Negotiations can become second nature through diligent practice and honing of your skills. But what are the necessary skills you need to focus on? According to Julia Ewert, learning to ask open-ended questions is a great place to start. What other negotiation skills do you need to perfect? How can building skills help you in tense negotiations? Julia shares how negotiations can become second nature in this throwback episode of Negotiations Ninja.
Nov 30, 2023•25 min•Ep. 416
Why are people so easily misinformed or manipulated? In hindsight, it’s easy to question “How did that fool me?” But when you’re “in it” you don’t realize it. Why? Why are people taken in by things that are absurd? There are signs that we can learn to notice. Chris wrote “Nobody’s Fool” to answer what it is about our minds and how they work that makes us vulnerable. They aren’t complicated things. There are “hooks” that deceivers and scammers exploit in our psychology. So what are they? How can ...
Nov 27, 2023•30 min•Ep. 415
How do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in this throwback episode of Negotiations Ninja.
Nov 23, 2023•28 min•Ep. 414
How can sales managers help their teams be better negotiators? How can you develop internal coaches who can help their team members improve their sales and negotiation skills? Steve Benson—the Founder and CEO of Badger Maps—shares how you can empower your team to sharpen each other’s skills in this episode of Negotiations Ninja. Outline of This Episode [1:52] Learn more about Steve [3:00] How can sales managers help their teams be better negotiators? [7:13] How can you determine who’s a great te...
Nov 20, 2023•25 min•Ep. 413
According to Susan Walsh, “The quality of your data determines the quality of your negotiation.” Procurement professionals need a classification system in place to ensure that they’re not relying on dirty data. Your data needs to be consistent, organized, accurate, and trustworthy (COAT). If it isn’t, you’re likely costing your business money. Susan Walsh—i.e. The Classification Guru—shares the biggest problem with procurement data (and what to do about it) in this throwback episode of Negotiati...
Nov 16, 2023•28 min•Ep. 412
Self-confidence and self-control in conflict are difficult things to master. And you can’t resolve conflict with others until you learn to resolve conflict within yourself . This takes an incredible amount of self-awareness. In this episode of Negotiations Ninja, Ryan shares how you can learn to resolve conflict the right way by starting with knowing yourself. Outline of This Episode [2:01] Learn more about Ryan Dunlap [4:01] Resolving conflict within yourself [7:40] Why scripts don’t get the de...
Nov 13, 2023•27 min•Ep. 411
In 2020, we had a conversation about how AI could positively impact negotiations. Now, three years later, artificial intelligence is front and center, seemingly in every corner of society. Martin Rand’s thoughts on the use of artificial intelligence in negotiation is more relevant than ever. Learn more about how you and your business can leverage AI in this throwback episode of Negotiations Ninja.
Nov 09, 2023•24 min•Ep. 410
Paul Nadeau is a former hostage negotiator, international peacekeeper, and interrogator. During this time, he learned a lot about how the human mind works. He’s taken his decades of experience and applied it to a negotiation framework that every negotiator can learn to implement in their work and lives. Outline of This Episode [1:56] Learn more about J. Paul Nadeau [3:19] Why won’t people just ask? [6:32] Dissecting the inner conflict that exists [10:05] The PIER negotiation process [13:56] We d...
Nov 06, 2023•29 min•Ep. 409
Information asymmetry occurs when one side has more information than the other. In any negotiation, each side has more knowledge than the other in specific areas. It’s your job to ask the right questions to fill in the gaps and level the playing field. Simon Rycraft shares what else you need to do to overcome information asymmetry in this throwback episode of Negotiations Ninja!
Nov 02, 2023•30 min•Ep. 408
How do you build rapport with clients? How do you be someone who’s a pleasure to do business with? How do you employ active listening? How do you get, stay, and act in front of clients? Glenn Poulos covered these concepts in his latest book, “Never Sit in the Lobby,” and we discuss them in this episode of Negotiations Ninja. Outline of This Episode [1:48] Learn more about Glenn Poulos [3:11] How to get, stay, and act in front of clients… [5:31] Never sit in the lobby [13:26] How to build rapport...
Oct 30, 2023•24 min•Ep. 407
How do you stand out in B2B sales? You stand out by one-upping your customers by learning what you need to know about them. You will always know something that someone else doesn’t. You can take that knowledge and expertise and help your clients transform their businesses. Learn more about the process in this throwback episode of Negotiations Ninja with Anthony Iannarino.
Oct 26, 2023•33 min•Ep. 406
Why do women hesitate to negotiate? How do you prep, practice, and make your ask? How do you determine your unique value proposition? Leadership and Career Coach Kelli Thompson is on a mission to help women advance in the rooms where decisions are made. If you’re ready to hone your salary negotiation skills, Kelli Thompson will teach you how to confidently negotiate your salary in this episode of Negotiations Ninja. Outline of This Episode [1:28] Learn more about Kelli Thompson [2:26] The myths ...
Oct 23, 2023•23 min•Ep. 405
Most people miss everyday opportunities to negotiate. Many of us are psychologically wired to accept things as they are. We don’t try to negotiate bills or ask for discounts and miss out on everyday negotiation opportunities. Suzanne de Janasz believes that’s a mistake. We need to learn to recognize opportunities to negotiate. But gender, cultural, and other biases alter one’s perceptions. Suzanne shares how you can begin to overcome these disparities in this throwback episode of Negotiations Ni...
Oct 19, 2023•25 min•Ep. 404
What is stoicism? What is its background and context? How can the philosophical lessons of stoicism be applied to negotiation? According to Doug Witten, there are many lessons we can learn from famous stoics that we can apply to negotiation. Doug Witten is a mediator, arbitrator, negotiation coach, author, and was previously a corporate lawyer. He made it the mission of his career to help businesses and individuals solve disputes via alternative means. He’s been guiding people through the negoti...
Oct 16, 2023•25 min•Ep. 403
Because the growth of procurement teams in organizations isn’t prioritized, they’re being taken advantage of. Expense management and the development of important internal and external relationships are being neglected. Suboptimal short-term contracts are being signed out of pure necessity. What can procurement do to navigate these vulnerabilities? How can they avoid being taken advantage of by their counterparts? Rich Ham dives into the topic in this throwback episode of Negotiations Ninja....
Oct 12, 2023•35 min•Ep. 402
Roger Dawson was an amazing negotiation professional, prolific author, the founder of the Power Negotiation Institute, and someone that I thought of very highly. In this special episode of Negotiations Ninja, Roger’s wife, Gisela shares a behind-the-scenes look at a great negotiator and an even better man. Outline of This Episode [1:49] Learn more about Gisela and Roger Dawson [5:54] Roger’s approach to his work and life [11:33] The value Roger saw in simply asking [16:23] Can people learn grace...
Oct 09, 2023•24 min•Ep. 401
Intellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets? Jeanette Nyden and Lawrence Kane break it down in this throwback episode of Negotiations Ninja!
Oct 05, 2023•38 min•Ep. 400
How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through the sales negotiation process? “Sales Evangelist,” author, and podcast host Donald Kelly joins me in this episode of Negotiations Ninja to tackle these questions. By the end, you’ll have a greater understanding and framework you can use to master sales negotiations. Outline of This Episode [2:11] Learn mor...
Oct 02, 2023•32 min•Ep. 399
How do you know what you’re worth? How do you ask for what you’re worth? Salary negotiations are tricky to navigate. Luckily, Fotini Iconomopoulos shares some foolproof strategies in this throwback episode of Negotiations Ninja. She covers overcoming imposter syndrome, words and phrases to avoid saying, and how to research what you’re worth. Don’t miss it!
Sep 28, 2023•25 min•Ep. 398
What is the role of gender in negotiations? What narratives influence negotiations? Sometimes, we forget that we have agency in how we negotiate. As an expert in negotiation and conflict resolution, Beth Fisher-Yoshida has learned that one thing is foundational: to improve your negotiation, you need to start by building self-awareness. In this episode of Negotiations Ninja, she shares how understanding gender roles—and how they impact your mindset—impacts negotiations and what you can do about i...
Sep 25, 2023•20 min•Ep. 397
Everyone loves a good spy movie, right? The intrigue, the danger, the mystery…it’s fascinating. In this special throwback episode of Negotiations Ninja, we revisit a special conversation with Jack Barsky, who was originally a sleeper agent for the KGB. After being exposed, Jack became an asset for United States intelligence. He shares what undercover life was really like in this episode. Don’t miss it!
Sep 21, 2023•38 min•Ep. 396
Tim Castle—a sales coach, professional development coach, and best-selling author—embraces an unusual approach in his negotiations. His H.U.M.A.N. approach to negotiations emphasizes hearing, unlocking, moving, aligning, and networking. Tim will break down some of these concepts to help transform the way you think about negotiations in this episode of Negotiations Ninja! Outline of This Episode [1:43] Learn more about Tim Castle [2:19] The H.U.M.A.N. approach to negotiation [4:24] How to “hear” ...
Sep 18, 2023•25 min•Ep. 395
According to Brian Ahearn, influence is a way of life . Embracing the principles of influence— reciprocity, commitment or consistency, consensus or social proof, authority, liking, and scarcity—allows you to look at life through a different lens. And each principle builds on the other. When you focus on getting to know and like the people around you, you’ll learn what’s meaningful to them. According to Brian, “The foundation of everything is the principle of learning to like others and build rel...
Sep 14, 2023•18 min•Ep. 394
Multiparty and multi-stakeholder negotiations are complex. Community negotiation is even more so. The process is mind-boggling. And it’s one that Nokukhanya (Nox) Ntuli navigates regularly. Nox is a South African lawyer, mediator, process facilitator, and the Head of Dispute Resolution at Compliance Advisor Ombudsman, part of the World Bank Group. Her role is an accountability mechanism within the World Bank Group. Its purpose is to accept complaints from communities that feel negatively affecte...
Sep 11, 2023•29 min•Ep. 393
In Dan Oblinger and Allan Tsang’s book, “ Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements ,” they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, they cover a few, including a commonly held belief: That trust is a necessity. They contend that trust is a luxury. And trust is a luxury that most negotiators don’t have. What should you focus on instead? Learn more in this fun throwback episode of Negotiations Ninja!...
Sep 07, 2023•37 min•Ep. 392
If we went back 15 years and looked up “Social Engineering,” it was defined as something malicious and manipulative. But as Chris Hadnagy studied psychology, influence, persuasion, and human decision-making, he saw that social engineering wasn’t always negative. So Chris came up with a new definition: Human hacking, i.e. social engineering, is “Any act that influences a person to take an action that may or may not be in their best interest.” How social engineering is used defines if it is malici...
Sep 04, 2023•31 min•Ep. 391
How do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden , “If you don’t have a good risk analysis or cost analysts on the customer side, then you use formulas.” Jeanette shares what this could look like in this throwback episode of Negotiations Ninja!
Aug 31, 2023•25 min•Ep. 390
Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it home in his book, “ Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader. ” In this episode of Negotiations Ninja, we get into the specifics of the hostage negotiation framework, tactical empathy, the ability to build emotional control into conversa...
Aug 28, 2023•29 min•Ep. 389
So much of the sales world has moved online because of the Covid pandemic. But even before that, virtual sales were becoming more prevalent. Now, it’s more important than ever to develop virtual sales mastery. That’s why we’re returning to this poignant episode with Steve Brossman in this throwback episode of Negotiations Ninja. Tune in to hear him unpack the art and science of virtual sales! https://negotiations.ninja/podcast/the-art-and-science-of-virtual-selling-with-steve-brossman-ep-271/...
Aug 24, 2023•29 min•Ep. 388
Matthias Schranner specializes in especially difficult negotiations, those that you can’t simply win with preparation and a good argument. Coming to an agreement in a difficult negotiation often requires wildly different strategies than a simple business negotiation. Matthias was a hostage negotiator in Germany for over 14 years before he started his own business focusing on difficult negotiations in the Global World. He sheds light on the process of navigating difficult negotiations in this epi...
Aug 21, 2023•23 min•Ep. 387
