Michael Reddington, certified forensic interviewer (CFI) joins us in the Persuasion Lab Podcast to share his go to strategies and tactics when it comes to negotiating for a confession... or to improving your organization or to improving your organization or landing a deal. Included are reasons why people lie (it's not why you think), why you need to have an out for the person you're negotiating with, and some absolutely killer stories about these tactics in action. Additional Resources: - www.in...
Apr 01, 2021•56 min
We're thrilled to have Dr Mary Medeiros, licensed clinical psychologist and professor of psychology in the lab again! Last time Dr Medeiros was here we talked all about narcissism ( catch that episode here ) and negotiation. Today we're talking about how to work with folks experiencing Borderline Personality Disorder (BPD) for a successful negotiation. Dr Medeiros walks us through what a true diagnosis of BPD requires, and four tools to use when you're at the table with someone exhibiting charac...
Mar 25, 2021•55 min
This week, we're talking all things jewelry as they apply to negotiation. Gina the Gemologist is a seasoned pro when it comes to navigating the jewelry industry. She provides tips about how to say what you need at the beginning of a sales transaction as a consumer, what your jewelry is saying about you in a negotiation setting, and how to impress your spouse or partner with something they'll adore. I had a great time talking with Gina, and I'm sure you'll enjoy listening equally as much! Connect...
Mar 18, 2021•50 min
Dr Grace Medeiros shares with us the inside scoop on what's going on when you are wanting to avoid a negotiation or when you freeze up in the middle of a deal. Listen in for some physiology review, and, more important, research based strategies to keep your brain at ease for a masterful negotiation. Referenced episodes: #51 Setting Boundaries and How to Say No Resources for further reading: National Institutes of Health Journal of Neuroscience World Health Organization American Psychological Ass...
Mar 11, 2021•41 min
Learn from Gene Hammons how to get all the benefit while minimizing risk when it comes to enterprise resource planning. We're bringing Q&A to the Persuasion Lab Podcast! Drop your questions to [email protected] to be featured. Join us in the Persuasion Lab: www.thepersuasionlab.com Got questions? Feedback? Drop me a line at [email protected] The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstanc...
Mar 04, 2021•43 min
What's the best way to address and prevent police judgment errors while simultaneously leveraging technology for accountability? According to Janus Sanders, innovative technologies are one viable way forward. Join me as I talk with electrical engineer and data specialist Janus Sanders about how we can foster trust and objectivity in law enforcement. Law enforcement is asked to make thousands of judgments in difficult situations each day. Janus is working with police departments using technology ...
Feb 25, 2021•49 min
I met Kory Murphy in a Society for Information Manager's meeting talking about getting diverse communities into Information Technology as well as other STEM fields. Kory is a powerful yet approachable public speaker and I've really enjoyed his subsequent talks. His character and stage presence assure he is mobbed at the end of his lectures. Today, we are talking about investment capital in diverse communities. We will talk about successes, tragedies and failures and what is happening now and how...
Feb 18, 2021•50 min
You log off of that virtual interview -- phew, it actually went well. Wait, though, how are you going to negotiate your salary? Can you negotiate your salary? Or are you waiting and waiting... and waiting to get that call from your boss that you're finally getting the raise and promotion you've been after? Either way, tune in to this week's episode as I talk through key points when it comes to negotiating money at work. The key takeaways: Always DO - do the math - embrace the ambiguity - do your...
Feb 11, 2021•51 min
In this episode I discuss the different types of sales strategies. An important part of being a good sales person is thinking empathetically about what the customer wants. Additional References: Never Split the Difference by Chris Voss #31 - Mark Berkovitch and Tech Sales #32 - Emotion and Trust in Sales with Larry Johnson Got questions about the lab? Let us know! Email [email protected]. The host and our guests anonymize case studies, stories, and examples. Any resemblance to rea...
Feb 04, 2021•58 min
In this episode I discuss the details of making a negotiation deadline. Trust, especially in a long term negotiation, is the key to sealing the deal. Remember: Successful negotiation is about building relationships. Waitlist opens for the premium plus persuasion lab cohort; 20 spots are available; the doors will only be open for one week, starting Feb 15 Got questions about the lab? Let us know! Email [email protected]. The host and our guests anonymize case studies, stories, and ...
Jan 27, 2021•35 min
Lots of folks avoid negotiation (and/or conflict) because they don't want to be 'manipulative' or 'sleezy.' The good news: the best negotiators use tactics that are the opposite of sleezy. They know that those manipulative, sleezy tactics will absolutely be used on them at one point or another, and so they also know what to look out for throughout their deals and negotiations. Listen in to this week's episode to learn how to negotiate with integrity, AND how to be smart about when those sleezy t...
Jan 20, 2021•48 min
There is a TON that goes into the work of negotiation: tactics, strategy, operations. There are deal points and checklists and considerations at every level of a negotiation. How do you make the most at every single level in every single way? Listen in for my #1 most necessary negotiation technique... that many folks miss in their haste. The fully outfitted DIGITAL Persuasion Lab is officially open! Head on over to thepersuasionlab.com to kick the tires and see all the features to help you make ...
Jan 12, 2021•40 min
Possibly the MOST common reaction I get from folks when I teach negotiation is: "but I don't negotiate." Today, I'm here to tell you that you absolutely DO negotiate. It could be convincing your kids to hang up their wet towels or getting a team member to finish a project on time and within budget. Even if you're not on the front lines of sales, acquisitions, law, politics, or diplomatic pursuits, you're negotiating at least once a day... usually more. Spoiler alert: the skill set that makes you...
Jan 06, 2021•19 min
My Persuasion Lab Strategic Plan became uncomfortably personal when, because of a mid road trip breakdown I found myself needing to purchase a car. In this no-holds-barred episode, I'm sharing my personal story how I had the deal peer-reviewed by a car buyer. Are you in the market for a car on purpose? Listen in for eight steps to a successful deal. A free strategic plan worksheet is also available on thepersuasionlab.com along with a simple deal assessment calculator. The fully outfitted DIGITA...
Dec 30, 2020•37 min
Villanova University highlighted the top ten challenges Project Managers Face in a 2019 survey. Though these challenges are acute, using skills like empathic negotiation allow managers to not only navigate projects, but enfranchise all stakeholders along the way. This episode reviews challenges project managers face and expounds on specific negotiation skills needed. The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumstances i...
Dec 23, 2020•24 min
This week we will teach the five-step process to obtain a Zone of Possible Negotiation - the ZOPA- and its utility and failings. This appears in the book Negotiation Genius by Deepak Malhotra and Max Bazerman of Harvard Business School. This book is used by many MBA programs. We discuss how this is very different than the "best alternative to a negotiated agreement "(BATNA), but uses the BATNA concept in the ZOPA formula. The ZOPA relies on intelligence we don't always get to have in practice. T...
Dec 21, 2020•19 min
The second most listened to episode in The Persuasion Lab was about how to negotiate with a narcissist, based on nothing more than my experience of over 25 years negotiating deals and disputes and dime-store understanding of the personality type. This week, we interview an expert on the topic, a clinical psychologist of vast experience working in both inpatient and outpatient settings with clients across the socio-economic spectrum. Our guest this week is none other than Dr. Mary Ellen Medeiros!...
Dec 14, 2020•47 min
Today I discuss lessons from operational aspects of a negotiation. This episode covers the six domains of physically reading an interaction. This is information from the US Marine Corps Combat Hunter Program that you can use in business to gain insights in any negotiation. These concepts appear in the book Left of Bang by Patrick Van Horne and Jason Riley who now consult businesses on things they learned in their military careers. The fully outfitted DIGITAL Persuasion Lab is officially open! He...
Dec 07, 2020•21 min
Tune in to this special episode of the Persuasion Lab with host Martin Medeiros and the host of Ponder and Practice Dr. Katherine Hofmann We sometimes feel too aggressive when we set boundaries with long-time business associates, friends, neighbors, and life partners. The truth is your mental health depends on being able to say no as saying "yes" to everything is problematic. Learn how to say No with Dr. No. The fully outfitted DIGITAL Persuasion Lab is officially open! Head on over to thepersua...
Nov 30, 2020•51 min
Tune in as I go over some tips and tricks to negotiate when you feel as though there are no other options. The fully outfitted DIGITAL Persuasion Lab is officially open! Head on over to thepersuasionlab.com to kick the tires and see all the features to help you make the most of every negotiation! While the lab will be open indefinitely, special opening rates will not, including a one-time payment for life-time membership! Got questions about the lab? Let us know at [email protected]...
Nov 23, 2020•29 min
This week we hear from Pacific University CIO Brandon Gatke and how he persuaded faculty and students to rapidly shift into virtual learning while preserving technology AND, all at once keeping most everyone happy. The fully outfitted DIGITAL Persuasion Lab is officially open! Head on over to thepersuasionlab.com to kick the tires and see all the features to help you make the most of every negotiation! While the lab will be open indefinitely, special opening rates will not, including a one-time ...
Nov 16, 2020•44 min
This veteran's week I was honored to speak with Colonel Christopher Starling, USMC (Ret), Executive Director of NPower in San Francisco, an organization that teaches technology to veterans and underserved communities. Col. Starling is not only a decorated combat veteran but also, a stage actor, comedian, impressionist, and raconteur. We talk about persuasion, influence, and negotiation across cultures and language barriers, in non-profits and - and yes, and in actual combat. Please share and sub...
Nov 09, 2020•42 min
Skip Newberry is the Chief Executive Officer of the Technology Association of Oregon (TAO). In this episode Mr. Newberry shares technology sector expertise, including how to influence public officials when it comes to tech policies. With more than a decade in the field of innovative technology and a background in law, Mr. Newberry is an expert when it comes to making things happen via persuasion and influence in both the private and public sectors of technology innovation and policy. TAO’s visio...
Nov 03, 2020•44 min
In this episode, we talk with Natural Resource Expert Greg Wolley on his journey into a career in natural resources and what he is doing about persuading and influencing diverse communities to enjoy and seek employment in organizations that manage and support natural resources. Programs/Resources mentioned: Outward Bound Adventures How to write an inclusive job description The host and our guests anonymize case studies, stories, and examples. Any resemblance to real persons and similar circumsta...
Oct 26, 2020•43 min
In this episode I interview Sarabjeet "Saby" Waraich about his many achievements as a negotiator and manager of large projects in the public sector and how he brings very different organizations together to complete complex information technology projects. 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 re...
Oct 19, 2020•48 min
After more than 20 years in the business, real estate pro Miles Newmark knows how to make great deals as a landlord. He also knows what to look for in great tenants. Listen in on this week's episode for everything you need to know, whether you're looking for a tenant, or trying to find a space to lease. 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 anony...
Oct 12, 2020•56 min•Ep. 44
This year has been historic for wildfires. All across the continent people have woken up to hazy skies or even worse. Listen in as I talk to Nick Smith who is executive director of Healthy Forests Healthy Communities. This group supports active forest management. 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....
Oct 05, 2020•35 min
Information is power, and keeping confidential information private over the course of a negotiation is key. Come on into the lab and listen in as I teach you how to keep information secret. 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...
Sep 28, 2020•18 min
Kelly Paxton is the Pink Collar Crime Lady. As a former federal agent and current Certified Fraud Examiner, Kelly is an expert when it comes to all things pink collar fraud. During this episode we discuss gender differences in fraud, how embezzlers steal millions of dollars a few thousand at a time, and why only 15% are reported. You can hear more from Kelly at https://pinkcollarcrime.com/ or at https://kellypaxton.com/. Catch her if you can on Twitter, @pdxcfe. Like what you're hearing? Hit sub...
Sep 14, 2020•45 min•Ep. 41
Listen in as I talk with my long-time friend and colleague Jason McCracken about all things e-commerce, customer loyalty ... and a little about Hollywood too! Director of Product at American Express, Jason generously shares just how to drive customer behavior in the direction YOU want it: headlong into sales. 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...
Sep 14, 2020•31 min
