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 ref...
Jun 03, 2019•31 min•Ep. 86
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 Episo...
May 27, 2019•52 min•Ep. 85
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...
May 20, 2019•30 min•Ep. 84
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 relationsh...
May 13, 2019•28 min•Ep. 83
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 fast...
May 06, 2019•35 min•Ep. 82
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 gr...
Apr 29, 2019•36 min•Ep. 81
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 ...
Apr 22, 2019•14 min•Ep. 80
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 ...
Apr 15, 2019•1 hr 9 min•Ep. 79
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 Comm...
Apr 08, 2019•33 min•Ep. 78
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...
Apr 01, 2019•29 min•Ep. 77
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 ...
Mar 25, 2019•35 min•Ep. 76
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 dea...
Mar 18, 2019•40 min•Ep. 75
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 ...
Mar 11, 2019•42 min•Ep. 74
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 NO...
Mar 04, 2019•46 min•Ep. 73
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...
Feb 25, 2019•40 min•Ep. 72
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
Feb 18, 2019•40 min•Ep. 71
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:...
Feb 11, 2019•35 min•Ep. 70
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/podcas...
Feb 04, 2019•42 min•Ep. 69
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
Jan 28, 2019•1 hr 6 min•Ep. 68
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...
Jan 21, 2019•38 min•Ep. 67
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
Jan 14, 2019•49 min•Ep. 66
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
Jan 07, 2019•29 min•Ep. 65
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...
Dec 31, 2018•41 min•Ep. 64
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
Dec 24, 2018•3 min•Ep. 63
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/pod...
Dec 17, 2018•35 min•Ep. 62
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: negotiatio...
Dec 10, 2018•42 min•Ep. 61
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 NO...
Dec 03, 2018•31 min•Ep. 60
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 ...
Nov 26, 2018•41 min•Ep. 59
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: negotiation...
Nov 19, 2018•46 min•Ep. 58
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 ...
Nov 12, 2018•26 min•Ep. 57
