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...
Nov 05, 2018•27 min•Ep. 56
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 ...
Oct 29, 2018•47 min•Ep. 55
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...
Oct 22, 2018•21 min•Ep. 54
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 ambitio...
Oct 15, 2018•50 min•Ep. 53
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...
Oct 08, 2018•22 min•Ep. 52
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...
Oct 01, 2018•27 min•Ep. 51
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 leve...
Sep 24, 2018•41 min•Ep. 50
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 ...
Sep 17, 2018•32 min•Ep. 49
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....
Sep 10, 2018•29 min•Ep. 48
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 yo...
Sep 03, 2018•41 min•Ep. 47
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...
Aug 27, 2018•27 min•Ep. 46
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/podc...
Aug 20, 2018•59 min•Ep. 45
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...
Aug 13, 2018•58 min•Ep. 44
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 Terror...
Aug 06, 2018•34 min•Ep. 43
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/pod...
Jul 30, 2018•34 min•Ep. 42
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...
Jul 23, 2018•25 min•Ep. 41
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...
Jul 15, 2018•24 min•Ep. 40
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...
Jul 09, 2018•45 min•Ep. 39
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...
Jul 02, 2018•30 min•Ep. 38
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...
Jun 25, 2018•41 min•Ep. 37
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 WI...
Jun 18, 2018•22 min•Ep. 36
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/p...
Jun 11, 2018•57 min•Ep. 35
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
Jun 04, 2018•34 min•Ep. 34
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/pod...
May 28, 2018•37 min•Ep. 33
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
May 21, 2018•38 min•Ep. 32
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
May 14, 2018•29 min•Ep. 31
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/p...
May 07, 2018•34 min•Ep. 30
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: negotiati...
Apr 30, 2018•47 min•Ep. 29
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
Apr 23, 2018•31 min•Ep. 28
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
Apr 16, 2018•45 min•Ep. 27
