A Purchase Order is a contract sent from the buyer of goods to the seller of goods. It is an efficient way to acquire goods or services. Listen in on this episode as Martin discusses how to make a Purchase Order work for you. If you like what your hearing hit the subscribe button and never miss an episode! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstances is coincidental. Nothing in this podcast should be relied upon ...
Sep 08, 2020•16 min
While negotiation is often thought of as a purely mental effort, the truth is that if you haven't taken care of your body, your mind won't be at its sharpest. Which means you're in danger of not being able to get your needs met. Learn how to keep your body AND mind in tip top shape in this episode, as Martin talks with Dr. Katherine Hofmann. Dr. Hofmann is a naturopathic physician who specializes in mental health and longevity. She sheds some light on just how to stay empathic when emotions are ...
Aug 31, 2020•42 min
Contracts are the foundation of any deal, whether a new business, tech transfer, onboarding employees... even marriage. If your contract is not done well, you're going to be on the hook when things go sideways. If, however, your contract is done with thoughtful precision, you'll be in the enviable position of saving potential tens, or even hundreds of thousands. Listen in on this episode as Martin discusses how to save money while negotiating on a contract, including 14 main points to make sure ...
Aug 24, 2020•27 min
For many years, the negotiation dogma has been get to 'yes' ASAP to get the other side to buy into what you're selling. Is this still relevant? In this episode Martin talks through the book Getting to Yes by Roger Fisher and William Ury. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real p...
Aug 17, 2020•23 min
Nothing kills an argument quite as effectively as a logical fallacy. Learn to watch out for them so that you can avoid using them yourself, and see them when someone else uses them on you. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstances is coincidental....
Aug 03, 2020•20 min
We've had Mark on the show before to shed some light on making the most of sales in technology. In this episode, Mark shares more about his experience as a supervisor, and what a potential employer is looking for in applicants and candidates. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to r...
Jul 27, 2020•20 min
Dalena Bradley is a pro at helping folks nail the interview. A Job Interview Expert and Career Marketing Services Coach, Dalena is exactly the person you want in your corner if you've aced your application and are gearing up for an interview. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to r...
Jul 20, 2020•35 min
Larry Johnson started his career as a car salesmen, and has been successful over the years NOT because of used-car salesman tactics, but because he cares about his customers getting what they want and need. While he doesn't sell cars anymore, Larry continues to bring the best to his customers. He generously shares just how he does it in this conversation. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day ...
Jul 13, 2020•30 min
When it comes to sales, few are as experienced or effective as Mark Berkovitch. In this episode Mark shares his expertise, including sales preparation, building trust with clients, and staying objective in a sales negotiation. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and ...
Jul 06, 2020•23 min
Your nervous system is wired to have one of three responses: relaxed engagement, fight/flight, or freeze. Once your body shifts into a fight/flight or freeze response, your negotiation is as good as lost. In this episode Martin discusses how to get beyond these basic responses so you can stay relaxed, engaged, and continue to get your needs met. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiatio...
Jun 29, 2020•15 min
The best tech in the world is worthless if it doesn't have a practical use. In this episode Martin sits down with physicist and MBA David McFeeters-Krone about negotiating tech transfer. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstances is coincidental. N...
Jun 22, 2020•31 min
In this episode Martin discusses different strategies to negotiate depending on your strengths and weaknesses. At the end of the day the more you negotiate your authentic style, the better you get at negotiation. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circum...
Jun 15, 2020•11 min
The more people involved, the more complex interactions get. In this episode Martin discusses the roles that a good leader must fill in order to have an efficient well-working team. He also talks about PIN communication, a system to help leaders be effective negotiators. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and e...
Jun 08, 2020•18 min
Your mind and emotions are designed to protect your ego and identity. In this episode Martin discusses the operational implications of identity in negotiation, including identity stereotypes, enfranchisement, and keeping your cool to work around an identity attack. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and example...
Jun 01, 2020•10 min
Facial expressions are universal. What's more, volumes are communicated in milliseconds. In this episode Martin discusses the work of Dr.Paul Ekman and his study how micro expressions (facial movements that last milliseconds) can affect a negotiation. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resembl...
May 29, 2020•5 min
90% of communication is nonverbal -- which means if you're not making the most of what your body is broadcasting, you're missing out on opportunities at best. At worst, you're actively hurting your deal. After listening to this episode, you'll be able to make the most of ALL the ways you communicate, as Martin discusses how different types of body language can facilitate communication. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the rea...
May 25, 2020•6 min
There's nothing that messes up a negotiation quite like emotions. In this episode Martin discusses tactics to deal with emotions in a negotiation, so they don't get the better of you, or your deal. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstances is coin...
May 22, 2020•12 min
People, most often, are the problem. Once emotions and egos get involved, negotations can devolve and escalate quickly. This episode covers the basic work of Dr. Richard Thaler and other researchers. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! This covers part of an interactive exercise given by live workshops by Martin Medeiros and is covered in depth in his online course of...
Mar 10, 2020•10 min
This episode review considerations in going into business with others and what basic considerations the founding partners should have. Hint: you need to be able to weather any breakup with as much ease as the honeymoon. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! This covers part of an interactive exercise given by live workshops by Martin Medeiros and is covered more in dept...
Mar 03, 2020•10 min
Looking for work is the hardest job you will ever have. Make sure you make the most of your hard work by negotiating like a boss -- whatever the position you've applied for. Listen in for the basics of negotiation while job seeking. If you like what you're hearing in this episode, you're going to love 161 Negotiation Tactics . Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The h...
Feb 25, 2020•9 min
This episode covers the work of Robert Cialdini in his books Influence and Pre-Suasion and other researchers. This covers part of an interactive exercise given by live workshops by Martin Medeiros and is covered in depth in his online course of negotiation . This involves the tactical subsystem taught by Martin Medeiros. Like what you're hearing? You're going to love 161 Negotiation Tactics . For a more in-depth look at detailed mechanisms to influence, listen to #13. Like what you're hearing? H...
Feb 18, 2020•18 min
While headlines attract our attention we don't always look at the mechanism. Understanding and studying the mechanisms can prevent you losing out in negotiations, AND it helps you know if they are being used on you. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar cir...
Feb 11, 2020•18 min
Based on a presentation delivered at the University of Washington, this episode is covers how artificial intelligence is replacing humans in complex negotiations. Experiments by IBM and the University of Michigan on how artificial intelligence (AI) and machine learning can automatically negotiate for us. This is covered in depth in a lesson in the online course by Negotiation Strategist Research . Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings ...
Feb 04, 2020•24 min
Leaders must know more than basics in negotiation. This episode covers very basic considerations for leaders. If this is new to you, consider reviewing the online course on negotiation. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstances is coincidental. No...
Jan 28, 2020•21 min
Multi-party (three parties or more) negotiation is more complex, stressful and requires precise organization. This episode covers the basics on how to navigate a multiparty negotiation: make an agenda and arrest the behaviors that can lead to break ups, lost time and money. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, an...
Jan 21, 2020•15 min
Negotiations can lead to tempers flaring, which can lead to a hot and fast escalation. This episode covers basic tactics to cool down negotiations. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! This episode is based on the online course offered by Negotiation Strategist Research taught by Martin Medeiros . We cover the research revealed in part in his live course and the Operat...
Jan 14, 2020•13 min
There are a few all-stars in the world of negotiation, and Cialdini is certainly one of them. This episode covers the work of Dr. Robert Cialdini in his books Influence and Pre-Suasion and other researchers. This covers part of an interactive exercise given by live workshops by Martin Medeiros and is covered in depth in his online course of negotiation . Like what you're hearing? You're going to love 161 Negotiation Tactics ! Like what you're hearing? Hit subscribe and never miss an episode! Rea...
Jan 07, 2020•22 min
Listen in and learn the tactics that are going to give you the most bang for your buck when it comes to negotiation. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstances is coincidental. Nothing in this podcast should be relied upon as legal, financial, psyc...
Dec 31, 2019•15 min
One of the four operational elements, this episode covers how our physiology can impact our negotiation performance. Professional athletes monitor their health as millions of dollars are on the line; the same is (or should be) true for professional negotiators. But we seldom take care of our bodies at that level. Learn about the Israeli parole board studies and data from the NIH on how we can optimize our performance. Like what you're hearing? Hit subscribe and never miss an episode! Ready to ta...
Dec 24, 2019•9 min
This episode shows how room layout can influence the outcome of a collaboration, negotiation, or interrogation. Technically speaking, layout is an operational subsystem -- something outside the substance of the negotiation that can impact its outcome. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge ! This episode is based on the online course offered by Negotiation Strategist Resea...
Dec 18, 2019•10 min
