, a 34-year veteran of the NYPD and crisis negotiation legend, is the crisis negotiation teacher that crisis negotiators go to learn from. He's the instructor's instructor. I was struck with the profound level of wisdom, patience, and knowledge that Jack has. But more than that, I was struck that he almost seems surprised that he's a legend. And that for me was the mark of a true man of service. He's dedicated his life to the service of others and to the preservation of life. It was a great honor to speak to Jack, and I couldn't think of a better person to have on the show to celebrate the 50th episode of the Negotiations Ninja podcast. Outline of This Episode [2:50] Learn more about Jack Cambria and his career [4:31] The importance of listening in hostage situations [7:04] The four steps to navigate a hostage situation [11:23] Solving problems like a hostage negotiator [17:03] What makes a good negotiator? [23:25] How to manage the stress of being a negotiator [26:43] A negotiation that didn't end as planned [32:29] What corporate negotiators can learn from hostage negotiators Connect with Jack Cambria Jack's website Jack's Training and Consulting Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades. His clients range from Juno-winning bands, record labels, publishers, and managers, to the smallest up-and-coming artists. He tours the country regularly with his band "One Bad Son," working with some of the biggest names in the music business, like Def Leppard and Judas Priest. Kurt and I talk about negotiating in the entertainment business, what some of the misconceptions about the entertainment business are, and what business people can learn from negotiations in the entertainment business Outline of This Episode [2:26] Learn more about Kurt Dahl and the entertainment industry [4:23] The false assumptions about the entertainment business [7:37] Where is the big money in the entertainment industry? [8:23] How changing technology impacts negotiation [10:38] How does an artist gain leverage in a negotiation? [16:28] What businesses can learn from artist negotiations [18:56] What happens when a negotiation goes well? [23:37] A negotiation that didn't go well (and what Kurt learned) Connect with Kurt Dahl Kurt's website One Bad Son 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

Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset. Mark is a lawyer with a ton of start-up experience and negotiation experience. He talks about the confidence required to perform well in negotiations and he believes that most people actually get in their own way when thinking about negotiation and life. Mark has consulted with the Gap Partnership , a very large negotiation consultancy in the U.K., and is now striking it out on his own to teach people how to develop a better performance based mindset. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Mr Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to. Mike and I also get into a discussion about AAR's or After Action Reviews and doing deep dives into your negotiation after the fact to see what you did well, what didn't go well and what can be improved for next time. Mike's even developed a cool little app called the Negotiation 360 app (available on Google Play and the App Store) that allows you to rank and rate your negotiation and take notes on it so you can track your progress on skill set from one negotiation to the next. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast