When you approach a negotiation, you need to be ready, relatable, and reasonable. You have to be ready—do your research so that nothing surprises you. People help people they like, so it helps if you’re relatable. Lastly, you need to focus on finding solutions and be reasonable. Lynn Price believes that if you focus on being ready, relatable, and reasonable, you’ll see far more successful negotiations. She goes into detail on this topic in throwback episode #356!
May 04, 2023•24 min•Ep. 356
Matthew Pollard wrote “The Introvert’s Edge” to help the average introvert learn that their path to success will look different than an extrovert’s. Systems and processes will allow introverts to succeed, excel, and dominate their market. Introverts can only do so well “winging it.” In this episode of Negotiations Ninja, Matthew shares that when you focus on methodology and consistency, you end up the best in the business. Matthew jokes that he was an introverted kid with no right being in sales...
May 01, 2023•30 min•Ep. 355
Did you know that 1% of the population could be diagnosed as a narcissist? We’ve all likely interacted with someone who we’d classify as a narcissist. But what do you do when you’re forced to negotiate with a narcissist? Should you change your negotiation strategy? According to Rebecca Zung—one of the Top 1% of attorneys in the nation—the answer is a resounding yes. She shares how to navigate negotiating with narcissists in this throwback episode of Negotiations Ninja!
Apr 27, 2023•22 min•Ep. 354
Nikki Rausch “The Sales Maven” teaches salespeople how to have more effective sales conversations while maintaining rapport and keeping the relationship intact. She also teaches how to overcome the fear of rejection by fundamentally changing the way you view sales: It’s something you do with someone, not to them. Learn how to shift your mindset to overcome fear in this episode of Negotiations Ninja. Outline of This Episode [1:23] Learn more about Nikki Rausch [1:45] Maintaining rapport while sel...
Apr 24, 2023•19 min•Ep. 353
How do you get what you want in a negotiation? How do you be more persuasive? Simon Rycraft wrote “ Negotiation Hacks: Expert Tactics To Get What You Want ,” to lay out the strategies, skills, and approaches needed to get what you want. In this throwback episode of Negotiations Ninja, Simon covers some of the tactics he lays out in his book and how to make them work for you. Check it out!
Apr 20, 2023•27 min•Ep. 352
How do you combat fear with courage? How does your ego build walls in negotiations? And why, when you’re in a negotiation, should you only say something if you believe it ? Mala Subramaniam—an Executive Coach, Author, and Speaker—has taught thousands of people the art of communication in negotiation. In this episode of Negotiations Ninja, Mala shares the #1 way you can combat fear in negotiation. Outline of This Episode [1:38] Learn more about Mala Subramaniam [4:12] Combating fear with courage ...
Apr 17, 2023•25 min•Ep. 351
Joe Valley is a serial entrepreneur and partner at Quiet Light Brokerage. He’s also an expert at building sellable companies. He’s also learned the secret to winning more deals: Don’t be an a–hole . The people who win more deals do their research, carry intelligent conversations, and are polite, professional, and likable. Why are these qualities so important? Joe Valley covers the topic in detail in this throwback episode of the Negotiations Ninja podcast!
Apr 13, 2023•28 min•Ep. 350
Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “ The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth ” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career. Outline of This E...
Apr 10, 2023•31 min•Ep. 349
Do you excel when you’re negotiating for your company but struggle to negotiate successfully for yourself? Is it because you lack clarity on exactly what you’re negotiating for? Or do you feel too emotionally involved to think clearly? You have to be able to communicate your value and articulate why you deserve what you’re asking for. Deborah Kolb—an expert in negotiation, leadership, and gender issues—shares how you can change your mindset to master personal negotiations in this throwback episo...
Apr 06, 2023•29 min•Ep. 348
How do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja. Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to ...
Apr 03, 2023•29 min•Ep. 347
You’ve gotten to a place where you point-blank asked someone what their values are. You have the answer—but it wasn’t the one you were looking for. It’s clear that you have differing beliefs. Now you’re at a crossroads: What do you do? You can’t persuade someone to change their beliefs. Negotiating over differing beliefs is a far different process than negotiating over interests. You can’t just say “Let’s split the difference” or you’ll insult them. You can provide arguments, evidence, justifica...
Mar 30, 2023•36 min•Ep. 346
How do you know when you’re dealing with a narcissist? How is negotiating with a narcissist different from negotiating with a rational person? What do you need to do to not only prepare for your negotiation but win it? Rebecca Zung—one of the best lawyers in America—shares what negotiating with narcissists is like in this episode of Negotiations Ninja. Outline of This Episode [2:15] Learn more about attorney Rebecca Zung [3:55] The definition of a narcissist/narcissistic behaviors [9:20] What go...
Mar 27, 2023•27 min•Ep. 345
David Perry is a sales and business development expert and the author of the book “The Game of Sales.” David wanted to share everything he learned from working with Adobe, Amazon, Google, and IBM and arm readers to overcome the “inner game” they face when they negotiate. A lot of someone’s success comes down to the concept “Dare to care.” Caring is a quality that top salespeople have. Many books only focus on tactics and strategy—very few focus on caring. David shares his thoughts on “Daring to ...
Mar 23, 2023•28 min•Ep. 344
How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiating with cultures from around the world, I’m chatting with Michael Van Keulen (MVK), the Chief Procurement Officer at Coupa Software. We’re focusing on negotiating with Dutch people. Listen to this episode of Negotiations Ninja to learn the steps you can take to negotiate the right way with the Dutch. Outline of This Episode [1:45] Learn more about M...
Mar 20, 2023•29 min•Ep. 343
How do you exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after business expert, known for his proven methodology, “The Value Builder System™,” which he created to help entrepreneurs build businesses worth buying. In this throwback episode of Negotiations Ninja, John shares some strategies to help you build and exit your business the way you want!
Mar 16, 2023•33 min•Ep. 342
How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation everything ? Melissa Fortunato retired from the FBI after 23 years. She spent her career as a crisis hostage negotiator and did undercover work. Now, she offers negotiation and conflict resolution training. We talk about learning to adjust your mindset when you get uncomfortable in this episode of Negotiations Ninja. Outline of This Episode [1:48] Learn...
Mar 13, 2023•20 min
Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that helps women negotiate better salaries. Sadly, Victoria sees a lot of women (and men) make mistakes because they forge ahead too quickly, lured by the promise of stock options. During the pandemic, startups had ample funding. They started recruiting from big-name brands with the promise of stock options. But the salaries they offered were often dismal. If you were in that scenario, how should you h...
Mar 09, 2023•27 min•Ep. 340
Everyone has faced adversity at some point in their life, especially in recent years with the Covid pandemic. But we all handle adversity differently. Lousin Mehrabi found herself faced with unimaginable adversity: Her six-year-old son was diagnosed with Duchenne Muscular Dystrophy (DMD). DMD is an incurable genetic disorder characterized by progressive muscle degeneration and is life-limiting. Lousin was faced with a choice: How was she going to face this news? In this episode of Negotiations N...
Mar 06, 2023•26 min•Ep. 339
How do you take your business to the next level? How do you master the art of sales? What mistakes should you avoid making? Most entrepreneurs are geniuses and masters of their craft—but struggle with sales. Marty Park has founded 13 successful businesses in seven different industries. Now, with over 16,000 hours of business coaching experience, he’s one of the best people to turn to when you need to boost your sales game. Marty will teach you how to transform from expert to salesman in this thr...
Mar 02, 2023•30 min•Ep. 338
Gary Noesner ended his 30-year tenure with the FBI as the Chief Hostage Negotiator. He managed 350 FBI negotiators around the country and 10 supervisory negotiators. He responded operationally, provided instruction to agencies, and researched crisis and conflict resolution. Gary dealt with hijackings, right-wing militia standoffs, prison riots, the Waco siege, and much more. He worked on a lot of high-profile cases. Gary dealt with numerous large-scale conflicts throughout his career. So in this...
Feb 27, 2023•33 min•Ep. 337
Sara Laschever co-wrote “ Ask For It: How Women Can Use Negotiation to Get What They Really Want ” with Linda Babcock. Their goal was straightforward: To help women negotiate for themselves . Most women excel at negotiating for others (their clients, their kids, their coworkers, etc.) but struggle to ask for what they deserve. In this episode of Negotiations Ninja, Sara explains why this is a systemic issue and walks through what women can do to become confident negotiators....
Feb 23, 2023•26 min•Ep. 336
How does culture impact negotiations? Why does culture matter? Why should you care? Joana Matos—a negotiation trainer, consultant, and guest lecturer at Reykjavík University—was born in Portugal and has lived in Iceland for over a decade. In this episode of Negotiations Ninja, she shares some of the cultural differences she’s learned and why understanding someone’s cultural context is important. Outline of This Episode [2:05] Learn more about Joana Matos [2:50] The over-reliance on globalization...
Feb 20, 2023•32 min•Ep. 335
Joe Paranteau is the author of “ Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons ,” which he wrote to be a comprehensive sales training guide. He was constantly seeing sales people blow it in the sales cycle and knew there had to be a better way. In this throwback episode of Negotiations Ninja, Joe shares the importance of genuine curiosity, physical positioning, and selling through the close—for the customer . Don’t miss this guide for both sides of the table....
Feb 16, 2023•37 min•Ep. 334
Are persuasion tactics effective in negotiation? How do you develop persuasiveness that isn’t overtly obvious? Persuasive rhetoric can be compelling—or it can completely backfire. So how do you effectively persuade someone to consider your side of an argument? Andy Luttrell—a Psychologist in the field of opinion science—joins me in this episode of Negotiations Ninja to dive into persuasion in negotiation. Outline of This Episode [1:53] Learn more about Andy Luttrell [2:29] What does persuasion r...
Feb 13, 2023•33 min•Ep. 333
Does your ego get in the way of successful negotiation outcomes? Do you find yourself becoming emotional when someone takes a shot at your character? Gaetan Pellerin wrote the book, “ Mindful NEGOtiation: Becoming More Aware in the Moment, Conquering Your Ego and Getting Everyone What They Really Want ,” to help you conquer your emotions when it really matters. The best way to do that? Practicing mindfulness. Learn more in this throwback episode of Negotiations Ninja!...
Feb 09, 2023•24 min•Ep. 332
How does nonverbal communication make or break a negotiation? How do you appear more trustworthy? What skills can you utilize to improve your nonverbal communication? In this episode of Negotiations Ninja, Abbie Moreno—who has a Ph.D. in Human Behavior—talks about the science behind nonverbal communication and how it drives trustworthiness. Outline of This Episode [2:22] Learn all about Dr. Abbie Maroño, Ph.D. [3:26] Why can nonverbal communication make or break a negotiation? [5:16] Have we bec...
Feb 06, 2023•40 min•Ep. 331
How do you embrace creativity in negotiations? How do you approach problem-solving with a different mindset? Dr. Josh Weiss wrote “ The Book of Real World Negotiations ” to help demonstrate a more effective approach to negotiation. Through sharing real-world examples, he not only drives his points home but opens your mind to a more creative approach to negotiation. Don’t miss this throwback episode of Negotiations Ninja as he lays out how to understand underlying interests, address cultural diff...
Feb 02, 2023•34 min•Ep. 330
What are the emotional triggers that you struggle with in a negotiation? How will they influence your negotiations? How do you keep your emotional triggers from derailing your performance? For over 15 years, Dr. Klaus Lassert has leveraged psychology to help professionals overcome what’s holding them back to successfully navigate tough negotiations. In this episode of Negotiations Ninja, he’ll help you think through identifying and navigating your emotional triggers. Check it out! Outline of Thi...
Jan 30, 2023•34 min•Ep. 329
Have you heard of Cialdini’s principles of influence from his book, “ Influence: The Psychology of Persuasion ?” If you’re in the world of sales and negotiation, you’re likely familiar with some of these principles. But the psychology of persuasion isn’t easy to master. In this special throwback edition of Negotiations Ninja, Brian Ahearn shares how negotiators can leverage the psychology of persuasion and transform the way they sell. Check it out!...
Jan 26, 2023•28 min•Ep. 328
According to the author of “ Crucial Conversations ,” Joseph Grenny, crucial conversations are a discussion between two or more people where the stakes are high. Sometimes our opinions vary, and our emotions run strong. How do we deal with conversations like that? Learn how to navigate crucial conversations successfully—while maintaining your relationships—in this episode of Negotiations Ninja! Outline of This Episode [1:49] Learn more about Joseph Grenny [3:38] How to have crucial conversations...
Jan 23, 2023•28 min•Ep. 327
