In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process: Data : Get some facts Issue : Determine the issue between the two parties Solution : Get people to think outside the box Consequence : Ask pain-point and goal-oriented questions Outcome : Pain-point and goal-oriented questions Value : Determine what is important to ...
Jan 19, 2023•23 min•Ep. 326
As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time they moved—she was simply thrown into it. After building 20 years of experience in the corporate world, she moved into academics and is currently a professor at the University of Illinois in Chicago. Eliane wrote an amazing book called “ The Negotiation Process Before, During, and After You Close the Deal ” based on her life experiences living in and ne...
Jan 16, 2023•33 min•Ep. 325
Picture this: You’ve got a great idea for a business that you’re excited about. Your business plan has been perfected and your focus is on securing money to get it off the ground. But have you started planning your exit ? In this throwback edition of Negotiations Ninja, Erik Kostelnik—the founder and CEO of Postal.io—shares why planning your exit should be part of planning your business. Don’t miss it!
Jan 12, 2023•23 min•Ep. 324
Are you willing to walk away from a negotiation? Would you push your chair back from the table and walk out the door? In Ed Brodow’s experience, most people “say” they’re willing to walk away, but when it comes down to it, they’re glued to their seats. They’re too scared to walk away. So in this episode of Negotiations Ninja, Ed shares how to overcome your inner negotiation and walk out that door. Don’t miss it! Outline of This Episode [2:21] Always be willing to walk away from a negotiation [8:...
Jan 09, 2023•26 min•Ep. 323
What is your prospect’s desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling —once you calculate the gap that needs to be crossed, you can help guide your prospect to their desired outcome. Sounds easier said than done, right? So in this episode of Negotiations Ninja, we are revisiting this special episode about bridging the gap with none other than Keenan....
Jan 05, 2023•22 min•Ep. 322
Carson Heady is the best-selling author of “ Salesman on Fire ” and is recognized as the #1 Social Seller globally at Microsoft. He’s found success in every level of sales. On this episode of Negotiations Ninja, one of the most recognizable names in sales today shares what setting the foundation for the deal looks like. It starts with getting the right people “on the boat with you” and caring about the “why” that drives them. What else? Find out in episode #321 of Negotiations Ninja! Outline of ...
Jan 02, 2023•27 min•Ep. 321
Svitlana Kalitsun is a Ukrainian negotiation expert and lawyer who teaches people how to create trusting relationships to get better deals and more satisfying results. In this episode, we talk about how to handle politically divisive conflicts. In part, it comes by tying emotions to logical commitments. Listen to this episode for an interesting conversation about flexibility, adaptability, and emotional commitments in negotiation. Note : We’re recording this episode on 10/21/22. As the Russo-Ukr...
Dec 12, 2022•23 min•Ep. 320
What do you do if you feel like an employee isn’t listening to you? What do you do if they disagree with you? Conversation expert Debra Roberts believes that the impact of listening and creating trust through disagreements is key. Taking responsibility for your role as a leader is also imperative. So what should those conversations look like? Learn more in this episode of Negotiations Ninja. Outline of This Episode [2:03] Learn all about Debra Roberts [2:57] Communicating through disagreements [...
Dec 05, 2022•29 min•Ep. 319
Dr. Claudia Winkler has a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She leverages her degrees and experience to help lawyers become better negotiators. She strives to help them hone their skills, manage their emotions, and negotiate effectively. She shares what that looks like in this throwback edition of the Negotiations Ninja podcast.
Nov 28, 2022•28 min•Ep. 318
How does crisis negotiation actually work? Dr. Andy Young has both trained and engaged in crisis negotiation for over 20 years. A common thread among these scenarios is the necessity of employing empathy for the counterparty regardless of what they’ve done. He explains why empathy in the face of crises is so impactful in this episode of Negotiations Ninja! Outline of This Episode [2:02] Learn about Dr. Andy Young [3:05] The three types of crises Dr. Young sees [4:20] Comparing and contrasting bu...
Nov 21, 2022•25 min•Ep. 317
Are you approaching negotiations from a rigid viewpoint? Are you applying a zero-sum mindset where there can only be one winner? In this throwback episode of Negotiations Ninja, Keld Jensen shares why it’s time to rethink your approach to negotiations—starting by rebuilding negotiation training. His outside-the-box approach will help you approach negotiation with a different lens, providing more value than you thought possible.
Nov 14, 2022•26 min•Ep. 316
“Scope of work” clauses may not be complex, but they are often misunderstood in a contract. It’s where I see the most mistakes and opportunities for future conflict. That’s why Jeanette Nyden is back! In this episode of Negotiations Ninja we talk about how to negotiate scopes of work correctly, the common screw-ups that we see, AND what to do about them. Don’t miss it! Disclaimer : I am not a lawyer. This episode is for informational purposes only and does not constitute legal advice. Seek prope...
Nov 07, 2022•32 min•Ep. 315
Why is storytelling a powerful negotiation tool? Stories are powerful because they’re how humans communicate. Stories are memorable and drive home concepts that can be otherwise difficult to understand. Stories can make real-world applications seem tangible and make a buyer interested in a solution. So in this throwback edition of Negotiations Ninja, we revisit why storytelling is a powerful negotiation tool that must be in your arsenal. Don’t miss it!
Oct 31, 2022•29 min•Ep. 314
Zack Storms runs a non-profit called Startup TNT, a community that works with local angel groups, early-stage VC funds, and seed funds to educate potential investors. They teach entrepreneurs how to raise money and how to be better entrepreneurs overall. In this episode of Negotiations Ninja, we have a great conversation about Startup TNT, what they do, and how they’re bridging the gap between investors and founders. Outline of This Episode [1:58] Learn more about Zack Storms and Startup TNT [5:...
Oct 24, 2022•23 min•Ep. 313
Dan Oblinger and Allan Tsang are the masters of busting negotiation myths. In this special throwback episode of Negotiations Ninja, they do just that. The negotiation myth-busters cover everything from negotiation pet peeves to role-playing, strategies, tactics, and mindsets. They drive home important negotiation concepts in a fun and light-hearted manner that everyone can enjoy. Check it out!
Oct 17, 2022•30 min•Ep. 312
What is framing? How do you use framing in negotiations? How do you use framing to win arguments? In this episode of Negotiations Ninja, Joel Trachtman joins us to methodically dissect the topic. Joel Trachtman is a Law Professor, who practiced for 9 years on Wall Street before shifting to teaching international law for the last 30+ years. He wrote the book, “ The Tools of Argument: How the Best Lawyers Think, Argue, and Win ” to simplify the use of legal arguments in other contexts. Outline of ...
Oct 10, 2022•25 min•Ep. 311
How do we begin to alter the animosity that can exist between procurement and sales? How do we begin to facilitate open dialogue? John Barrows believes that it’s time to address the elephant in the room. It’s time to change the conversation . Changing the narrative begins with having simple, genuine conversations. Learn what you can do to bridge the gap in this throwback episode of the Negotiations Ninja podcast!
Oct 03, 2022•39 min•Ep. 310
David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating. What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the science of social proof in this episode ...
Sep 26, 2022•26 min•Ep. 309
We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are they conversational? Do they communicate well? Do they understand the different facets of negotiation? These are just a few of the qualities that Rene Zamora believes you need to look for in a candidate. He shares what excellence looks like in a sales manager in this throwback episode of Negotiations Ninja. Check it out!
Sep 19, 2022•25 min•Ep. 308
Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blend the corporate world and behavioral psychology to help negotiators realize success. What is the difference between intelligence (IQ) and emotional intelligence (EQ)? How is a blend of both of them important to the success of a negotiation? In this episode of Negotiations Ninja, Joanna shares why ne...
Sep 12, 2022•34 min•Ep. 307
Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja.
Sep 05, 2022•30 min•Ep. 306
Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process. Outline of This Episode [1:25] Learn mo...
Aug 29, 2022•23 min•Ep. 305
Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it!
Aug 22, 2022•33 min•Ep. 304
Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja. Outline of This Episode [2:14] Learn all about Simon Rycraft [3:28] The importance of empathy in a negotiation [...
Aug 16, 2022•31 min•Season 1Ep. 303
Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja!
Aug 08, 2022•33 min•Season 1Ep. 302
Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine . In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone. It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s...
Aug 01, 2022•32 min•Season 1Ep. 303
What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “ The Catalyst: How to Change Anyone’s Mind ” to introduce a revolutionary new approach. Here’s a hint: A catalyst is required to push someone to change . Jonah shares more about his unique approach in this throwback edition of the Negotiations Ninja podcast. Don’t miss it!...
Jul 25, 2022•24 min•Season 1Ep. 300
You’re supposed to lead and serve your clients—so how is one-upping your customers a good thing? Being one-up is one of the many topics Anthony Iannarino covers in his new book, “ Elite Sales Strategies .” It’s not about creating an unfair advantage but instead leading from a position of authority and expertise in your field. Listen to this episode of Negotiations Ninja to hear us discuss Anthony’s unique concept. Outline of This Episode [1:38] Learn more about Anthony Iannarino [3:00] The conce...
Jul 18, 2022•34 min•Season 1Ep. 299
Anthony Sarandrea is a fan of getting things done quickly. His negotiation style has been described as blunt—but it works for him. His straightforward nature helps move negotiations forward toward resolution. He also believes that a blunt negotiation style can help you achieve your goals. While this style doesn’t work for everyone, there are some aspects that every negotiator can embrace to excel in their role. Listen to this throwback with Anthony to improve your negotiation techniques now....
Jul 11, 2022•20 min•Season 1Ep. 298
How do you learn to recognize opportunities to negotiate? Or do you see opportunities, but choose to ignore them for a variety of reasons? In this episode of Negotiations Ninja, Suzanne de Janasz shares some of the underlying issues she sees that keep people from negotiating. She also shares how you can learn to recognize and take advantage of opportunities to negotiate in your everyday life. Don’t miss it! Outline of This Episode [1:38] Learn all about Suzanne de Janasz [2:26] Recognizing oppor...
Jul 04, 2022•26 min•Season 1Ep. 297
