Shows
Negotiations Ninja PodcastHow Storytelling Increases Credibility per Mark CarpenterLogic and rational thinking don’t always work to convince someone to do something. People hear “Storytelling” and think of novels, movies, TV shows, etc. They don’t see it as what it is: A skill. Intuitively, people connect through stories. It’s how we make sense of the world. Storytelling moves someone toward action. And storytelling increases credibility. Mark Carpenter shares how to craft a simple yet compelling story—and shares how they boost your credibility—in this episode of Negotiations Ninja. Outline of This Episode [2:31] Learn more about Mark Carpenter [4:13] Storytelling increases credibility [7:15] What do great stories...
2024-03-0424 minNegotiations Ninja PodcastNegotiation Training in Wartime, Throwback with Mark LowtherMark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage in dialogue to avoid escalating to disputes. In this throwback episode of Negotiations Ninja, Mark gave us a firsthand look at what was happening in the war zone. As the war between Russia and Ukraine still wages, we can’t forget about the lives that continue to be impacted.
2024-01-1830 minNegotiations Ninja PodcastHow to Develop Cultural Awareness, Throwback with Mark DavisAccording 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 awareness in this throwback episode of Negotiations Ninja!
2023-06-2925 minNegotiations Ninja PodcastWhy Negotiation Without Emotional Intelligence Misses the Mark per Joanna SheaJoanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blend the corporate world and behavioral psychology to help negotiators realize success. What is the difference between intelligence (IQ) and emotional intelligence (EQ)? How is a blend of both of them important to the success of a negotiation? In this episode of Negotiations Ninja, Joanna shares why negotiation without EQ is useless. Don’t miss it! Outline of This Episode [1:24] Learn all about Joanna Shea...
2022-09-1234 min
Best Of Sales Skills Podcast🎙 The Negotiation Ninja: Mark RaffanMark Raffan is the Negotiation Ninja .Mark spent the first years of his corporate life as a procurement professional negotiating deals of $300M and more. He has taken everything he has learnt on the procurement side and now teaches salespeople and business leaders how to negotiate like a ninja.He is the host of the #1 negotiation podcast on the planet - Negotiation Ninja, and he is a sort-after speaker and presenter.Mark tells us: ✅ why salespeople are typically terrible at negotiation, ✅ how to take the emotion out of the...
2022-08-2928 minNegotiations Ninja PodcastNegotiation Training in Ukraine with Mark Lowther, Ep #301Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone. It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s going on so we know how to help. Learn more in this episode.
2022-08-0132 minNegotiations Ninja PodcastThrowback with Dr. Mark GoulstonAre you a good listener? In this throwback, Dr. Mark Goulston will probably persuade you otherwise. Did you know that you can talk over, at, to, or with someone? Which one is actually listening—and what should you be doing? Dr. Mark Goulston can help you transform the way you communicate. Listen to this episode of Negotiations Ninja for some of his best communication tips. Be sure to pick up his latest book, “Just Listen: Discover the Secret to Getting Through to Absolutely Anyone,” to learn even more.
2021-12-0639 minNegotiations Ninja PodcastThrowback Thursday with Dr. Mark Goulston, Ep #241In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage negotiation trainer, a psychiatrist, and the author of nine books, one of which is the #1 listening book on the planet: Just Listen. In this episode, Dr. Goulston shares actionable tips and strategies to help you be more curious, empathetic, and a better listener. Don’t miss it!
2021-07-2935 minNegotiations Ninja PodcastBecome a Better ListenerDr. Mark Goulston is back by popular demand! In this episode of Negotiations Ninja, I chat with Dr. Goulston about becoming a better listener—which includes learning how to talk with people. Dr. Mark shares that there are four levels of talking to someone. You can talk over them, at them, to them, or with them. How do you know which you’re doing? What should you do instead? Learn more in this episode! Outline of This Episode [1:26] Dr. Mark Goulston is back by popular demand! [4:20] The HUVA exercise will change everything [8:34] What if you don’t add value to...
2021-06-1439 minNegotiations Ninja PodcastLearn Exactly What to SayDo you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move in your direction? In his book, Exactly What to Say: The Magic Words for Influence and Impact, Phil Jones gives us the script for exactly what you can say to influence people. Phil has spoken in 59 different countries on five different continents, helped over 800 different industries, written seven best-selling books, and he’s trained over 2 million people. Phil’s book is a quick practical read that you can carry around...
2021-03-0829 minNegotiations Ninja PodcastThrowback Thursday with Mark LowtherIn this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In this episode, he talks about his experience(s) in suicide intervention and the harsh realities crisis negotiators live through. A negative outcome isn't always something one might want to face—but it must be acknowledged because it will happen. Learn what you can do to cope with an unexpected outcome in this episode with Mark.
2021-03-0427 minNegotiations Ninja PodcastTrade Negotiations between the United Arab Emirates and Israel with Dr. Shira MorWhat is happening between Israel and the United Arab Emirates? Is the U.S. part of the negotiations? What has led to the trade deals that are being formalized? This is a massive and historically relevant deal that’s been overshadowed by the coronavirus. Dr. Shira Mor shares a boots on the ground perspective of what’s happening in Tel Aviv. Get the inside scoop on the trade negotiations in this episode of Negotiations Ninja. Dr. Shira Mor is an Israeli-American who graduated from the Columbia Business School in 2013 with a Ph.D. in Management. She has worke...
2020-11-0930 minNegotiations Ninja PodcastThe Difference Between Influence and ManipulationWhat is the difference between influence and manipulation? Many people define them the same way—but that’s a mistake. They are fundamentally different. Bog Burg explains why in this episode of Negotiations Ninja. Bob Burg got his start as a radio broadcaster, had a stint on tv, and then dove into sales. He is the co-author of The Go-Giver series, written with John David Mann. They wrote the books in story-form to convey the idea of giving versus getting in sales. But they also talk about the difference between influence and manipulation. Listen to learn more! Outl...
2020-11-0227 minNegotiations Ninja PodcastThe World of Global Procurement RecruitmentWhat can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job availability in your region just isn’t there? The procurement industry is growing into a global force and procurement professionals need to adapt to their changing world. Martin Smith—the Managing Director of Talent Drive in the U.K.—joins this episode of the Negotiations Ninja podcast to share a fascinating outside perspective into the procurement industry. He is a high-level top-tier procurement recruiter. Martin is also the host of the Tal...
2020-10-2626 minNegotiations Ninja PodcastHow Cyber Negotiation Parallels Hostage NegotiationThe use of data has been the biggest source of growth in companies and has become the biggest source of risk. When our data is compromised and held hostage, how do we get that data back? Are the negotiations similar to a “typical” hostage negotiation? After 33 years with the Canadian Federal Police in the area of kidnaps and extortions, Cal Chrustie retired from the police force and transitioned to InterVentis global. He now works with a group of negotiators from around the world to provide education, consulting, and coaching on cyber terror incidents. In this episode of Negot...
2020-10-1936 minNegotiations Ninja PodcastProcurement Recruiting StrategiesHow do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary negotiation conversation? Does hiring leverage still exist? Mark Holyoake from Holyoake Search joins me to have a conversation about the state of procurement recruiting. Mark specializes in procurement executive search and contract staffing. He’s US-based and has worked in the industry for 20+ years. His unique view of the procurement market brings remarkable insight to the conversation. Don’t miss it! Outline of This Episode [1:43] Mark’s background in procurement recruiting [3:10] Where...
2020-10-1230 minNegotiations Ninja PodcastNegotiating a DivorceDivorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part of the process. Rebecca Zung is a divorce attorney that helps people prepare for this difficult and emotional negotiation process. In this episode of Negotiations Ninja, Rebbeca shares some practical down-to-earth advice for negotiating a divorce. Rebecca has had her own law practice for 21 years, is a best-selling author of two books, and hosts her own podcast: Negotiate Your Best Life Podcast. Outline of This Episode [0:34] How to negotiate through a divorce [2:02] Rebecca...
2020-10-0527 minNegotiations Ninja PodcastHow to Implement a Great Exit StrategyHow to raise money for a startup is a frequent topic of conversation. But there’s a lot of information lost on the back end of the conversation: how to exit. Do you have an exit strategy for your business? How do you plan an exit? Erik Kostelnik is the founder and CEO of Postal.io. He knows how to negotiate a great exit. Surprisingly, it starts before you even build your business. How? Listen to this episode of the Negotiations Ninja podcast to find out! Outline of This Episode [0:35] How to negotiate a great exit [1:42] Er...
2020-09-2823 minNegotiations Ninja PodcastHow to Master Virtual NegotiationsWhat does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get to a great deal? How do you decide what mode of communication to use? In this episode of Negotiations Ninja, Giuseppe Conti explains the benefits of each mode of communication and which to choose for optimal results. Giuseppe has been in procurement for over 25 years. He’s held senior roles with Procter & Gamble, Novartis, Firmenich, and Merck—in 5 different countries. In 2005 he started teaching negotiation at a business school. Now he teaches...
2020-09-2123 minNegotiations Ninja PodcastRichard Ham: Journalist to Master NegotiatorWhere are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract negotiations and dispute resolution. Saving YOU money is their bread and butter. It’s all about investigative research and digging into the details. They find the truth and present the data to their clients. It’s up to the client to take action—or ignore it. In this episode of Negotiations Ninja, Richard Ham—the CEO of Fine Tune—shares some of the strategies they use to successfully resolve conflict. Outline of This Episo...
2020-09-1430 minNegotiations Ninja PodcastThe Role of AI in NegotiationHow can AI make your negotiations more efficient? How can it improve outcomes for your organization? What will the ongoing role of AI be moving forward? These are some of the questions Martin Rand—Founder and CEO of Pactum AI—answers in this episode of Negotiations Ninja. While AI is still considered a new frontier to some, it is quickly becoming more applicable to the everyday functions of a business. Tune in to this episode to find out how it could impact you—positively OR negatively. Outline of This Episode [1:24] Martin Rand’s background [4:09] How cognitive biases im...
2020-09-0725 minNegotiations Ninja PodcastHow to Overcome the Barriers to ChangeWhy are people reluctant to change? What are the barriers to change? How do you overcome them? According to Jonah Berger, you have to find the catalyst that’s needed to create the change to overcome those barriers. In this episode of Negotiations Ninja, Jonah talks about the 5 most common barriers and how to overcome them to create lasting change. Don’t miss it! Jonah has been a marketing professor at the Wharton School of Business at the University of Pennsylvania for 13 years. He researches social influence, word of mouth, and why products, ideas, and behaviors catch on. A...
2020-08-3124 minNegotiations Ninja PodcastHow to Overcome Bias in NegotiationHow do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation. Outline of This Episode [1:35] Dan Lappin shares his background [3:18] The way we sell isn't the way people interact [5:43] How to re...
2020-08-2424 minNegotiations Ninja PodcastThe Power of Story in NegotiationJosh Weiss believes very deeply in the power of story. When you tell a story, there isn’t debate because they’re real things that really happened—not just theory. When people are skeptical of negotiation, its value, or its applicability it's often based more on myth than fact. So Josh set out to show people what negotiation looks like in real-life in his new book, The Book of Real-World Negotiations. In this episode of the Negotiations Ninja podcast, Josh shares some of the stories that can bring immense value to the negotiation process. Don’t miss it! ...
2020-08-1729 minNegotiations Ninja PodcastSuicide Prevention: What you NEED to KnowMany people are struggling in the midst of the Coronavirus crisis. Some have lost their jobs and were the only source of income for their family. Others have become ill or know someone who has passed away. Many people feel lonely and isolated from loved ones and are struggling with thoughts of suicide. What do you do if a friend or family member is suicidal? What are some suicide prevention tips? What resources are available to guide you? Scott Tillema shares important suicide prevention strategies in this episode of Negotiations Ninja. Do not miss it. Scott is a...
2020-08-1023 minNegotiations Ninja PodcastWhat is a Group Purchasing Organization?What is a Group Purchasing Organization? How can it benefit procurement in numerous businesses? How does a Group Purchasing Organization fit into your overall procurement strategy? In this episode of Negotiations Ninja, Anthony Clervi joins us to answer these questions and convey the usefulness of a partnership with your business. Anthony Clervi is the president and CEO of Una. He helps companies of all shapes and sizes save money on indirect products—from office supplies to telecommunications. His goal is to connect with their supplier partners and members in a way that offers value to all parties....
2020-08-0327 minNegotiations Ninja PodcastBusting Negotiation MythsIf you want a glimpse into the conversations experienced negotiators have on a daily basis—a sort of “scotch talk”—tune in to this episode of Negotiations Ninja! Dan Oblinger and Allan Tsang join me for a Q&A session where we dispel some common myths about negotiation. We chat about changing your mindset and viewing negotiation as a craft—not a gimmick. Dan Oblinger is a business consultant and negotiation coach with 10+ years of crisis negotiation experience under his belt. Allan Tsang, by day, is a negotiation coach and trainer to executives, entrepreneurs, and professional...
2020-07-2731 minNegotiations Ninja PodcastHow to Embrace an Eastern Mindset in NegotiationHow do you apply an Eastern mindset in negotiation? What are some of the core principles that Eastern cultures base their negotiations on? How can an American embrace some of these principles to create long-term and successful relationships? Mala Subramaniam joins me in this episode of Negotiations Ninja to educate us on Indian and East-Asian negotiation and how it differs from American and/or European styles. She also shares seven successful behaviors you can embrace from an Eastern mindset that will have a long-term impact on your negotiations. Mala Subramaniam is an executive coach, corporate speaker, and c...
2020-07-2029 minNegotiations Ninja PodcastGenius Negotiation Tactics You Can Learn From a Car SalesmanAre you a car salesman or sales negotiator? Do you understand what the car sales process should look like? Even if you aren’t a car salesman, this episode of Negotiations Ninja is packed with some amazing insight on sales negotiation. Tim Kintz—the President of the Kintz Group—shares how to make the sales process more effective from a different perspective. Tim offers consulting for the retail side of the automotive industry—everything from training, to seminars, to workshops at Top Golf. If you want to get into the mind of your buyer, don’t miss this episode of Negotia...
2020-07-1321 minNegotiations Ninja PodcastThe Need for Innovation in ProcurementDr. Elouise Epstein is a digital futurist and dot-connector in the world of procurement. She believes if you’re going to bring a new procurement operating model into this new world—and operate in the 21st century—it’s all got to start with digital. Dr. Elouise focuses specifically on digital excellence in procurement and supply chain. She’s a proponent of understanding emerging innovation in digital technologies. She has over 20 years of experience designing digital procurement and supply chain strategies for fortune 500 companies. Listen for a fascinating conversation directed towards those ready for a continuous shift into the future.
2020-07-0636 minNegotiations Ninja PodcastResolving Conflict with Optimal OutcomesDo you avoid resolving conflict in negotiations? Do you avoid any and all conflict in general? This is a common tendency and human nature for most, but not what you want to embrace to be a successful negotiator. In this episode of Negotiations Ninja, Dr. Jennifer Goldman-Wetzler shares some of her conflict resolution strategies that you can use to become aware of and change your own behaviors. Don’t miss her expertise and insight into resolving conflict. Dr. Jennifer Goldman-Wetlzer is the founder and CEO of the Alignment Strategies group. She holds a Ph.D. in Organizational Psy...
2020-06-2933 minNegotiations Ninja PodcastPowerful Negotiation Strategies and TacticsThe negotiation strategies and tactics that you utilize can make a powerful difference in the outcome of your negotiation. How do you handle objections? What is the focus of your negotiation? Do you ask open-ended questions? Every step of the process is helped by the right negotiation strategies. In this episode of Negotiations Ninja, Alexandra Carter shares her insight into the world of negotiation. Don’t miss it! Alexandra Carter is the Director of the Columbia Law School’s Mediation Clinic. She is a professor that focuses on teaching mediation and dispute resolution in negotiation. She recently publi...
2020-06-2222 minNegotiations Ninja PodcastHow Anthony Sarandrea Finds Success Using a Blunt Negotiation StyleDo you have a blunt negotiation style? Or are you more diplomatic in your approach? While negotiation styles can vary greatly, Anthony Sarandrea is an advocate for cutting the crap and getting down to business. What does that look like? How does his blunt negotiation style move the negotiation forward? Listen to this episode of Negotiations Ninja to find out. Anthony Sarandrea is an entrepreneur extraordinaire that helps entrepreneurs scale their business(es). He’s recognized as one of the top lead generators in the world focusing in the health, finance, and legal space. One of his bus...
2020-06-1521 minNegotiations Ninja PodcastWhy You Need to Know the Desired Outcome of a NegotiationA problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book Gap Selling: Getting the Customer to Yes is the special guest on this episode of Negotiations Ninja. Listen to this episode as we talk about the ins and outs of his gap selling sales strategy. Keenan is the CEO of “A Sales Guy Consulting” and “A Sales Guy Recruiting.” He’s also the best-selling author of multiple books (Gap Selling and Not Taught). His strategy is a game-changer for sales organizations...
2020-06-0823 minNegotiations Ninja PodcastLearning Legal NegotiationMost lawyers are not properly trained in legal negotiations. In many law schools, negotiation classes are offered—but not mandatory. So how does a lawyer cultivate the necessary skills and learn to negotiate effectively? Dr. Claudia Winkler joins me today to open the discussion about legal negotiation. We talk about the perception of lawyers’ abilities, managing emotion, planning a legal negotiation—and more. Don’t miss this episode of Negotiations Ninja! Dr. Claudia Winkler is the founder and lead trainer at The Negotiation Academy™. She holds a Master of Law from Harvard Law and a Doctorate of Law (in Eu...
2020-06-0128 minNegotiations Ninja PodcastEmbracing Cultural Intelligence in NegotiationNegotiators don’t always take into consideration the importance of understanding cultural intelligence. Culture isn’t just an outlying factor, but it’s pervasive and impacts every moment of a negotiation. In this episode of Negotiations Ninja, Mark Davis joins me to talk about the impact of culture, the lens through which we can understand it, and how it influences your decision-making. Mark Davis is a negotiator who emphasizes the importance of cultural intelligence. Negotiating with people from different cultures—and organizational cultures—is becoming more and more common. To be effective at what we do, we must learn...
2020-05-2526 minNegotiations Ninja PodcastCommunication in Sales ManagementThose in sales management know it can be a difficult task. Managing sales teams, working with business owners, and managing integration with the rest of the business can be rough to navigate. Many sales managers have mastered their craft, while others are in the position simply for more money. But good sales managers can teach us a lot about communication, conversation, and negotiation. Rene Zamora joins me in this episode of Negotiations Ninja to share his expertise in sales management and communication. Rene is an expert sales management consultant who specializes in working with small business owners a...
2020-05-1825 minNegotiations Ninja PodcastConflict Resolution in NegotiationConflict resolution in negotiation is important for a negotiator to master—or at the very least learn to understand. You must be able to find confidence in the conflict, which is one of the main themes running through Kwame Christian’s new book: Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict. Listen to this episode for an inside look at his book. We also cover conflict resolution—both internally and externally—and a psychological aspect of negotiation often overlooked. Kwame Christian is a Negotiation & Conflict Resolution Training Consultant as well as a busi...
2020-05-1133 minNegotiations Ninja PodcastQ&A Session: Negotiating During the Coronavirus CrisisThe Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NEED to change our tactics? What are some strategies we can use to navigate this pandemic? Today’s episode of Negotiations Ninja is a Q&A with Gary Noesner and Allan Tsang, with Shane Ray Martin moderating. Gary Noesner is a former FBI Negotiator and author of “Stalling for Time: My Life as an FBI Hostage Negotiator.” Allan Tsang is a negotiation coach for entrepreneurs and prof...
2020-05-0453 minNegotiations Ninja PodcastWhy People Buy [the Psychology Behind Buyer Intent]Why people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode of Negotiations Ninja, David Priemer joins me to share some of the science behind buying behavior. We talk about buyer experience, the importance of listening, and leveraging technology to help you learn. David Priemer started his career as a research scientist and landed in the sales world by accident. After 20 years of working with 4 different startups and at Salesforce, he launched Cerebral Selling. His goal is to equip salespeople to...
2020-04-2724 minNegotiations Ninja PodcastThe Importance of Negotiation PreparationPlanning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills. Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make se...
2020-04-2033 minNegotiations Ninja PodcastNegotiation Strategies Straight From [Famous Mentalist]What can a mentalist teach negotiators about their craft? A mentalist can be thought of like a magician or psychic—someone who exhibits abilities that seem supernatural. Banachek describes his craft, in short, as the ability to “Take my five known senses to create the illusion of a sixth sense”. It’s a combination of experience, intuition, and known means of persuasion. In this episode of Negotiations Ninja, Banachek joins me to share how his skills can be useful in negotiation—be sure to listen. Banachek is a magician and mentalist, who instantly became known around the world for c...
2020-04-1330 minNegotiations Ninja PodcastEffectively Communicating in CrisisAs an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it’s hard to see a light at the end of the tunnel. As business owners and entrepreneurs, how do we communicate with our employees and our customers during this time? How do we step up as leaders and reassure those we are responsible for? My friend and mentor, Marty Park, joins me in this episode of Negotiations Ninja to share his insight. Marty refers to himself as a “chronic entrepreneur” with over 25 years of experience. He’s own...
2020-04-0640 minNegotiations Ninja PodcastNegotiation Methods Beginners Must LearnNegotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, you don’t always know who to trust and who to learn from. In this episode of Negotiations Ninja, the well-trusted procurement professional Josh King joins me to share some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Josh King is the Vice President and Chief Procurement Officer at American Water. After college, he joined the navy where he was a submarine officer for 7 years. During his last two years of se...
2020-03-3022 minNegotiations Ninja PodcastThe Impact of Artificial Intelligence on Procurement NegotiationThe use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform called Bid Ops. Bid Ops is one of the first companies to use artificial intelligence to fully automate supplier negotiations. Edmund Zagorin joins me in this episode of Negotiations Ninja to talk about how Bid Ops forecasts the outcome of a negotiation, develops quotes, and helps smooth the negotiation process. Edmund is the founder and CEO of Bid Ops. He started his career as a procurement officer as well as the Assistant Program Director for Debate at t...
2020-03-2329 minNegotiations Ninja PodcastLearn How to ‘Pitch Anything’Are you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything. Oren is the Director of Capital Markets at Intersection Capital where he provides training, management, and advisory services. He is the President and CEO of Pitch Anything, and author of the books Pitch Anything and Flip the Script: Getting People to Think Your...
2020-03-1631 minNegotiations Ninja PodcastSales and Procurement Need to Engage in Genuine ConversationsSales and procurement view each other as enemies—but don’t work to change that mindset. Both sides feel that the other doesn’t understand what they do and they have no empathy for each other. My guest today agrees that this needs to change. Sales and procurement need to start having real and genuine conversations. In this episode of Negotiations Ninja, John Barrows joins me to start the conversation. Listen along as we chat about preparing for an impending market correction, the animosity between procurement and sales, and how to facilitate open dialogue between the two. Jo...
2020-03-0938 minNegotiations Ninja PodcastWhat is a Sales Development Representative?What is a Sales Development Representative? with Morgan J Ingram, Ep #125 If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy. Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream wa...
2020-03-0231 minNegotiations Ninja PodcastMastering Sales Negotiation SkillsMastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or service from everyone else. Closing a sale used to mean sitting in a boardroom until a deal was accomplished. Now, sales professionals are forced to be more creative. We no longer live in a world of black-and-white and each potential client wants a unique deal catered to them. My guest today, Kim Orlesky, knows the tactics and sales negotiation skills it takes to close...
2020-02-2432 minNegotiations Ninja PodcastNegotiating Across CulturesNegotiating across cultures adds a level of complexity to the negotiations process that many people don’t take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingly simple words and phrases that are understood differently, making this type of negotiation difficult at best. The opportunity to learn from those who are in the trenches of international negotiation regularly is priceless, especially when the subject of our study is someone who consistently does this kind of negotiation well. My guest on this episode is one of those people, International negotiator and trainer Mihai Isman. He is...
2020-02-1724 minNegotiations Ninja PodcastKeys To Developing Negotiation Skills That WorkEvery negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on this episode is Mohammed Faridy, a man who has great insight into the subject because he put himself on a trajectory toward constant improvement from his early days as a negotiator. It was working at Citibank that he found two excellent negotiation mentors who helped him get his bearings and hone his skills in IT contract negotiations. Today, Mohammed provides negotiations consulting and training and serves as CEO of OneView, a technology procurement software as...
2020-02-1026 minNegotiations Ninja PodcastPowerful Lessons From Trade Tensions And Negotiations With ChinaThe 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both parties have distinct approaches to negotiation that inform how they have positioned themselves and neither party wants to lose face on the world stage. It’s not only a clash of world powers who have very different goals, in many ways, it is a clash of cultures as well. My guest on this episode is Allan Tsang, a man who is uniquely qualified to comment on what’s happening in this International trade nego...
2020-02-0328 minNegotiations Ninja PodcastLearning From Failed Negotiations With TerroristsTerrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiations with them better than Cal Chrustie. Likewise, there’s no one better to teach us how to make the most out of those failures. Cal served for 34 years with the Royal Canadian Mounted Police and has also served as a Negotiations Mediator for the United Nations in the former country of Yugoslavia. He’s been involved in some of the highest stakes negotiation scenarios you can imagine. On this episode, he shares the most...
2020-01-2741 minNegotiations Ninja PodcastEffective Negotiation Will Never Happen Without ThisMy guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don’t let the fact that his negotiations often happened in life and death situations convince you that his experience is worlds apart from whatever it is that you do. It’s not. What he learned in that high-pressure environment transfers across the board to every discipline. You can apply the principles to procurement, sales, and a variety of other business applications - not to mention your personal relationships.. Dan Oblinger is a hostage negotiator, author, international keynote spea...
2020-01-2024 min
Negotiations Ninja PodcastNegotiations Lessons from the FieldNegotiation Lessons From The Field, with Gary Noesner, Ep #119 Many times the hardest negotiation lessons to learn are hard because they are painful. Those learned in real-life failed negotiations can be among the most valuable. The Waco Siege of 1993 stands out as one of the most tragic and mishandled negotiations in American history. Many observations have been made about what happened there, but the FBI hostage negotiators who were on the scene are the ones who know best what went wrong—and why.. Gary Noesner was the lead negotiator at that event He retired from th...
2020-01-1333 min
Negotiations Ninja PodcastNegotiate Like an Entrepreneur Negotiation is one of the most overlooked things in the lives of entrepreneurs. There are many reasons for this, which we’ll get into in this episode, but suffice it to say that when entrepreneurs don’t learn how to negotiate well, lots of money is left on the table. To discuss this issue I asked my business coach, Marty Park to give us an overview of the issue. Marty has built businesses from the ground up for years— 14 companies over two decades. He’s able to speak to this issue from experiential and observational standpoints. He’s fought t...
2020-01-0631 min
Negotiations Ninja PodcastSmall and Medium Business NegotiationBusiness negotiation, whether carried out by small, medium, or large business personnel, is a skill that must be developed. But small and medium business approaches to negotiation need to be better informed if they are to succeed when competing against the larger companies. My guest on this episode, James Orsini, brings a wealth of insight to us through his experience as an agency leader and from teaching small and medium business leaders how to be more successful, not only in negotiations but in business in general. Outline of This Episode [2:37] James’ experience prior to joining Gary Va...
2019-12-1616 min
Negotiations Ninja PodcastPriceless Negotiation WisdomOne of the most plentiful commodities available to anyone who wants to learn is the wisdom of others in our field. As negotiators, we need to avail ourselves of this amazing resource every chance we get. This episode is filled with pearls of negotiation wisdom from my friend, the one and only Marty Latz. You’re going to hear Marty’s personal and career negotiating successes as well as some situations that didn’t go well. He has some fantastic insights into the key skills every negotiator needs to master, the things people miss in personal and profes...
2019-12-0921 min
Negotiations Ninja PodcastThe Realities of Crisis NegotiationNobody would assume that crisis negotiation is easy, but few of us truly know just how hard it is. My guest on this episode, Mark Lowther, is one of those who know the reality first-hand. Mark’s diverse catalog of experiences ranges from serving in the United States Marines to two Metro SWAT teams where he was involved in and all levels of negotiations, including the first known hostage negotiations involving social media. Mark has extensive background and training in suicide intervention and on this episode, you’ll hear him describe the most difficult and disappointing negotiation of h...
2019-12-0228 min
Negotiations Ninja PodcastDeveloping A Contract PlaybookFor procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for guidance. The wait is over. This episode of Negotiations Ninja features co-authors Jeanette Nyden and Lawrence Kane who have quite literally just written the book on the subject. “The Contract Professional’s Playbook” is now available on Amazon and sets the standard for developing procurement talent, building those individuals into personnel assets who add great value to the organization, and set up the industry to continue growing well into the future. Enjoy! Outlin...
2019-11-2536 min
Negotiations Ninja PodcastKeeping It Old SchoolNegotiation has been happening since the beginning of time and every one of us negotiates with others all day, every day. Those who are masters at negotiation have learned from all those years of experience, they apply the old school techniques to their current situation. Ed Brodow, the guest on this episode, has been negotiating and teaching negotiation skills for over 32 years. His old school approach to negotiation is refreshing and powerful. He’s authored a number of books that are “must-have” resources. Listen to this episode to hear Ed’s powerful but simple approach to becoming the best negotiat...
2019-11-1833 min
Negotiations Ninja PodcastMeltzer's Guide to NegotiationWouldn’t it be great if you could receive a personal guide to negotiation from an experienced, wise negotiator who is proven to be successful? That’s what you'll get when you listen to this episode. David Meltzer is a philosopher, business coach, entrepreneur, and so much more, including an amazing negotiator. He grew up poor and thought money would bring him happiness, so he pursued sports (he wanted to be a pro football player), then becoming a doctor, then a legal career. When he passed the bar exam he had an opportunity to create a legal advic...
2019-11-1117 min
Negotiations Ninja PodcastDetecting Deception in NegotiationAs we are all aware, every conversation, not to mention every negotiation, has much more going on under the surface than is easily seen by observers. Detecting deception, both manipulative and unconscious is part of what makes great negotiators outstanding. Dr. David Matsumoto specializes in understanding facial expression and trains negotiators, sales professionals, and leaders of all stripes how to notice and respond to the barely visible signals that often reveal what’s going on under the surface. Listen to this conversation. It’s fascinating to realize that all of us can become skilled at this nuanced but powerfully effe...
2019-11-0422 min
Negotiations Ninja PodcastNegotiation Down UnderOne of the reasons I’m happy to have someone like Stephen Kozicki on the podcast is because he brings an entirely different perspective to the process of negotiation through his approach to creating and discovering value. Stephen takes a very data-based, provable approach that serves incredibly well because it removes egos from the process and demonstrates tangible outcomes that offers of lower price alone cannot overcome. Listen to hear Stephen’s detailed approach to working out, creating, and discovering value in negotiations. Outline of This Episode [0:43] The fascinating history of Stephen’s negotiation experience [3:37] Discovering new va...
2019-10-2832 min
Negotiations Ninja PodcastBuilding An A.I. Powered Negotiation and Procurement Chain, with Kevin Frechette and Tarek Alaruri Procurement chains become increasingly complex the larger an organization becomes, which means that many gaps occur that cost the organization money rather than saving it. Valuable, cost-saving data is missed or lost, processes are elongated, and inefficiencies grow. A.I. and Machine Learning are tools that can be used to address these issues and many others. It’s up to us as the procurement professionals in our organizations to open our minds to the possibilities, learn about what’s happening with A.I. and M.L. now, and begin to integrate what we learn into our current procu...
2019-10-2130 min
Negotiations Ninja PodcastHow The Negotiation Process Is Like Poker with Mike CaroThe negotiations process can seem mysterious and difficult to those looking on from the outside, but Mike Caro says that it’s made up of the same principles and psychological dynamics that everyday life situations contain. Interestingly enough, Mike has developed that belief as one of the world’s foremost authorities on the game of Poker. It’s a tremendous offer to be able to present this conversation with Mike, who’s in seclusion somewhere in the Ozarks working on his latest brainchild. Join me for a fascinating journey into the mind of the Poker Mad Scientist, Mike Caro. O...
2019-10-1447 min
Negotiations Ninja PodcastNegotiation Questions That Win And How To Use Them, with Dan OblingerThere are few people I know who are as competent and smart about how the negotiation questions we use impact the way the conversation goes than Dan Oblinger. Dan’s experience as a hostage negotiator coupled with his drive to understand the impact of deep listening is at the root of this superpower. He’s a fount of nuanced knowledge and he shares it so generously during this conversation. We talk about what he calls “Garbage questions” and why they are so bad, why we need to ask questions that deserve to be answered, and how we can KNOW...
2019-09-1633 min
Negotiations Ninja PodcastApplying Negotiating Power In Powerful Ways with Robert Greene It’s an extreme pleasure to speak with a person as thoughtful and well-versed in topics pertinent to negotiation as Robert Greene. He’s a prolific author who’s penned works that inform and highlight the timeless principles behind great leadership, power, and influence. In this conversation, we discuss why power is not always built on bad motives, why using misdirection and masked intentions can be beneficial to negotiators, how predictability is the death of good negotiations, action VS planning in negotiation, and more. Join us for this wide-ranging but insightful conversation. In characteristic style, Robert...
2019-09-0934 min
Negotiations Ninja PodcastHow To Get The Meeting, with Stu HeineckeThe skills required to be a great negotiator are also powerful tools in the arsenal when it comes to getting the meeting with the decision-makers on your list of prospects. Both require savvy, knowledge, and people skills that go beyond the ordinary tactics most salespeople and negotiators are willing to employ. Stu Heinecke explains how those who are willing to go outside the normal channels and to use unorthodox but personalized approaches can not only get the meeting but close sales at unprecedented rates. Listen to hear all the details. Outline of This Episode [0:30] Why we h...
2019-09-0238 min
Negotiations Ninja PodcastHow To Use Social Hacking In Negotiation with Chris HadnagyWhen you hear the term “social hacking” you might think of a covert, manipulative way of prying into someone’s life. That’s not at all what we’re talking about when we apply the term to negotiation. Social hacking is an approach to information gathering that comes from the discipline known as “Social Engineering.” That's a field that my guest, Chris Hadnagy has become known for. Chris is the CEO, Founder, and Chief Human Hacker of Social-Engineering, LLC, and author of the phenomenal book, “Social Engineering: The Art of Human Hacking.” In this conversation, you’re going to learn what...
2019-08-2626 min
Negotiations Ninja PodcastThis Is Your Brain On NegotiationThe science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology, and behavior research (combined it's known as neuromarketing). How can procurement professionals use neuromarketing directly in negotiations? How do we influence someone to help them make decisions that are ad...
2019-08-1935 min
Negotiations Ninja PodcastRethinking Negotiation Training To Add Value To Agreements, with Keld Jensen, Ep #96We all want to walk away from our negotiations with more value, but for that to happen we’ve got to rethink and reapply a kind of negotiation training that can get us there. Keld Jensen is at the forefront of a movement to rebuild negotiation training from the ground up, starting with a mindset that moves away from the Zero-Sum game that most of us have been taught and toward an approach that adds value to every negotiation for both parties. You will enjoy hearing Keld’s perspective and hearing why he believes that most negotiations can end with...
2019-08-1227 min
Negotiations Ninja PodcastNegotiating ERP ImplementationsERP implementation is a difficult and lengthy process that can make or break an organization. So how does an enterprise roll out the implementation effectively and efficiently? What processes or procedures can smooth the transition from an old system to a new one? Shaun Syvertsen with ConvergentIS shares how to make the process easier and how to avoid common failure points. He emphasizes the necessity of getting high-level management involved and invested in the process. Shaun points out that their involvement is a gamechanger. With it, you typically see a successful ERP implementation. Without it, the process is sure...
2019-08-0548 min
Negotiations Ninja PodcastNegotiating in EuropeRobert Semethy joins us in this episode of Negotiations Ninja—all the way from Vienna, Austria. Robert is the Chief Procurement Officer at Erste Banke—which is now celebrating its 200th year. We talk about differences in procurement and negotiation between Europe and North America. What do we need to know if we're working or living in Europe? What are the primary differences from the viewpoint of an American now living in Vienna? How do we succeed professionally once we understand the differences? And what should we continuously notice when doing business in Europe? Robert strives to answer these ques...
2019-07-2932 min
Negotiations Ninja PodcastBernice Lee Explains Chinese Business Etiquette [Part 2]The wonderful Bernice Lee returns to the podcast to share more about Chinese business etiquette. Bernice is an etiquette coach who was raised in Canada, worked in the U.S., and is now based in Hong Kong. She teaches Westerners and the local business communities all about the ins and outs of doing business in Hong Kong and China. She’s an expert on the correct way to greet people, what to avoid, the big no-no’s, and even dinner etiquette. In this episode of Negotiations Ninja, we’re delving even deeper into etiquette concepts like saving face...
2019-07-2226 min
Negotiations Ninja PodcastCreating Alignment With Challenging Internal CustomersAntonio Humphreys leads marketing procurement at Adobe and joins us to chat about identifying and solving internal challenges. Antonio helps us dispel the myths around challenging internal customers and what we can do to improve these internal relationships. Spoiler alert! A lot of it comes down to Emotional Intelligence (EQ). Antonio delves deep into the human-centered approach procurement professionals need to take to develop great working relationships with internal customers. From there, understanding the relatable elements that are going to establish a good relationship quicker is going to give you a big advantage. You're developing different relationships...
2019-07-1527 min
Negotiations Ninja PodcastFrom Singing To SourcingJason Cammorata joins us to chat about the benefits unique and different backgrounds can have for procurement professionals. As a long-time, high-performing musician, Jason learned a lot about performance, planning, and preparation that he's applied to his procurement and negotiation career. What lessons can we learn from our past experiences? How can we take the skills we've learned and leverage them today? This week we're reflecting on our past to understand how to be more successful today. Outline of This Episode [3:48] Jason’s background in procurement [5:11] A natural orientation towards value [6:54] Jason’s performance career [7:52] The tran...
2019-07-0832 min
Negotiations Ninja PodcastDeadlock in Negotiation Should Be Your Starting PointIn this episode of Negotiations Ninja, we’re talking with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute—about the mistakes that people make in negotiations. We're focusing on the biggest mistake—the avoidance of deadlocks. Why shouldn’t we avoid deadlock? Because sometimes starting in a deadlock gets you to the best possible outcomes. Matthias shares why it's important to start with a deadlock and more importantly, how to get out of them. Outline of This Episode [2:28] Matthias Schanner’s background [4:15] The biggest mistakes made in negotiation [5:46] Why negotiators avoid deadlocks [6:28] How do we mo...
2019-07-0122 min
Negotiations Ninja PodcastA Systems Approach To Negotiations - The 3 S'sThis week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this episode of the Negotiations Ninja, he talks about what he calls the three S’s—strategy, structure, and self. How do we strategize for negotiation? What’s the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren’t) capable of. Most importantly, what does it take to get the deal done from our own viewpoint? This is a fascinatin...
2019-06-2434 min
Negotiations Ninja PodcastLearn Procurement Transformation Strategies from a MasteIn this episode of Negotiations Ninja, I’m chatting with Eric Germa—one of the most interesting and driven procurement professionals I’ve ever spoken to. Eric is the SVP of Strategic Procurement at Macy’s. This conversation is all about procurement transformation. Transformation is an expansive topic, covering everything from change management, upskilling your team, and becoming the leader that takes your procurement department to the next level. Eric’s experience leading transformation speaks for itself. In the world of procurement transformation, why should procurement professionals think like consultants? How do they continuously create value? How do they dri...
2019-06-1737 min
Negotiations Ninja PodcastChallenging Win/Win NegotiationsWhat is a win-win negotiation? Is it even appropriate to think a win-win negotiation is achievable? The fantastic Mr. Chris Voss, author of Never Split the Difference, returns to the Negotiations Ninja podcast. Chris was the FBI’s Chief International Hostage Negotiator for many years and is an author and prolific speaker. In this episode, we challenge the widely-held belief of a win-win negotiation. What does it look like when we move away from win/win negotiations to mutually beneficial negotiations? Should we be more or less transparent about what we want to achieve by the end of...
2019-06-1020 min
Negotiations Ninja PodcastBrexit Negotiations and Supply Chain ManagementDuncan Brock joins us to discuss the activities being undertaken by the UK and the EU as they try and get an exit deal signed. While we're all having a hard time understanding the nuances and complexity of Brexit, Duncan is fully up to speed on how it's affecting the UK's economy, how people work, and the entire supply chain. This is a fascinating conversation on what the future for the UK and the EU looks like post-Brexit. Duncan walks us through the history of Brexit starting from the 2016 referendum through to the current activities surrounding negotiating...
2019-06-0330 min
Negotiations Ninja PodcastAI In NegotiationsAre robots and computers taking our jobs? The speed and pace at which digital procurement and artificial intelligence are moving are incredible. The brilliant Hugo Evans joins us to help sort out all our questions about what’s going on in the artificial intelligence and digital procurement space. How do I use AI? What’s the impact of using AI technology? Will it change my headcount? What are the changes to my strategy required to leverage AI? How will AI improve efficiency? Outline of This Episode [0:36] Is a computer taking our jobs? [2:23] Hugo Evan’s expertise in digi...
2019-05-2751 min
Negotiations Ninja PodcastTeam-Based NegotiationsWhat are the pros and cons of negotiating in teams? How do we get more out of collaborative team negotiations? What happens when negotiation professionals get so caught up in worrying about what others think of them that they freeze and don’t close with a great ask? Michael shares advice on getting past the fear and delivering on the ask. Michael Leiken—now the Senior Director of Spend Management at LendingTree—created the procurement team at LendingTree from scratch. Michael shares from his 15+ years of experience in sourcing and procurement spanning multiple industries. Don’t miss his take...
2019-05-2030 min
Negotiations Ninja PodcastCustomer Experience in Negotiation and ProcurementRendi Miller, the VP of Corporate Services and Source-to-Pay at Zendesk joins us to chat about great customer service. She shares her insights about what it's like to work for a company whose business is literally customer experience and customer service. What customer service and experience insights do you have to develop first with your internal business stakeholders? How can people in procurement specifically improve interfacing with business stakeholders to develop trust and build relationships? This week's podcast is a master class for procurement and sourcing professionals on building your customer experience toolkit. Don’t miss it! Ou...
2019-05-1327 min
Negotiations Ninja PodcastFast Moving Procurement and NegotiationToday the truly amazing and inspiring Natasha Gurevich joins us. Natasha is the Vice President of procurement at Salesforce. She discusses her philosophy on leadership, negotiation and internal collaboration. She shares her incredible story of coming from a former Soviet Union country to starting her career in procurement. She discusses the journey she took to becoming the VP of one of the largest tech companies in the world. Natasha shares the successes and challenges of procurement in the fastest growing CRM firm in the world. Salesforce has developed a product with a huge customer following around the...
2019-05-0634 min
Negotiations Ninja PodcastBusiness Etiquette in Hong Kong [Part 1]The wonderful Bernice Lee joins us today for a fascinating conversation about etiquette in Hong Kong. With so many of us traveling to Hong Kong and mainland China for business, understanding the cultural norms and business etiquette of the local area is critical. Bernice shares what to do and what NOT to do. She helps decipher what conversations are appropriate at the dinner table, what proper greetings are, and the rules around socializing in and out of formal business meetings. Bernice is a graduate of Yale and Cornell who has lived and worked in the United States, C...
2019-04-2935 min
Negotiations Ninja Podcast7 Steps To A Successful Sales Meeting With ProcurementThis week's solo podcast is for all my sales friends around the world. I get a lot of questions from sales professionals about how to have a successful sales meeting with procurement professionals. You've secured your first sales meeting with a procurement team—now what? What content should you cover? Who's your audience? Are there more stakeholders outside the procurement team? What are the logistics around setting up the meeting? This episode of the Negotiations Ninja podcast delivers the ins and outs of successful sales meetings in seven steps. Outline of This Episode [0:35] Salespeople: Successful Sales me...
2019-04-2214 min
Negotiations Ninja PodcastDeveloping Authentic Listening SkillsWhy is listening a vanishing art and hard to do effectively when it’s really so simple? When was the last time you viewed listening as a skill that can be taught, developed, and nurtured over time? In today’s hyper-connected, digital age of chaos, conflict, and confusion, we are more connected than ever to other people. But are we also on the brink of an epidemic of loneliness? Dan Oblinger—the author of Life or Death Listening: A Hostage Negotiator’s How-to-Guide to Mastering the Essential Communication Skill—joins us to talk about authentic listening. Dan delivers the toolkit we...
2019-04-0832 min
Negotiations Ninja PodcastProcurement's Rising StarI’m really excited to have Siddharth (Sid) Ramesh on this week’s show. Sid is the manager of strategic sourcing in the technology space at VSP Global, where he’s been for 5 years. His career is on a meteoric rise. He’s been nominated for a SIG Future of Sourcing Rising Star Award and he’s a trusted source for everything related to procurement. In addition to being super smart he’s really nice—definitely one of the good guys. Sid talks about supplier negotiations in the technology space including the myth about having to be the tough guy...
2019-04-0128 min
Negotiations Ninja PodcastNegotiating Over Text, Email and Social MediaEver wondered about the ins and outs and the dos and don'ts on negotiating over text, email and social media? Mark Lowther, a negotiation and communication coach who has worked with police forces in crisis and hostage negotiations joins us. Mark's one of the first people to complete a hostage negotiation over social media and shares his tips and advice about managing negotiations in the new digital landscape. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
2019-01-0728 min
Negotiations Ninja PodcastHow To Negotiate a Raise, Ep #54I’ve had a stack of people reach out to me and ask how to negotiate a raise or a new salary. The raise/salary negotiation is likely the most foreboding negotiation most people ever have to go through. And it’s something that almost everyone will have to face. So in this episode of Negotiations Ninja, I’ll be laying out, step-by-step, exactly how to negotiate a raise or new salary. It’s not complicated, but it does require research, effort, and follow through (this last bit is key). What words do you use? How do you...
2018-10-2220 min
Negotiations Ninja PodcastNonverbal Communications in Negotiation with Joe NavarroJoe Navarro has spent a lifetime observing others. He spent 25 years as a Special Agent for the FBI, conducting and supervising interrogations of spies and other dangerous criminals, honing his mastery of nonverbal communication. After retiring from the bureau, he has become a renowned public speaker and consultant, an internationally bestselling author, and a sought-after TV commentator. Now, a decade after his groundbreaking book “What Every BODY is Saying,” Joe returns with his most ambitious work yet. “The Dictionary of Body Language” is the first-ever “field guide” to body language with more than 400 behaviors, presented in an easy-to...
2018-10-1549 min
Negotiations Ninja PodcastHow to Generate Discussion in NegotiationsMany people in procurement are data-driven, analytical, and tend to be introverted. So how do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, needs, and their wants? In this episode of Negotiations Ninja, I’ll walk you through a formulaic process to guide the conversation to get what you need (and assess what the other party needs). You can then use that information as leverage to get what you need from the negotiation later on. Outline of This Episode [1:32] How to generate discussion in negotiations [3:09] Selling int...
2018-10-0822 min
Negotiations Ninja PodcastMagic, Negotiation and Deception with Brian Brushwood, Ep #51I’ve been waiting to have this conversation for a long time. Full confession, I’m a huge magic fan. And one of my favorite acts is a guy named Brian Brushwood. He’s a magician, podcaster, author and television personality. Brian also has a great show called Scam School where he teaches viewers how to use magic to scam beers off of friends in the bar—but for a good reason. In this episode of Negotiations Ninja, Brian and I have a great discussion about the dark side of magic and negotiations. The unfortunate thing about magic an...
2018-10-0127 min
Negotiations Ninja PodcastHostage and Crisis Negotiations with Jack Cambria, Ep #50This is a very personal conversation I had with a living legend in the world of hostage and crisis negotiations. This interview challenged me on more levels than I thought it would and it personally feels like the best interview I’ve ever done, but not because of anything I did. Jack Cambria, a 34-year veteran of the NYPD and crisis negotiation legend, is the crisis negotiation teacher that crisis negotiators go to learn from. He’s the instructor’s instructor. I was struck with the profound level of wisdom, patience, and knowledge that Jack has. B...
2018-09-2440 min
Negotiations Ninja PodcastNegotiation in the Entertainment Business with Kurt DahlKurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades. His clients range from Juno-winning bands, record labels, publishers, and managers, to the smallest up-and-coming artists. He tours the country regularly with his band “One Bad Son,” working with some of the biggest names in the music business, like Def Leppard and Judas Priest. Kurt and I talk about negotiating in the entertainment business, what some of the misconceptions about the entertainment business are, and what business people can learn from negotiations in the ente...
2018-09-1732 min
Negotiations Ninja PodcastConfidence in NegotiationMark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset. Mark is a lawyer with a ton of start-up experience and negotiation experience. He talks about the confidence required to perform well in negotiations and he believes that most people actually get in their own way when thinking about negotiation and life. Mark has consulted with the Gap Partnership , a very large negotiation consultancy in the U.K., and is now striking it out on his own to...
2018-09-1029 min
Negotiations Ninja PodcastNever Split the DifferenceIf you don't know who Chris Voss is, do yourself a favor and pick up a copy of his book: Never Split the Difference. It will change the way you look at negotiation forever. In this episode, Chris and I talk about some of the finer nuances and intricacies behind the tactics he teaches in his book. Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007. Before that, Voss worked on NYC's Joint Terrorist Task Force investigating terrorist activities and attacks. After working on m...
2018-08-0634 min
Negotiations Ninja PodcastAsking the Right Questions in NegotiationThe “Sales Hunter” himself, Mr. Mark Hunter, joins us today. Mark is one of the Top 50 Most Influential Sales and Marketing Leaders in the World and as the author of two best-selling books. In this interview we talk about how to negotiate better in a sales context, asking the right questions and we also talk about some of Mark’s failures around negotiation. Mark has conducted thousands of events on sales has spoken in more than 25 countries. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
2017-12-0442 min