How do you negotiate with your values in your organization? How do you learn to recognize the values that are important to others and let them guide your actions? How do you balance integrity with a successful career? These are just a few of the questions that Professor and Author G. Richard Shell answers in this fascinating episode of the Negotiations Ninja podcast! Outline of This Episode [1:24] Learn more about Richard Shell [2:47] The evolution of Richard’s work [11:03] How do we know someon...
Jul 12, 2021•38 min•Season 1Ep. 236
In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft explains six proven hacks he’s used throughout his career that anyone can learn. In this episode of Negotiations Ninja, we talk about some of the hacks in his book, including what’s required to be persuasive, different negotiating styles, and even why “the power of attraction” can be important to the outcome of a negotiation. Don’t miss it! Outline of This Episode [5:00] What’s required to be a persuasive person...
Jul 05, 2021•28 min•Season 1Ep. 235
In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #98 with Chris Hadnagy. Chris is an expert in “human hacking” and “social hacking.” In this episode, Chris shares what social engineering is and how to use his techniques to gather information—it can give you an advantage at the negotiation table. Check it out!
Jul 01, 2021•26 min•Season 1Ep. 234
There are a lot of vendors that capitalize on a company's inability to properly manage labor-based categories. Rich Ham (the CEO) and Matt Smith (the CFO and Executive VP) of Fine Tune join me today to discuss the management of these labor categories. Where do they see some of the biggest gaps in a company's abilities to do this? What can be done to remedy an otherwise tough situation? Listen to this procurement-focused episode of Negotiations Ninja to learn more! Outline of This Episode [1:54] ...
Jun 28, 2021•34 min•Season 1Ep. 233
In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #68 with Annie Duke. Annie is a World Series of Poker champion who became a business consultant. In this episode, Annie shares how you can improve the quality of your decisions. How? By understanding what drives your decision-making framework and shifting your thinking. Learn more about her process in this episode!
Jun 24, 2021•1 hr 4 min•Season 1Ep. 232
What is a narcissist? How do you negotiate with someone who’s a narcissist? Can you negotiate with a narcissist? Rebecca Zung—an expert on negotiating with narcissists—shares a simple formula that can help you control the negotiation process to get to a desirable outcome. Don’t miss this fascinating episode of Negotiations Ninja! Outline of This Episode [1:34] Who is Rebecca Zung? [3:27] What is a narcissist? [6:30] How to know you’re dealing with a narcissist [8:00] How to change your negotiati...
Jun 21, 2021•24 min•Season 1Ep. 231
To play the game of negotiation effectively, you have to know the rules of the game. What is the role of trust? How do you develop it? How—and why—do you verbalize it? In this Throwback-Thursday episode of Negotiations Ninja, Keld Jensen talks about why trust in negotiations isn’t just for procurement and sales experts. It’s for everyone who develops relationships in their professional and personal lives. Don’t miss an episode that dives deep into the importance of trust in negotiations!
Jun 17, 2021•34 min•Season 1Ep. 230
Dr. Mark Goulston is back by popular demand! In this episode of Negotiations Ninja, I chat with Dr. Goulston about becoming a better listener—which includes learning how to talk with people. Dr. Mark shares that there are four levels of talking to someone. You can talk over them, at them, to them, or with them. How do you know which you’re doing? What should you do instead? Learn more in this episode! Outline of This Episode [1:26] Dr. Mark Goulston is back by popular demand! [4:20] The HUVA exe...
Jun 14, 2021•39 min•Season 1Ep. 229
In this throwback episode of Negotiations Ninja, we revisit episode #90 with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute. We talk all about the mistakes that are commonly made in negotiations, including avoiding deadlocks. How can a deadlock actually change the outcome of a negotiation? Listen to this throwback to learn more!
Jun 10, 2021•21 min•Season 1Ep. 228
What is forensic interviewing? How can it be applied to the enterprise sales and procurement process? In this episode of Negotiations Ninja, Michael Reddington—an interrogation, sales, and negotiation expert—will talk all about interrogations, listening, questioning and how they intersect with sales, negotiation, and procurement. Don’t miss it! Outline of This Episode [1:32] Learn about Michael Reddington + what he does [3:15] The baggage that comes with the term “interrogation” [5:18] The end g...
Jun 07, 2021•34 min•Season 1Ep. 227
Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out!
Jun 03, 2021•36 min•Season 1Ep. 226
David Perry is a sales and business development expert. He’s an industry veteran who understands the game of sales at the top level. David advises world-class brands on how to adapt and get value out of marketing and advertising technology during digital transformations. He’s worked with 100+ companies in various industries, including technology, healthcare, and financial services. He’s also the author of the book “The Game of Sales.” Why “The Game of Sales?” It comes down to his audience. David...
May 31, 2021•29 min•Season 1Ep. 225
Do you have experience with negotiating across cultures? Negotiating with different cultures means you’ll run into different beliefs, mindsets, and concepts. Words and phrases can be unique to one culture and interpreter entirely differently in another. Mihai Isman is an expert international negotiator who specializes in overcoming cultural barriers to find a successful resolution for all parties. In this Throwback Thursday episode of Negotiations Ninja, we revisit episode #123 with Mihai. Being...
May 27, 2021•24 min•Season 1Ep. 224
In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it! Outline of This Episode [1:48] Who is Deb Calvert? [2:30] What is the DISCOVER Framework? [...
May 24, 2021•24 min•Season 1Ep. 223
In this special Throwback Thursday episode, we jump back to an episode with Roger Dooley. We dissect and discuss the science behind influence and how you can use it to change your negotiations. How can neuroscience, behavior technology, and behavior research be applied to negotiation? Find out in this episode!
May 20, 2021•35 min•Season 1Ep. 222
Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (COAT)? According to Susan Walsh—THE Classification Guru—your dirty data could be leading to poor business decisions that cost money and put jobs at risk. So in this episode of Negotiations Ninja, Susan tackles some of the biggest data disasters that procurement should be aware of. Don’t miss this important episode with the fixer of dirty data! Outli...
May 17, 2021•30 min•Season 1Ep. 221
In this Negotiations Ninja, throwback we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict resolution. It’s human nature for most people to avoid conflict. Dr. Goldman-Wetzler shares why that’s a mistake that must be overcome to be successful with negotiation. She shares her expertise on conflict resolution in this episode. Check it out!
May 13, 2021•34 min•Season 1Ep. 220
Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, and runs a completely online master’s degree program in leadership and negotiation at Baypath University. The goal of Josh’s book, The Book of Real World Negotiations , was to tell real-life stories to show people the most effective way to negotiate—using creative problem-solving. This book gives real-world, real-life examples of being able to brin...
May 11, 2021•35 min•Season 1Ep. 219
Do you believe that planning is the most important part of a negotiation? If so, you’re on the same wavelength as Paul Watts. He believes planning is the most crucial element of negotiations that is so often neglected. In this throwback, we look back at episode #132. We talk about negotiation through the lens of a salesperson. We also talk about the cost of inaction and how to improve your negotiation skills (HINT: It may involve planning). Don’t miss it!
May 06, 2021•31 min•Season 1Ep. 218
Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they’ve got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework she uses? Listen to this episode of Negotiations Ninja for her genius strategy. Outline of This Epis...
May 03, 2021•23 min•Season 1Ep. 217
How do you deal with frustration in negotiation standoffs? What can we learn from the failed Waco Siege that took place in 1993? In this throwback, we return to episode #118 with Gary Noesner. He shares his experience as an FBI hostage negotiator in Waco—what went wrong and why. To get a behind-the-scenes look at what happens when things go terribly wrong—and how to move forward—don’t miss this throwback!
Apr 29, 2021•33 min•Season 1Ep. 216
I can’t say “Brexit” without choking down laughter. But many people are passionate about Brexit, and I don’t mean to make light of it. But what’s amusing from an outside perspective? How would Brexit have been negotiated better? Keld Jensen returns to the Negotiations Ninja podcast to apply his expertise to another contract negotiation that would have benefitted from his input. Outline of This Episode [2:42] Was Brexit an amazing deal? [4:54] What was negotiated well? [7:03] Political negotiatio...
Apr 26, 2021•26 min•Season 1Ep. 215
This episode with Dan Oblinger is just THAT important that it needs repeating. Why? Dan Oblinger has negotiated in life-and-death hostage situations. What he’s learned in high-pressure environments can be applied to procurement, sales, and a variety of other business applications—even your personal relationships. This episode gives you insight into what you should and shouldn’t do. Listening again will be a great refresher!
Apr 22, 2021•25 min•Season 1Ep. 214
How has COVID-19 affected negotiation? What will change moving forward? How has it impacted communication and technology? While COVID-19 has changed the world in numerous ways, Keld Jensen points out that change was happening well before a global pandemic shut the world down. Hear his take on the future of negotiation in this episode of Negotiations Ninja . Outline of This Episode [2:20] The European Union and AstraZeneca [7:59] How negotiation may change [15:03] The erosion of trust in negotiat...
Apr 19, 2021•35 min•Season 1Ep. 213
In this Throwback Thursday episode of Negotiations Ninja, we look back at an amazing episode with Marty Latz. Marty shares stories from his career—both the good and the bad. He talks about skills negotiators need to master, what people miss in their negotiation process, and why preparation is vital to success. Don’t miss his wise words . Give this throwback a listen!
Apr 15, 2021•21 min•Season 1Ep. 212
Bob Burg would define giving as “Being focused on providing immense value to others.” Doing so is a more pleasant way of living life and conducting business—and the most financially profitable. But does giving truly have a place in the negotiation process? Can it help you reach your objectives? Listen to this episode of Negotiations Ninja to hear Bob’s thoughts. Bob Burg has been writing and speaking for 30 years on the topics of sales, marketing, communication, and persuasion skills. He co-wrot...
Apr 12, 2021•29 min•Season 1Ep. 211
In this Throwback episode of Negotiations Ninja, we take a leap back to episode #129 with procurement professional Josh King. He shares some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Negotiation is both an art and a science—why not learn from the best?
Apr 08, 2021•22 min•Season 1Ep. 210
How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling —believes that understanding the mind of procurement is a game-changer. It’s a surefire way to transform the way you sell. In this episode of Negotiations Ninja , we take a deep-dive into the mind of a procurement professional. In doing so, you’ll better understand how to sell to them. Don’t miss it! Outli...
Apr 05, 2021•33 min•Season 1Ep. 209
Where are you weak as a negotiator? Where do you need to develop and refine your skills? To continue to yield amazing results for your clients, you must always be improving your craft. In this Throwback episode of Negotiations Ninja, we look back at a conversation with Mohammed Faridy, a negotiation consultant, trainer, and the CEO of OneView. Get a glimpse into his valuable perspective on developing your negotiation skills—don’t miss it!
Apr 01, 2021•27 min•Season 1Ep. 208
Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths fact—or fiction? In this episode of Negotiations Ninja , the myth-buster has returned. Allan Tsang joins me to shed some light on these long-believed negotiation myths (including the fallacy of win-win). Don’t miss this eye-opening conversation! Resources & People Mentioned The Trust Factor: Negotiating in SMARTnership by Keld Jensen Life or Dea...
Mar 29, 2021•49 min•Season 1Ep. 207
