Negotiations Ninja Podcast

According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once they've made their observation, they'll spend every interaction looking for cues to confirm what they felt (correct or not). So how do you convey trustworthiness? Through nonverbal communication. Dr. Abbie Maroño shares her #1 starting place for appearing more trustworthy through nonverbal communication in this fascinating throwback episode of Negotiations Ninja.   

Dale Carnegie is a global training organization with 200 operations in 86 countries. Its instructors teach the Dale Carnegie course following the model he developed over 100 years ago.  Joe Hart took the course as a young lawyer, and it changed the trajectory of his life. He left law and went into business, and the course helped him see a different vision for his future. Joe and Michael Cromm wrote “Take Command” because they were profoundly impacted by the Dale Carnegie principles and program. Joe shares how you can implement some of those principles immediately in this episode of Negotiations Ninja.  Outline of This Episode [1:39] Learn more about Joe Hart [4:27] Self-confidence is a mindset shift [9:12] The importance of building good habits [14:32] Taking command of your relationships [17:20] Why you need to stop criticizing others [20:11] Being an intentional leader Resources & People Mentioned “Take Command” by Joe Hart and Michael Crom Connect with Joe Hart Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you handle stressful conversations? Do you know how you're likely to react? Do you default to being aggressive or combative? It's crucial that you understand how you react—i.e. your “style under stress”— in tense situations to change how you show up in the moment. Navigating these conversations is Joseph Grenny's specialty. He shares where to get started in this throwback episode of Negotiations Ninja. 

Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, “Getting to Yes” was the book on negotiation. More recently, “Never Split the Difference” has become the book on negotiation.  The vast majority of people read the top-selling book(s) in a category and think they're fully educated. That's just impossible. In this episode of Negotiations Ninja, Andreas Winheller, a negotiation consultant and trainer, shares why no one way is the “best” way.  Outline of This Episode [1:48] Learn more about Andreas Winheller [2:28] The cultural differences at play [4:32] The two main approaches to negotiation [8:47] The economic-grounded negotiation approaches  [12:14] Rational versus irrational negotiation [20:18] Account for decision fatigue  [25:47] The upcoming training with Gary Noesner Resources & People Mentioned Misbehaving: The Making of Behavioral Economics Experiencing Physical Warmth Promotes Interpersonal Warmth Extraneous Factors in Judicial Decisions Connect with Andreas Winheller Connect on LinkedIn Verhandlungs Performance Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Every culture has different foundational beliefs. We may recognize the same brands and use the same products worldwide but we behave far differently. Eliane Karsaklian learned this firsthand from living in different countries. In this throwback episode, she shares how negotiating with different cultures has to start with a mindset shift. The best way to see success is through working with an expert in that culture. She shares why that's the key in this conversation.

How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He's written several novels and non-fiction, including “Story Worthy.” He owns “Speak Up Storytelling” and “Story Worthy MD” to help people learn to become better storytellers—because everyone has stories to tell, they just don't know it. He simplifies the story-gathering process in this episode of Negotiations Ninja.  Outline of This Episode [2:33] Learn more about Matthew Dicks [4:30] Everyone has stories to tell [6:20] Speak on theme, message, or meaning [8:30] Homework for life: gathering stories [14:15] Why location and action are important  [19:02] How to weave stories into conflict resolution  [23:49] How to make sure your stories connect [27:51] Have we lost the art of storytelling?  Resources & People Mentioned Matthew's “Homework for Life” TedTalk Storytelling Courses & Workshops Storyworthy The Moth The Bluest Eye Connect with Matthew Dicks Matthew's Website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

One of procurement's roles is to achieve cost savings while balancing the needs of the company. Predictive procurement starts with defining things like: What has to be true for the prediction to be accurate The level of confidence of the person making the prediction If something changes, is the prediction invalid? Predicting cost savings isn't easy. That's why Edmund Zagorin leverages technology. Learn why you should invest in predictive procurement technology in this throwback episode of Negotiations Ninja.

Logic 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 include? [10:39] Simplify your storytelling  [15:02] How to get comfortable telling stories [17:17] How to turn an experience into a story [20:41] Learn more about Story-catching Resources & People Mentioned  The Hero's Journey: Joseph Campbell on His Life and Work Master Storytelling Connect with Mark Carpenter Get Mark's FREE resource: Story Catcher  Master Storytelling Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

When it comes to tense emotional situations, getting a commitment from the counterparty can be tough. We know that a commitment usually leads to positive outcomes. So how do we leverage emotion to help people make logical commitments? Svitlana Kalitsun—a Ukrainian negotiation expert and lawyer—shares her thought-process in this throwback episode of Negotiations Ninja.   

William Ury is one of the most well-known—and experienced—names in the field of mediation and negotiation. He's worked around the globe in every circumstance imaginable. In this episode of Negotiations Ninja, we talk about what he's learned throughout his storied career, including what he's learned from the failures.  Outline of This Episode [2:43] Learn more about William and his career [5:11] The negotiation that impacted William's life [8:22] Who influenced William's career [11:17] What William learned from a failed negotiation  [22:23] How artificial intelligence is impacting negotiation  [26:28] The art of what's possible  [31:24] What's next for William  Resources & People Mentioned Possible: How We Survive (and Thrive) in an Age of Conflict Connect with William Ury Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

If a conversation with an employee has become a disagreement and you can't seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja.

Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the line to make this deal a reality in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about Mario Martinez [3:32] Laying the foundation for the deal [12:10] Negotiating the $46 million deal Connect with Mario Martinez Connect on LinkedIn Vengreso FlyMSG The Modern Selling Podcast Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there's one underlying theme: empathy. Developing true empathy for the other party—though exceedingly difficult—can sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja.   

Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He's been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when you're hit with the realization dictates whether or not you'll become a competent negotiator. Learn more in this intriguing episode of Negotiations Ninja.  Outline of This Episode [2:05] Learn more about Keld Jensen [3:33] Why most negotiators are unconsciously incompetent  [8:56] How do you tell if you're losing a negotiation? [13:32] Negotiating how to negotiate [19:03] The use of artificial intelligence in negotiation  Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving Never Split the Difference The Trust Factor Connect with Keld Jensen Keld's NEW book: Negotiation Essentials Keld's Website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Scope of work clauses aren't technically complex or complicated. But they're where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja.   

Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.  Outline of This Episode [2:20] Learn more about Justin Michael [6:10] Anchoring in negotiation [9:49] Can you anchor too high? [15:03] Is it a matter of confidence? [16:33] How to persuade a C-level individual  [19:19] Sales is the transference of belief [22:30] People buy emotionally and rationalize with logic [27:24] Be selective about your clients [30:29] Learn more about Justin's new book Resources & People Mentioned Tech-Powered Sales: Achieve Superhuman Sales Skills Sales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline Growth Justin Michael Method 2.0 The JOLT Effect Connect with Justin Michael Connect on LinkedIn Follow on Twitter Justin's Substack Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Have you ever heard a counterpart say, “This is how we've always done it” when they don't want to make a change? How can you help them move beyond their argument to see the potential of your solution? Help them see the “precedent” or characteristics from past positive outcomes that will be the same for them. Learn how to do just that in this throwback episode of Negotiations Ninja with Joel Trachtman.

How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to different people depending on different things. What makes James qualified to address this unique subject?  James has been in the wine industry for 30+ years in multiple countries with multiple vineyards. He runs “Fine Vintage” with 20 wine schools across North America. He also runs a wine tourism business, taking people on trips around the world. James has earned the “Master of Wine” designation, achieving the highest standard of professional knowledge in the world.  James has also been involved in numerous vineyards, wineries, and brand acquisitions. He shares his expertise on buying a vineyard in this episode of Negotiations Ninja!  Outline of This Episode [1:46] Learn more about James Cluer [3:53] Why do you want to buy a winery? [6:40] Buying a winery: Negotiating the intangibles [11:46] Why finding the right site is important [18:45] Buy a winery or start from scratch? [21:10] Due diligence in the wine industry  [25:30] Why you should plan before buying  Connect with James Cluer Email James at James@FineVintageLTD.com Fine Vintage LTD Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. According to David, reactance is “Psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.” When you're told you can't do something, you want to do it even more. But triggering reactance in someone reduces your ability to influence them. Find out how you counteract the psychological phenomenon in this throwback episode of Negotiations Ninja! 

Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likability, authority, and trust. They can't always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell will share how to do just that in this episode of Negotiations Ninja. Outline of This Episode [1:26] Learn more about Ian Campbell [2:13] How value fits in the sales funnel [5:39] How to structure value in your funnel  [7:24] Definitions of benefits, MPB, ROI etc.  [10:37] Translating benefit(s) to ROI [16:57] Ian's experience in the Ferrari Challenge series Connect with Ian Campbell The Value Sale: How to Prove ROI and Win More Deals Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Mark 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.  

What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It's the mindset they're embracing in their newest venture, Levelpath. Alex and Stan share how being customer-obsessed has shaped their past successes and their current project in this episode of Negotiations Ninja.  Outline of This Episode [2:35] Learn more about Alex Yakubovich and Stan Garber [4:10] Why being customer-obsessed works for them [7:02] Don't fake caring about your customers [12:22] Learn more about their latest venture: Levelpath [21:49] Their vision for the future of Levelpath [25:12] What should the future of procurement look like? Resources & People Mentioned Levelpath Connect with Alex Yakubovich and Stan Garber Connect with Alex on LinkedIn Connect with Stan on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury would swing in favor of Depp. Just how did she know? Amber wasn't likable, warm, or believable. She lied. It was written all over her body language. Susan shares what she looked for and how she knew Amber was lying in this fascinating throwback episode of Negotiations Ninja.

How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you walk through the process and arm yourself with everything you need to know to succeed in million-dollar SaaS negotiations. He shares his expertise in this episode of Negotiations Ninja.  Outline of This Episode [1:46] Learn more about Adam Mansfield [3:41] How to prepare for a SaaS renewal negotiation [14:36] Arm your senior leadership with information [21:10] How to leverage new products to get a “deal” [26:04] How salespeople are typically compensated  [29:09] How to manage the sales side of the negotiation Connect with Adam Mansfield Connect on LinkedIn UpperEdge Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Shaahin Cheyene, the founder and president of Accelerated Intelligence, is known for being an Amazon Guru. He's spent the last two decades helping others leverage the platform to find success. But before he built his Amazon empire, he led a rag-to-riches story that you have to hear to believe. Hear his fascinating story in this throwback episode of Negotiations Ninja!   

What do you do when a buyer makes a request? It can be easy to quickly say, “Sure, I'll do that,” and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to what they want faster. In this episode of Negotiations Ninja, Hamish tackles all things buyer requests, including understanding why they're making a request and how to hold them accountable.  Outline of This Episode [1:39] Learn more about Hamish Knox [2:20] What to do when a buyer makes a request [7:47] Understanding why a buyer makes a request  [12:14] How to hold buyers accountable [17:13] Does the “relationship” only exist in your head? [19:14] A good relationship is a profitable relationship [20:45] Handling culture shifts when people retire [22:58] How to approach virtual discussions Resources & People Mentioned Accountability the Sandler Way The Full Funnel Freedom Podcast Connect with Hamish Knox Sandler Training Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How you perceive value will always be different than how a seller sees it. They're emotionally attached to the companies they've built. But you have to be careful that you don't get overly attached, either. The more attached you become to the outcome you desire, the less desirable the outcome. Joanna Shea shares how to balance IQ and EQ in this throwback episode of Negotiations Ninja.

The cost of workplace conflict in Northern Ireland (with a population of 1.9 million people) is almost 1 billion pounds per year. Those costs are astronomical.  That's why Enda Young and Northern Ireland Mediation have created an immersive conflict resolution program to train mediators and negotiators. You learn your skills and repeatedly practice them in a simulation center.  Enda seeks to apply the work in the field of simulation to the field of mediation in a practical and impactful way. But he also encourages negotiators, mediators, and all leaders to focus on introspection. Because you can't effectively negotiate, mediate, or lead others without intimately knowing your identity.  Do you know how you handle conflict? Do you come out on the other side of a negotiation without achieving your desired result? Is your identity too wrapped up in what you do? Enda dives headfirst into a discussion on the impact of identity on negotiation in this episode of Negotiations Ninja.  Outline of This Episode [1:43] Learn more about Enda Young [3:56] How conflict in Ireland impacted Enda [7:08] The impact of identity on negotiation [11:17] You're no good to others without self-care [17:35] How to coach others on self-reflection [20:09] Enda's immersive conflict resolution program  Resources & People Mentioned Difficult Conversations: How to Discuss What Matters Most Estimating the costs of workplace conflict in Northern Ireland Connect with Enda Young Mediation Northern Ireland Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

What is the difference between bargaining and bartering? What mistakes do people make in the bartering process? Why does Brian Gunia view negotiation as bartering? In this throwback episode of Negotiations Ninja, Brian shares how bartering forces negotiators to think creatively to come up with solutions and ultimately land on agreements.  

Are salespeople doing prospecting all wrong? Are the days of cold-calling and emailing officially over? Is there a better way? Donald Kelly—also known as the “Sales Evangelist”—sure thinks so. He shares why leveraging LinkedIn in the prospecting process is the best route to take—and even shares how to do it—in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about Sales Evangelist Donald Kelly [3:25] The prospecting process on LinkedIn [10:04] Breaking down Sales Navigator trigger points [15:02] It's not the product, it's the salesperson  Resources & People Mentioned Apollo.io Donald Kelly's Platinum Rule of Sales Negotiations, Ep #399 Connect with Donald Kelly Sell It Like a Mango: A New Seller's Guide to Closing More Deals Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Negotiations can become second nature through diligent practice and honing of your skills. But what are the necessary skills you need to focus on? According to Julia Ewert, learning to ask open-ended questions is a great place to start. What other negotiation skills do you need to perfect? How can building skills help you in tense negotiations? Julia shares how negotiations can become second nature in this throwback episode of Negotiations Ninja.

Why are people so easily misinformed or manipulated? In hindsight, it's easy to question “How did that fool me?” But when you're “in it” you don't realize it. Why? Why are people taken in by things that are absurd? There are signs that we can learn to notice.  Chris wrote “Nobody's Fool” to answer what it is about our minds and how they work that makes us vulnerable. They aren't complicated things. There are “hooks” that deceivers and scammers exploit in our psychology.  So what are they? How can we become more aware? Chris shares how you can make sure you're nobody's fool in this episode of Negotiations Ninja.  Outline of This Episode [2:16] Learn more about Chris Chabris [2:34] Why are people so easily misinformed? [5:37] Why does the brain revert to truth bias? [8:16] How to become more aware of misinformation [11:38] Combating the “What you see is all there is” assumption [16:16] What information do manipulators seek? [20:44] Make sure you ask probing questions Resources & People Mentioned Nobody's Fool: Why We Get Taken In and What We Can Do about It Connect with Christopher Chanris Chris's website Follow on Twitter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in this throwback episode of Negotiations Ninja. 

How can sales managers help their teams be better negotiators? How can you develop internal coaches who can help their team members improve their sales and negotiation skills? Steve Benson—the Founder and CEO of Badger Maps—shares how you can empower your team to sharpen each other's skills in this episode of Negotiations Ninja.  Outline of This Episode [1:52] Learn more about Steve  [3:00] How can sales managers help their teams be better negotiators?  [7:13] How can you determine who's a great teacher? [9:14] Mastering the onboarding and training process [12:30] The characteristics of a good coach [14:42] Navigating the price conversation  [18:41] Learn more about Badger Maps [20:29] Why Steve created Badger Maps [21:21] Badger Sales University  Resources & People Mentioned Badger Sales University  Outside Sales Talk podcast Connect with Steve Benson Badger Maps Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

According to Susan Walsh, “The quality of your data determines the quality of your negotiation.” Procurement professionals need a classification system in place to ensure that they're not relying on dirty data. Your data needs to be consistent, organized, accurate, and trustworthy (COAT). If it isn't, you're likely costing your business money. Susan Walsh—i.e. The Classification Guru—shares the biggest problem with procurement data (and what to do about it) in this throwback episode of Negotiations Ninja. 

Self-confidence and self-control in conflict are difficult things to master. And you can't resolve conflict with others until you learn to resolve conflict within yourself. This takes an incredible amount of self-awareness. In this episode of Negotiations Ninja, Ryan shares how you can learn to resolve conflict the right way by starting with knowing yourself.  Outline of This Episode [2:01] Learn more about Ryan Dunlap [4:01] Resolving conflict within yourself [7:40] Why scripts don't get the desired outcome [10:33] How to become more self-aware [14:32] The best alternative to an ideal outcome [19:17] How to learn better self-control Resources & People Mentioned Insight by Tasha Eurich Connect with Ryan Dunlap Conflictish™ Ryan's training and workshops Friend on Instagram Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In 2020, we had a conversation about how AI could positively impact negotiations. Now, three years later, artificial intelligence is front and center, seemingly in every corner of society. Martin Rand's thoughts on the use of artificial intelligence in negotiation is more relevant than ever. Learn more about how you and your business can leverage AI in this throwback episode of Negotiations Ninja.

Paul Nadeau is a former hostage negotiator, international peacekeeper, and interrogator. During this time, he learned a lot about how the human mind works. He's taken his decades of experience and applied it to a negotiation framework that every negotiator can learn to implement in their work and lives.  Outline of This Episode [1:56] Learn more about J. Paul Nadeau [3:19] Why won't people just ask? [6:32] Dissecting the inner conflict that exists [10:05] The PIER negotiation process [13:56] We don't sell to people, we sell for people [27:32] Negotiations are about connections Resources & People Mentioned Dammit, Just Ask! Connect with J. Paul Nadeau J. Paul Nadeau's Website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Information asymmetry occurs when one side has more information than the other. In any negotiation, each side has more knowledge than the other in specific areas. It's your job to ask the right questions to fill in the gaps and level the playing field. Simon Rycraft shares what else you need to do to overcome information asymmetry in this throwback episode of Negotiations Ninja!

How do you build rapport with clients? How do you be someone who's a pleasure to do business with? How do you employ active listening? How do you get, stay, and act in front of clients? Glenn Poulos covered these concepts in his latest book, “Never Sit in the Lobby,” and we discuss them in this episode of Negotiations Ninja.  Outline of This Episode [1:48] Learn more about Glenn Poulos [3:11] How to get, stay, and act in front of clients… [5:31] Never sit in the lobby [13:26] How to build rapport with clients Connect with Glenn Poulos Glenn's Book: Never Sit in the Lobby Glenn's Website Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you stand out in B2B sales? You stand out by one-upping your customers by learning what you need to know about them. You will always know something that someone else doesn't. You can take that knowledge and expertise and help your clients transform their businesses. Learn more about the process in this throwback episode of Negotiations Ninja with Anthony Iannarino. 

Why do women hesitate to negotiate? How do you prep, practice, and make your ask? How do you determine your unique value proposition? Leadership and Career Coach Kelli Thompson is on a mission to help women advance in the rooms where decisions are made. If you're ready to hone your salary negotiation skills, Kelli Thompson will teach you how to confidently negotiate your salary in this episode of Negotiations Ninja.  Outline of This Episode [1:28] Learn more about Kelli Thompson  [2:26] The myths of salary negotiation [8:15] Navigating “How much did you make before?” [10:43] Why women hesitate to negotiate  [14:50] Why is money an untouchable topic? [17:08] How to prepare for a salary negotiation [20:20] How to determine your unique value proposition Resources & People Mentioned Kelli's FREE resources Closing the Confidence Gap Connect with Kelli Thompson Kelli's Website Connect on LinkedIn Follow on Twitter Friend on Instagram Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Most people miss everyday opportunities to negotiate. Many of us are psychologically wired to accept things as they are. We don't try to negotiate bills or ask for discounts and miss out on everyday negotiation opportunities.  Suzanne de Janasz believes that's a mistake. We need to learn to recognize opportunities to negotiate. But gender, cultural, and other biases alter one's perceptions. Suzanne shares how you can begin to overcome these disparities in this throwback episode of Negotiations Ninja. 

What is stoicism? What is its background and context? How can the philosophical lessons of stoicism be applied to negotiation? According to Doug Witten, there are many lessons we can learn from famous stoics that we can apply to negotiation.  Doug Witten is a mediator, arbitrator, negotiation coach, author, and was previously a corporate lawyer. He made it the mission of his career to help businesses and individuals solve disputes via alternative means. He's been guiding people through the negotiation process as a neutral party since 2003.  Outline of This Episode [1:55] Learn more about Doug Witten [3:06] Why stoicism in negotiation? [4:52] What negotiators can learn from stoicism [6:43] The dichotomy of control [8:33] The use of emotion in stoicism and negotiation [13:06] How to remain objective in negotiations [16:42] Embracing humility in negotiation  [21:00] The application of empathy in negotiation  Resources & People Mentioned Mediation Essentials Toolkit: A Practitioner's Emergency Survival Guide Connect with Doug Witten The Stoic Negotiator™ Innovative ADR Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Because the growth of procurement teams in organizations isn't prioritized, they're being taken advantage of. Expense management and the development of important internal and external relationships are being neglected. Suboptimal short-term contracts are being signed out of pure necessity. What can procurement do to navigate these vulnerabilities? How can they avoid being taken advantage of by their counterparts? Rich Ham dives into the topic in this throwback episode of Negotiations Ninja.   

Roger Dawson was an amazing negotiation professional, prolific author, the founder of the Power Negotiation Institute, and someone that I thought of very highly. In this special episode of Negotiations Ninja, Roger's wife, Gisela shares a behind-the-scenes look at a great negotiator and an even better man. Outline of This Episode [1:49] Learn more about Gisela and Roger Dawson [5:54] Roger's approach to his work and life [11:33] The value Roger saw in simply asking [16:23] Can people learn grace, wit, and charm? [18:41] Roger's hard work led to his success [20:32] What Roger was most proud of [22:04] What Gisela wants people to remember about Roger Resources & People Mentioned  Roger Dawson's website Toastmasters America, Why I love Her by John Mitchum Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Intellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets? Jeanette Nyden and Lawrence Kane break it down in this throwback episode of Negotiations Ninja!   

How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through the sales negotiation process? “Sales Evangelist,” author, and podcast host Donald Kelly joins me in this episode of Negotiations Ninja to tackle these questions. By the end, you'll have a greater understanding and framework you can use to master sales negotiations.  Outline of This Episode [2:11] Learn more about Donald Kelly [3:07] Seek first to understand  [8:17] Can you probe too much? [10:46] Separating urgency and importance [14:16] Creating a mutual action plan [18:45] Why some deals fail to convert [24:28] The importance of a good relationship [27:13] Learn about Donald's book, “Sell it like a Mango” Connect with Donald Kelly Connect on LinkedIn Follow on Twitter The Sales Evangelist The Sales Evangelist Podcast Sell It Like a Mango: A New Seller's Guide to Closing More Deals Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you know what you're worth? How do you ask for what you're worth? Salary negotiations are tricky to navigate. Luckily, Fotini Iconomopoulos shares some foolproof strategies in this throwback episode of Negotiations Ninja. She covers overcoming imposter syndrome, words and phrases to avoid saying, and how to research what you're worth. Don't miss it! 

What is the role of gender in negotiations? What narratives influence negotiations? Sometimes, we forget that we have agency in how we negotiate. As an expert in negotiation and conflict resolution, Beth Fisher-Yoshida has learned that one thing is foundational: to improve your negotiation, you need to start by building self-awareness. In this episode of Negotiations Ninja, she shares how understanding gender roles—and how they impact your mindset—impacts negotiations and what you can do about it.  Outline of This Episode [1:30] Learn more about Beth Fisher-Yoshida [2:09] How gender affects negotiations [4:10] Effectiveness starts with self-awareness [8:33] Gaining the confidence to ask [11:20] How agency affects negotiations [13:34] The relational aspects of negotiation  [16:46] Two techniques to prepare for negotiation Resources & People Mentioned New Story, New Power: A Woman's Guide to Negotiation Beth Fisher-Yoshida and Todd Wiesel on Women in Negotiation Connect with Beth Fisher-Yoshida Connect on LinkedIn Follow on Twitter  Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Everyone loves a good spy movie, right? The intrigue, the danger, the mystery…it's fascinating. In this special throwback episode of Negotiations Ninja, we revisit a special conversation with Jack Barsky, who was originally a sleeper agent for the KGB. After being exposed, Jack became an asset for United States intelligence. He shares what undercover life was really like in this episode. Don't miss it!