What is an indemnity clause? Why do companies have indemnity clauses? What do contract professionals need to be aware of? Jeanette Nyden has spent the last 18+ years teaching people how to negotiate the word of complex contract negotiations. She shares how you can navigate indemnity clauses in this throwback episode of Negotiations Ninja! https://negotiations.ninja/podcast/understanding-indemnities-with-jeanette-nyden-ep-270/
Aug 17, 2023•33 min•Ep. 386
What do most sales books get wrong? What levers of influence are necessary to move people in your direction? What is the mindset shift required to move from novice to successful salesperson? These are all things that Douglas Cole covers in his newest book, “The Sales MBA,” and we’re lucky enough to discuss them in this episode of Negotiations Ninja. Outline of This Episode [1:45] Learn more about Douglas Cole [2:20] Learn more about Douglas’s book: The Sales MBA [5:51] How you can become a chang...
Aug 14, 2023•27 min•Ep. 385
What do you focus on when negotiating labor categories? People often leave money on the table because they prioritize convenience. But what they should really focus on is bringing in an industry insider that understands every component—including cost structure—so they can help you optimize costs. Matt Smith and Rich Hamm take a deep dive into negotiating labor categories in this throwback episode of Negotiations Ninja!
Aug 10, 2023•33 min•Ep. 384
What is it costing you to not listen? Over time, when you stop listening, it erodes your relationships. It might be at work, it might be at home, but it impacts every facet of your life. That’s why listening is at the heart of learning to resolve conflict. Conflict resolution isn’t always about agreement—it’s about alignment. You need to be able to respect each other’s viewpoints and decisions. And it’s why “The Power of Understanding” is the subtitle of Christine’s book. When you understand, yo...
Aug 07, 2023•27 min•Ep. 383
Interrogations get a bad name but the truth is an interrogation conversation is about one thing: communication. How? You need to communicate effectively to compel someone to tell you the truth. So how do you master the interrogation conversation? Michael Reddington shares how you can get to the truth while building trust and rapport in this throwback episode of Negotiations Ninja!
Aug 03, 2023•33 min•Ep. 382
Why did Greg Nutter write “P3 Selling: The Essentials of B2B Sales Success?” What are the key concepts? How can they help B2B sellers be more successful? B2B sales are far different from B2C. So to be effective with B2B sales, you need to do things differently. Greg’s three-step process, when done correctly, can help you improve your sales success. Learn all the specifics in this episode of Negotiations Ninja. Outline of This Episode [1:49] Learn more about Greg nutter [2:32] Why Greg wrote “P3 ...
Jul 31, 2023•23 min•Ep. 381
Let’s say you’re navigating a tricky divorce. Tensions are high and there’s a lot at stake. You don’t want to make mistakes that could change the trajectory of your future. Rebecca Zung is a divorce attorney that helps people prepare for navigating tricky circumstances just like this. Rebecca shares a few things you should avoid in divorce negotiations: Giving away anything too early Assuming that the other side will win Giving away powerful leverage Getting too emotional What else do you need t...
Jul 27, 2023•26 min•Ep. 380
Dr. Charlotte de Brabandt has been in procurement for 14 years and worked in five different industries on three different continents. During this time, the world has undergone massive changes—and so has the world of procurement. The crises we’ve faced have led to a further reliance on technology to navigate supplier negotiations, but it’s also led to a shift in relationships. Procurement needs to move away from impersonal numbers-based negotiations toward collaborations. We actually need to buil...
Jul 24, 2023•26 min•Ep. 379
What three things are critical to successful negotiations? Richard Ham believes that you must do three things: Master the subject matter : You need all of the supporting details completely mastered before you enter a dispute or a negotiation. Prepare : If you’ve spent 30+ years in an industry, you still have to take the time to be prepared for every specific negotiation. Embrace Solidarity : Solidarity with your clients is critical. It is the hardest of the elements to control. But what does all...
Jul 20, 2023•28 min•Ep. 378
What is authentic persuasion? How do salespeople employ authentic persuasion to make sales and consistently meet their quota? What kind of mindset shift is required? Jason Cutter is a mindset and scalability expert who focuses on helping sales teams be more effective. In this episode of Negotiations Ninja, he tackles the concept of authentic persuasion to help you move past barriers and help more people. Outline of This Episode [1:37] Learn more about Jason Cutter [2:58] What is authentic persua...
Jul 17, 2023•26 min•Ep. 377
What are the main differences between Eastern and Western approaches to negotiation? If you approach a negotiation with an Eastern counterpart taking a Western mindset, what do you need to know to succeed? According to Mala Subramaniam, you have to take your different cultures into consideration. Learn the keys to blending Eastern and Western negotiation styles in this special throwback episode of Negotiations Ninja!
Jul 13, 2023•27 min•Ep. 376
What is the mindset shift that needs to happen for you to embrace self-advocacy? Why is it important to nail down the value you’re providing and the future value of your contributions? How do you help them see your vision for future success? These are just a few of the questions Jamie Lee conquers in this episode of Negotiations Ninja. Jamie Lee is an executive coach for women who hate office politics but want to get promoted—and get better pay—without throwing anyone under the bus. Outline of T...
Jul 10, 2023•26 min•Ep. 375
What do you need to do to drive value in negotiation? Stephen Kozicki has nailed down three questions you have to ask: What are we asking them to do? What risks are we asking them to take? What is the value we will deliver in this negotiation? The value we deliver has to be tangible, measurable, and tradeable. How do you make sure you’re hitting the mark? How do you avoid costly mistakes? Find out in this throwback episode of Negotiations Ninja!...
Jul 06, 2023•30 min•Ep. 374
What should mediation preparation look like? How do you select the best mediator for your case? How do you make the most of a mandatory negotiation should you ever find yourself in that position? Amy Mariani—who practiced law for 20 years before transitioning into mediation—answers these questions and so much more in this episode of Negotiations Ninja. Outline of This Episode [1:43] Get to know Amy Mariani [3:10] How to prepare for a mediation [6:57] Power, punishment, and principle [10:09] How ...
Jul 03, 2023•27 min•Ep. 373
According to Mark Davis, “Culture at its very nature is pervasive in all negotiation and, in fact, it should be a framework through which you can overcome these obstacles and they rise to the surface.” Cultural awareness is key to any negotiation, even if it isn’t overtly across cultures. So how do you develop cultural awareness? How do you learn to adapt your perspective to take into account what’s important to other cultures? Mark covers what you need to know to begin to develop cultural aware...
Jun 29, 2023•25 min•Ep. 372
Germany, Austria, and Switzerland are all countries that speak German. And though they speak the same language, each has a unique culture and negotiating style. The way they approach communication, formalities, aggressiveness, etc., varies significantly. Mihai Isman is an International Negotiator & Conflict Resolution Expert from Germany. In this episode of Negotiations Ninja, he compares and contrasts how the Germans, Austrians, and Swiss people negotiate. Outline of This Episode [1:50] Lea...
Jun 26, 2023•34 min•Ep. 371
Negotiating via email, text, social media, Zoom, or any other virtual way of communication is tricky, at best. A written conversation doesn’t allow for reading body language, tone of voice, etc. So when you can’t pick up the phone or meet in person, are you doomed to fail? Or do you just need to master a different skillset? Giuseppe Conti shares the dos and don’ts of negotiating via written communication in this throwback episode of Negotiations Ninja!
Jun 22, 2023•22 min•Ep. 370
Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past “maybe” and “I’ll think about it” to saying “no,” or—even better—saying “yes?” Matt Dixon and his team studied 2.5 million recorded sales conversations. They found that 40–60% of all opportunities are lost to no decision . And these are opportunities where the customer goes through the entire sales process, which can take weeks, months, or sometimes years. Why does this happen? Mat...
Jun 19, 2023•30 min•Ep. 369
Cyberterrorism is becoming prevalent. Highly intelligent criminals associated with cartels and sovereign nations like North Korea, China, Russia, etc. are mining for any data they can find. State actors take data and leverage it however they please, without conscience. That’s why cyberterrorism negotiation is becoming part of the negotiation conversation. Everyday businesses and even healthcare organizations need to be adequately prepared. Learn what that looks like in this throwback episode wit...
Jun 15, 2023•35 min•Ep. 368
You’re a small organization about to enter a negotiation with a large company. You’re prepared to go in and sign the contract because simply doing business with them could be astronomical for your company. But just because you’re a small company doesn’t mean you can’t negotiate with Goliaths. In this episode of Negotiations Ninja, Christine McKay shares how you can strategically use contracts to negotiate better terms, even as a small fry. Don’t miss it. Outline of This Episode [1:32] Learn more...
Jun 12, 2023•24 min•Ep. 367
Influence is powerful. But how do you become influential? It seems like a far more difficult task, right? Sean Callagy—a successful attorney, speaker, entrepreneur, business coach, and the owner and President of Callagy Law—has mastered the art of influence. Sean has developed a four-step formula to master ethical influence. In this throwback episode of Negotiations Ninja, Sean drives home the idea that influence begins with building emotional rapport. He states that “You have to move beyond sur...
Jun 08, 2023•25 min•Ep. 366
Humans are primarily emotional. We bring fears into our negotiations. If we push too hard, we might get nothing. If we antagonize the other party, they might retaliate. We also worry about damaging relationships. The whole negotiation process is emotional. And when you get emotional, your ability to do what you know you should do decreases. Two years ago, Moshe Cohen published “ Collywobbles: How to Negotiate When Negotiating Makes You Nervous .” The term “Collywobbles” means the kind of stomach...
Jun 05, 2023•26 min•Ep. 365
Michael van Keulen (MVK) has worked in procurement and finance for over 20 years. Over those years he’s seen companies resist digital transformation. The key to a digital transformation is getting the internal stakeholders on board. To do that, procurement leaders have to step up and oftentimes put their jobs on the line. How do they avoid losing their jobs while pushing their companies toward digital transformation? MVK shares what he’s learned from decades in the industry in this throwback epi...
Jun 01, 2023•30 min•Ep. 364
When people think of negotiation—especially in Western cultures—they often think in finite terms. In a finite game, the rules are fixed until there’s a winner. In an infinite game, the rules change during play. It’s done so to bring as many people as possible into the play. The purpose of the infinite game is that things aren’t just about transactions or deals but revolve around a higher purpose. How does this apply to negotiation? It’s about the relationship you develop with the people you’re n...
May 29, 2023•31 min•Ep. 363
Why does the limitation of liability clause exist? How does it work? Is there a way you can simplify the process of building it out in the negotiation? Contract and negotiation expert Jeanette Nyden shares her extensive knowledge of limitation of liability clauses in this throwback episode of the Negotiations Ninja podcast!
May 25, 2023•36 min•Ep. 362
George Siedel—a Professor at the University of Michigan—wrote a great book called, “Negotiating for Success: Essential Strategies and Skills,” in which he shares the importance of planning. He believes so strongly in planning that he gives away numerous negotiation planning tools for free. In this episode of Negotiations Ninja, we cover planning in negotiation, the 4th and 5th key numbers for financial consideration, and how to understand and consider life goals when it comes to dispute resoluti...
May 22, 2023•25 min•Ep. 361
Jean-Nicolas Reyt—a negotiation professor at McGill University—teaches his students a simple and practical way to negotiate: Ask and you’ll receive. If you don’t ask, you won’t get what you want. But why do so many students struggle to ask? Why do they decide they’re satisfied with a subpar deal? Jean-Nicolas dissects the phenomenon of compliance in this throwback episode of Negotiations Ninja.
May 18, 2023•28 min•Ep. 360
What does it cost people and organizations not to listen? Are you solving the wrong problems? Or worse, are you losing relationships, customers, and potential opportunities? The cost of not listening could cripple you and your organization. Christine Miles joins me in this episode of Negotiations Ninja to address that very problem. Christine Miles is the founder and CEO of EQuipt , a “Training and consulting company that helps organizations grow sales, develop people, and create cultures of unde...
May 15, 2023•24 min•Ep. 359
Why do young people hesitate to negotiate? They need to be able to advocate for themselves, yet many hesitate to speak up. Jean-Nicolas Reyt, an assistant professor of organizational behavior at McGill University, is passionate about helping students become assertive. He teaches that the end result of negotiating is almost always better than not trying. Jean-Nicolas is chock full of advice that everyone can use to become better negotiators.
May 11, 2023•28 min•Ep. 358
How important is relationship-building in negotiations? Can you have a relationship yet still be direct without negatively impacting said relationship? Romina Muhametaj—A Sales Manager and Consultant—believes that relationship-building is the key to moving one’s career forward and closing more sales. She shares why in this episode of Negotiations Ninja! Outline of This Episode [1:35] Learn more about Romina Muhametaj [2:31] Building relationships before negotiating [4:09] Apples, oranges, and co...
May 08, 2023•19 min•Ep. 357
