Negotiations Ninja Podcast

How does gender affect negotiation? We ignore these types of questions because they can be controversial and inflammatory. But we shouldn't ignore these questions. Only by asking these questions can we understand each other better. Dr. Shira Mor explains gender stereotyping in negotiations and talks about how those roles limit and enhance some negotiations. This is the 7th of 7 interviews that I did live in the speaker's room at WIN Summit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Michael Cadieux was Chief Procurement Officer of one of the largest communication firms in the world. But he left safe and stable employment to strike it out on his own. Why? I aim to find out. Mike and I get into the trends that are emerging in the procurement world, the opportunities he sees to reduce cost and improve productivity, and we get into two massive areas of potential savings in tailspend and tax (tax is way bigger than you think). ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

The amazing and incredible Sandra Gault is on the Negotiations Ninja Podcast. To call Sandra a disrupter would be an understatement. She's literally turned the women's shoe industry on it's head. We get into an amazing conversation about raising capital, developing credibility, and negotiating with shoe manufacturers. This is the 6th of 7 interviews that I did live in the speaker's room at WIN Summit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

If you don't know who Chris Voss is, do yourself a favor and pick up a copy of his book: Never Split the Difference. It will change the way you look at negotiation forever. In this episode, Chris and I talk about some of the finer nuances and intricacies behind the tactics he teaches in his book. Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007. Before that, Voss worked on NYC's Joint Terrorist Task Force investigating terrorist activities and attacks. After working on more than 150 international hostage cases he retired from the FBI in 2007 and founded The Black Swan Group. Outline of This Episode [2:18] Chris's background in FBI Crisis Negotiation [3:48] Why you want an early "no" [6:50] Two needs: to be understood and accepted [8:57] What is the late-night DJ voice? [12:36] The major failure in negotiation training [16:56] Why you should NEVER split the difference [20:01] The concept of extreme anchoring [21:48] Calibrated "How" questions [23:14] Why you want to hear "that's right" NOT "you're right" [25:14] Be as assertive but nicer [28:02] Don't take yourself hostage Resources & People Mentioned Book: Never Split the Difference Book: Start with No Book: Beyond Winning Connect with Chris Voss Connect on LinkedIn Follow on Twitter Follow on Facebook Black Swan Group Text FBIEMPATHY to 22828 to subscribe to The Black Swan Newsletter 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 handle "no"? Because that's ultimately what we all want to know. The word "no" is scary because it feels like we're being rejected. And rejection hurts! But maybe there's a way to re-frame "no". Does "no" actually mean "no"? Or is it an opportunity to reflect and re-frame and find an opportunity to be creative to meet the needs of your customer more? This is the 5th of 7 interviews that I did live in the speaker's room at WIN Summit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

We talk about the tech industry as being a disruptive. But what about the cannabis industry? This interview is with Bruce Linton, the Founder and CEO of Canopy Growth Corporation. The questions that I asked myself going into this were, "How does someone take something that was, and still is in many places, illegal and make it something that is now considered mainstream?" and "What are the negotiation techniques he used to make that happen?" ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Caroline Hubbard is a young Harvard grad who works at LinkedIn as a strategy analyst. The conversation we had was all about enacting change at work and the negotiation skills required to do so. More than that, it was about how different generations in the work place can work together to generate more value. Of course we talked about Millennials and their impact on the work place and she was able to get me to reflect on my own biases. This is the 4th of 7 interviews that I did live in the speaker's room at WIN Summit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Stacey Taylor, SVP & Chief Procurement Officer of MGM Resorts International, and I talk about the unique procurement and negotiation challenges that exist in the hotel and casino business. With nearly 30 years of experience in procurement, she has a unique understanding of procurement. She's served in leadership positions with ConAgra and Tyco and serves on the board of ISM and as an adviser to COUPA and WRMSDC. It was a pleasure having her on. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

This is the third incredible interview I did at the WIN (Women's Insights on Negotiation) Summit. Cary Carbonaro, an award winning, internationally known Personal Finance Expert, with over 25 years of experience, talks about how women can negotiate their personal finances. Cary has been a guest on "Fox & Friends", "The Today Show," CNN, CNBC, CBS, Fox News, ABC, NPR, Fox 5 NY, NY1 and Good Morning Orlando. It was awesome having her on the show. This is the 3rd of 7 interviews that I did live in the speaker's room at WIN Summit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Often, the key differentiating factor between an unsuccessful negotiation and a successful one is the strategy behind it. And that's what Patrick Tinney (Founder of Centroid Training and Marketing) and I talk about on today's show. Pat's firm helps organizations make money through consultative selling, prospecting and negotiation training. He is frequently published online and has written two books "Unlocking Yes" and "Perpetual Hunger". ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Be curious, be authentic, and find similarities! Boost Your Likability! Because it pays to be likable. Especially in a negotiation! Michelle Tillis Lederman is one of Forbes Top 25 Networking Experts. We focus on one of her books: The 11 Laws of Likability. She has appeared on NBC, CBS, Fox, and NPR. She's been featured in the Wall Street Journal, NY Times, Working Mother, US News & World Report, USA Today, and CNBC. This is the 2nd of 7 interviews that I did live in the speaker's room at WIN Summit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Danny Creed is a business coach, trainer, entrepreneur, best-selling author, and international keynote and workshop speaker. He is a recognized expert in sales, management, and start-up business strategic planning. Having been involved with 14 successful start-up businesses and over 400 business turnarounds, Coach Dan has a unique perspective of what he calls grass roots negotiations which about getting down to the nuts and bolts of negotiations. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Avery Blank is a lawyer and impact strategist. We talk about the power of networking and how to use negotiation skills in business networking. Hint, it's not just about you! It's about the other person. We cover some of the key principles in networking and how to effectively execute excellent networking. This is the 1st of 7 interviews that I did live in the speaker's room at WIN Summit. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Herb Cohen, the best negotiator in the world, is on the Negotiations Ninja Podcast! Cohen is an expert negotiator and strategy consultant in commercial and crisis negotiations. He is also the author of two amazing books, including the New York Times bestseller You Can Negotiate Anything. He's given countless speeches on topics related to deal-making, sales, negotiating, branding, and motivating. It was truly a privilage to have him on the show. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

My friend, Phil Ideson and I talk about savings. And naturally when two procurement guys get into a conversation about savings, debate ensues! Is cost avoidance real savings? Is cost reduction just a price argument? Phil and I get on our soap boxes about savings and have a great time in the process. For sales people, this is good insight for you to understand what procurement people are measured on. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Getting Kevin Frechette or Tarek Alaruri to brag is difficult. They're humble guys. So I'll do it for them. FairMarkIT has changed the game of tailspend and capturing value from tailspend. They're shaking up the procurement world and I could not think of anyone better to have on the show to talk about proofs of concepts than Kevin. Full disclosure, although it sounds like I have a stake in FairMarkIT, I don't. But I want to! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Carol Sankar and I talk about confidence in negotiation and the lies that women tell themselves about their ability to negotiate. Carol was a speaker at WIN Summit and has been featured in numerous magazines, articles and conferences; including recent features in Forbes, Entrepreneur.com, TEDx, The Steve Harvey Show, Inc., and Working Mother.​ Carol is a real estate investor and bestselling author of The Confidence Factor for Women in Leadership. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Today's episode is all about closing and negotiation, how to close and how not to close. And for that we need a closer, so that's why John Barrows is on the show! John provides sales training services to some of the world's fastest growing companies, think Salesforce, Linkedin, DropBox, and many others. I'm a John Barrows fan. His stuff works. He considers himself a sales guy who also happens to be a trainer, and that makes all the difference in my opinion. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

This one's a little different. Actually, it's very different. When I heard Dr. Roger Wong speak on Gerontology at TEDx Stanley Park in Vancouver and how to help our elderly loved ones gain more independence, I knew I needed to have him on the show. This show is all about how to have difficult home based conversations we often ignore, specifically when it comes time to having a conversation with aging parents or loved ones. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Best-selling author, Matt Dixon changed the selling world when he co-authored the Challenger Sale. Matt has coauthored three best-selling books, The Effortless Experience, The Challenger Sale, The Challenger Customer. Matt digs deep into insight selling in this podcast and we have a ton of fun talking about modern sales and negotiations practices. Currently, Matt serves as head of Korn Ferry's Selling practice. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Evan Hopkins, former VP of Sales at 1-800-GOT-JUNK, comes on the show to talk about franchise sales, but more specifically to talk about how to develop trust so that we can have difficult conversations around under-performance. Evan speaks to a concept called 'radical candor'. Being candid is the only way to approach tough conversations. We also get into how to get referrals and how to condition the other party to get you what you need. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Here it is! Finally! I've been waiting to air this episode for a long time! Kwame Christian is on the show today to speak about contracts, what to look for in contracts, and some things you really need to be aware of in contract negotiations. He's a lawyer, host of the Negotiate Anything Podcast (great podcast!), and owns his own negotiation coaching and training business. We had so much fun. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Robbie is the founder of Peninsula Strategies, a management consulting firm and the author of the The Membership Economy (top 5 Marketing Book of 2017). Her clients have included Netflix, the National Restaurant Association and The Mail Newspapers in the UK. I had so much fun talking with Robbie! We started off talking about the membership economy and then the conversation moved into talking about grocery stores of all things! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

If you ever get the opportunity to speak with Bob Sager, you're like to never meet with a more positive person. Bob and I get into the weeds on what a positive self-worth is and what it takes to develop a positive self-worth. Often in roles like sales or procurement we don't give much thought to the psychological game at play in our own heads. The correlation of high self-worth to high performance cannot be ignored. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Josh Steimle is an author, speaker, and entrepreneur. He's very well-known for speaking and writing on the topic of influence, how to use influence, how to develop influence, and how to grow your influence, so that you can use it to your advantage and obviously the advantage of others. We dive deep into what real influence actually is. It's not what you might think it might be and the answer actually might surprise you. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

A lot of us forget about is the cost of conflict, and the cost of not being able to manage conflict effectively. Raphael tells about the inner workings of conflict resolution, dispute resolution, and mediation and arbitration. We get deep into what it takes to manage conflict, how we should manage conflict, and what kind of mechanisms should we put in place so that we can manage conflict effectively in the future. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Sometimes we get so caught up in our external negotiations that we forget about what it's like to negotiate and create alignment internally within our organizations. David Hearn is known for creating alignment internally and explaining the need for good emotional intelligence, and the development of empathy to create that alignment. It's so, so important. but for whatever reason, we forget about it. So how do procurement leaders negotiate internally? ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Phil Ideson and I are both procurement guys and both have podcasts. And the similarities in our backgrounds is actually quite startling. It feels like we've known each other for a long time. On this show, Phil and I wax poetic on procurement negotiations and some of the challenges that procurement people face in negotiations. We collaborated and recorded for his show at the same time, so check that show out in the show notes! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

It was both an honor and a privilege to have Brent Gleeson on the show. Brent is a Navy SEAL combat veteran with multiple tours to Iraq and Africa and other war torn areas. We spoke about peak performance, peak performance culture, peak performance mindset and what it takes to develop a mindset of peak performance and how you can translate that into your sales and your negotiation life. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Doug Sandler may be the nicest guy that I've ever had on this show, but that makes sense because he is the author of Nice Guys Finish First, and the host of the Nice Guy's on Business podcast. Being the son of the famous Dave Sandler, Doug is no stranger to sales systems, but has developed something very different in his Invest, Inspire, and Execute system. Doug and I talk about sales, negotiations, and what it takes to be a nice guy in business. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Michael Raphael is the Chief Procurement Officer at Jones, Lang and LaSalle, a multinational property management firm. Having been based in Asia for 11 years, he has a deep knowledge of negotiation practices in Asia and that's what we discuss. In the west we're sometimes guilty of being egocentric in thinking that our way of negotiating is the way people all over the world negotiate, and that simply is not true. So how should you negotiate in Asia? ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Vitold is the CPO for the America's region for Capgemini (an information services company based out of Paris) and is quickly becoming my favourite Frenchman. Our conversation was focused around the pace of change in technology, and what's required from a procurement and negotiations point of view to keep pace with that change. I'm excited that I was able to get this interview with Vitold as it ties in nicely to the conversation that I had with Howard Richman. His cool French accent may be my favourite part of this whole interview. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Howard is the head of global indirect procurement at Citrix Systems. We focused our discussion on procurement negotiations within the IT and IS space, but this conversation is so much more than that. Warning, we touch on a few legal concepts, but we are not lawyers. Obviously, don't take our word as the gospel truth for legal concepts that we talk about. Seek qualified legal counsel if you need help with legal issues that you're negotiating. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Dr. Natalia Wiechowski is the Middle East's leading edutainer. She is a keynote speaker and personal branding expert who empowers business people to stand out. She builds impressive, positive, personal brands and fast tracks their success online and in everyday life. We walk through how personal branding and negotiation overlap and why personal branding is so important to developing strong negotiation practices and getting great deals. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

I'm joined by Tarek Alaruri of FairMarkIT.com. We split our discussion and focus on price transparency in the procurement industry, especially around price transparency in negotiation. And then we switch gears and talk about tailspend. 20% of vendors produce 80% of the spend, so what should we focus on optimizing? What about the forgotten 80% of vendors that produce 20% of the spend? It was a super fun conversation. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

In this episode, Beth Fisher-Yoshida and Todd Wiesel talk on the role of women in negotiation. We dive into topics like implicit bias and the systemic issues that women face in the workforce. Beth is a certified clinical sociologist, facilitator, educator, mediator and executive coach. Todd is the managing director at The Negotiation Institute (TNI) and coordinator of the WIN Summit, a conference focused on women and negotiation skills. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People In Sales. In this podcast we dive deep into how procurement and sales overlap and how we can collaboratively drive more value for the business when it comes to negotiation. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Stan Garber, Alex Yakubovich and Greg Tennyson can see the future. In this episode we discuss technology's role in procurement and negotiations, where we are, where we're going, how do we get there. Stan and Alex started Scout, which is an intuitive Cloud based platform which encompasses everything from project intake through sourcing pipeline to contract and supplier management, RFX, and reverse auction tools. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

The "Sales Hunter" himself, Mr. Mark Hunter, joins us today. Mark is one of the Top 50 Most Influential Sales and Marketing Leaders in the World and as the author of two best-selling books. In this interview we talk about how to negotiate better in a sales context, asking the right questions and we also talk about some of Mark's failures around negotiation. Mark has conducted thousands of events on sales has spoken in more than 25 countries. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Drew Green is the CEO of Indochino - the largest bespoke suit retailer in the world. Between 2015 and 2017, Drew increased the market capitalization of Indochino by approximately $200 million. He says focus, dedication and decisiveness are what have led the company to achieving record growth year over year. Execution is everything to Drew. His knowledge on entrepreneurial financing and deal making and how to think about deals is incredible. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People In Sales. We get deep into sales and procurement styles of negotiating and discuss how sales and procurement have interacted with each other in the past. A truly fascinating discussion! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Angus McIntosh may be one of the most eloquent speakers on procurement specific negotiation I've spoken to. We cover a ton of content on procurement specific negotiation in this episode and talk about how less than half the outcomes of negotiations are determined by the predictable factors like relative power and relationship history and the rest is actually about situation awareness and control (control of the self and control of the process). ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

In this episode we interview Stephany Lapierre, the founder and CEO of Tealbook, a supplier intelligence company. We focus on that value of supplier intelligence in negotiations. Steph's been recognized as an influencer by PharmaVOICE 100, was selected as the 2017 Provider Pro To Know by Supply & Demand Chain Magazine and has won many awards for her innovative approach to supplier intelligence. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

In this episode, we interview Don Klock, a professor of Supply Chain Management at Rutgers Business School. Don has over 30 years of experience with major multinational consumer products corporations like Colgate Palmolive, where he was most recently their Chief Procurement Officer. He has fantastic advice around the value of planning in negotiation. He's a legend in the world of procurement and negotiation and it was truly an honor to talk with him. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

In this episode, we interview Greg Tennyson. A man called the most forward-thinking procurement executive in the U.S.. Greg is a recognized global executive with extensive experience leading transformative change across a wide range of organizations for Fortune 500 companies. He's currently the Chief Procurement Officer at VSP Global and previously held the same role at Salesforce.com and Oracle. He has been featured by Supply and Demand Chain Magazine. He's heavily involved in the Bay area procurement scene and was actually a founding member of the Bay Area Procurement Council. He sits on a number of advisory boards for emerging high-tech companies, and as you'll hear in this episode, he's heavily involved in some upcoming tech in the procurement space. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Dominic is a serial entrepreneur who also happens to be a business coach. He has built and sold two multinational businesses in the last two years. He is the global franchisor for a company called Focal Point Coaching which is a company that he took from 6 units to 200 units in just a few short years. Dominic is also the host of the ZorBusiness Podcast, where he educates other franchisors on how to grow their franchise operations. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast