Negotiations Ninja Podcast

Mastering Mindful Negotiation with Gaetan Pellerin

Gaetan Pellerin is the author of a new book all about mindful negotiation . We often talk about planning, preparation, strategy, and tactics, right? But the success of many a negotiation often hinges on mindfulness—not many people talk about that. So what is mindful negotiation? Why should you care? What methodology can you use to be more mindful? Learn more in this episode of Negotiations Ninja! Outline of This Episode [1:50] Learn more about Gaetan Pellerin [3:33] The concept of mindful negoti...

Throwback with Tom Williams

In this throwback, we revisit the all-important question: How do you sell to someone in procurement? According to Tom Williams, you need to understand their mindset to be successful. It's all about embracing the concept of buyer-centered selling. If you'd love to understand how the mind of a procurement professional ticks, don't miss this one!

Shaahin Cheyene’s Journey from Herbal Ecstasy Creator to Amazon Guru

Shaahin is the Founder, CEO, and Chairman of Accelerated Intelligence. His story is unbelievable. Shaahin’s family had to escape Tehran during the Iranian revolution in the 1970s. So at 15 years old, he left his home with nothing but the clothes on his back. Since moving to LA, he’s created a company that’s made over a billion in revenue. Hear his fascinating story in this episode of Negotiations Ninja! Outline of This Episode [2:07] Shaahin Cheyene’s unbelievable story [8:08] Shaahin’s experien...

Throwback with John Barrows

In this Throwback, we return to the conversation with John Barrows about why he wrote his children's book, " I Want to Be in Sales When I Grow Up!" He wrote the book to teach kids that sales is a legitimate profession to be proud of. The book is educational and 100% of the profits go to charity. Listen to learn what other purposes John hopes his book serves (and what he plans to write next)!

How to Build a Business Worth Buying with John Warrillow

How do you build a business worth selling? How do you find the right buyers—without falling victim to the “ego-stroke?” John Warrillow joins me in this episode of Negotiations Ninja to answer every entrepreneur's nagging question: How do I exit my business successfully? John Warrilow is the founder of “The Value Builder System™” and is a business expert sought out for his proven methodology in adding millions to the value of a business. He’s the host of a show called “Built to Sell Radio,” with ...

Throwback with Chris Hadnagy

How do you negotiate ethically while still protecting your interests? Chris Hadnagy—a brilliant master of persuasion and influence—shares some strategies from his latest book in this throwback edition of Negotiations Ninja!

Why You Need to Develop Positive Risk Tolerance

Pat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales Management at Southam Newspapers, Hollinger Newspapers, and Canwest Newspapers. What did he learn in 20+ years in sales? Sometimes you have to take risks to reap the rewards. Pat works with people looking for unique perspectives on sales, negotiations, and a way to be above average. In this episode of Negotiations Ninja, he shares how a positive r...

An important update from Mark

Why Women Have to Embrace a Social Style of Negotiation

Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why do women struggle to negotiate for themselves? How can they do things differently, feel more comfortable, and be more successful? After writing their first book, “Women Don’t Ask,” Sara and Linda Babcock wrote another book, “Ask for It.” The second book is a how-to of sorts to help women learn to be better negotiators. But it’s not just a confidenc...

Throwback Thursday with Michelle Seiler Tucker

Are you a serial entrepreneur looking to plan your exit from a successful business? Were you even aware that you needed a plan? Michelle Seiler Tucker—a mergers and acquisitions master intermediary—shares that most business owners don't prepare to negotiate the sale of their business. Find out why this is a huge mistake in this Throwback Thursday episode of Negotiations Ninja!

Navigating the Limitation of Liability Clause

How do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of liability? One of the biggest issues I see is that commercial negotiation professionals don’t understand the fundamentals of where to start with limitations of liability. And determining the proper limitation of liability clause can be daunting. In this episode of Negotiations Ninja, Jeanette Nyden—contract professional and negotiation expert—walks t...

Throwback Thursday with Mihai Isman

Do you have experience with multiparty negotiations? Do you need experience? In this Throwback Thursday edition of negotiations Ninja, Mihai Isman shares how to tackle multiparty negotiations. Mihai is an expert in political, commercial, and multiparty negotiation. If you missed our conversation the first time—don’t miss it now!

How Entrepreneurs Can Nail Sales

If someone builds their own business, they’re likely an expert in their thing. They are brilliant at that one thing. But now—to get to the next level—they have to sell. How do they make the transition? In this episode of Negotiations Ninja, Marty Park shares what’s required to be great at sales as an entrepreneur. Marty started his first software company at 21. Since then, he’s operated 13 different businesses in seven different industries. Eighteen years ago, he got started in the coaching spac...

Throwback Thursday with Tim Schigel

Listen to this special throwback of the Negotiations Ninja podcast for a deep look into the world of venture capitalists. Tim Schigel (the founding and managing partner of Refinery Ventures) shares what investors think about and how they choose what to invest in. Don't miss it!

Why Does the Word “Negotiation” Come with Baggage?

A lot of baggage exists in the word negotiation . Why does it conjure negativity, tension, and frustration? How do you overcome that? Jean Reyt—assistant professor of organizational behavior at McGill University—returns to share some great advice in this episode of Negotiations Ninja. Outline of This Episode [1:54] Why does the word “negotiation” carry baggage? [5:07] Why the word itself makes people feel dirty [11:24] Set a range of acceptable outcomes [15:30] Why HR should never handle job off...

Throwback Thursday with Allan Tsang

In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (including the fallacy of win-win negotiations). Don't miss this fun episode!

Strategies to Influence People Ethically

Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ninja, we talk about some of the concepts in his newest book, “ Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You .” If you’re ready to change the way you ethically negotiate, don’t miss this episode! Outline of This Episode [1:55] Learn about Chris Hadnagy [2:39] The vulnerability of multinational organizatio...

Throwback Thursday with Chris Hadnagy

In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence people, and leave them better off for having met you. Don't miss this episode!

The Components of a Successful Mediation

What are the necessary ingredients that make for a successful mediation? Is there a difference between a great mediation and an average mediation? How is mediation different from arbitration and litigation? Harvard-trained negotiator, mediation, and communication specialist Raphael Lapin shares his expert opinion in this episode of Negotiations Ninja. NOTE : None of this is legal advice. Always seek the counsel of a qualified attorney. This is meant for informational purposes only. Outline of Th...

Throwback Thursday with David Matsumoto

In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it!

Turning Timid Students into Expert Negotiators

In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the challenges students face when negotiating job offers when they leave universities. We also talk about why young people are hesitant to negotiate and what parents and educators can do to change that. Young people need to learn how to advocate for themselves to succeed in their future. This episode is full of spectacular advice—don’t miss it. Outline of...

Throwback Thursday with Daniel Shapiro

What role does your core identity play in a negotiation? How does it change your approach when there’s conflict? In this special throwback, Daniel Shapiro—the man in charge of the Harvard International Negotiation program—shares how your identity comes into play in every negotiation. Don’t miss his unique perspective that draws examples from all over the world!

How to Negotiate Your Way into a Startup

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that’s helped hundreds of women use the spoke model negotiation strategy to make more money. In today’s conversation, we talked about negotiating your way into a startup. What are the biggest mistakes that people make? How do you build leverage into the negotiation? What should your plan look like? Listen to hear Victoria’s thoughts! Outline of This Episode [1:46] Learn more about Victoria Pynchon [3:2...

Throwback Thursday with Tim David

In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #185 with—believe it or not—magician Tim David. Tim shares the lessons that he’s learned from a life on stage. The basic premise? Everything is about human connection. It’s not about the magic tricks or the skills you employ. Learn all about the power of connection in this throwback!

How to Properly Use Cialdini’s Principles of Influence

Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “ Influence: The Psychology of Persuasion .” But that doesn’t mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeo...

Throwback Thursday with Dr. Mark Goulston, Ep #241

In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage negotiation trainer, a psychiatrist, and the author of nine books, one of which is the #1 listening book on the planet: Just Listen. In this episode, Dr. Goulston shares actionable tips and strategies to help you be more curious, empathetic, and a better listener. Don’t miss it!

The Three R’s of Negotiation

What are people afraid of when it comes to negotiation? How do you build confidence in your abilities? What are the three R’s of negotiation, and how can it impact your success? Overcoming your fears and developing confidence go hand-in-hand—but how do you conquer them? Lynn Price—Speaker, Author, Consultant & Attorney—covers all of these topics in this episode of Negotiations Ninja. Outline of This Episode [1:35] Learn more about Lynn Price [2:18] The concept of fear in negotiation [4:09] H...

Throwback Thursday with Phil Jones

How do you move your audience? How do you influence people? Phil Jones provides the script in his book “ Exactly What to Say: The Magic Words for Influence and Impact .” His practical field manual is something that you can reference in your negotiation preparation to help you pinpoint exactly what you need to say to influence ethically. Don’t miss it!

How to Successfully Negotiate for Yourself

How do you negotiate for yourself, as opposed to an organization or employer? If you’ve been in the game for a while, you know there is a difference. You have an odd emotional attachment to negotiations when they’re for yourself. You may find that you don’t advocate well for your own needs—but do extraordinarily well on behalf of others. So how do you ditch the extra emotion and create some big wins for yourself? Deborah Kolb—Professor Emerita from Simmons School of Management—shares her experti...

Throwback Thursday with Cody Lowry

In this Throwback episode of Negotiations Ninja, we hop back to episode #183 with Cody Lowry. In this episode, Cody shares why the ability to “schmooze” is actually important to closing deals. He talks about the three keys to master negotiations and why schmoozing can be a superpower. Don’t miss this fun episode!