Why Not Ask? Negotiate for More

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Whether you love negotiating or hate it, improving your negotiation skills will immediately make you much more successful in life and business. Many of us are afraid to ask for what we want. Some see negotiation as confrontation and run away from it. Othe


    • Aug 31, 2021 LATEST EPISODE
    • infrequent NEW EPISODES
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    • 48 EPISODES


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    Latest episodes from Why Not Ask? Negotiate for More

    Episode #47 - Leading With Self-Awareness And Leading Your Team To Victory With Brandon Allen

    Play Episode Listen Later Aug 31, 2021 52:38


    If you're the leader of a team and your team is not performing well, don't blame the team; blame yourself. Every great sports team relies on their coach, and if the team has an offseason, they hire a new coach. Leadership is about taking accountability and checking in with yourself. You can't have productive work negotiations if there is no connection or relationship. A leader should set the boundaries and visions so that the team can win together. Join your host Christine McKay and her guest Brandon Allen on how leadership starts with you. Brandon is a business coach, speaker, and strategist. He believes that people need to have the self-awareness to unlock their full potential. Learn how to lead with self-awareness today.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #46 - Why You Should Focus On What You Want, Not What You Need With Joseph Drolshagen

    Play Episode Listen Later Aug 24, 2021 38:03


    How do you ignite passion in your life? By focusing on what you want, not what you need. Christine McKay's guest in this episode is Joseph Drolshagen, Professional Development Coach, Author, and Speaker. Joseph confides in Christine about his journey from working at a job he didn't like to a career he always wanted to have. Join in the conversation and discover the power of shifting your mindset to growth. Stop blaming others for failed expectations in your life. What you need to change are the limiting narratives you impose on yourself. Tune in and get what you want!Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #45 - Solving The Student Loan Debt Crisis One Step At A Time With Daphné Vanessa And Shamil Rodriguez

    Play Episode Listen Later Aug 17, 2021 40:37


    You can negotiate many things in life, but did you ever think about negotiating for your student loan? Most people don't, but that's not what Daphné Vanessa did. Daphne negotiated for her financial aid and was basically getting paid to go to school. Join host Christine McKay and guests Daphné Vanessa and her partner in crime, Shamiel Rodriguez, talk about student loan debt and why they started their company together. Daphné and Shamiel are the Co-founders of StartNoo. StartNoo allows students and alumni to exchange services for payments towards their student loans. Learn why student loans weigh down a student so much and how a community college is a viable option. Plus, discover how Daphne negotiated with her student loan debt. Learn all of those things today!Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #44 - Growing Successfully: Leveraging Relationships For Business Success With Anita Darden Gardyne

    Play Episode Listen Later Aug 10, 2021 50:45


    Growing successfully is the top goal of many business owners. What do you need to do to reach this goal? We answer that question as Christine McKay interviews CEO and co-founder of Oneva Inc, Anita Darden Gardyne. Anita shares her experiences as a woman of color starting in the telecommunications industry and details her rise. We hear about her struggles to find proper care for her ill father and how that frustration led to the creation of Oneva, and how her company has adapted to the needs of enterprise customers. Tune in and learn more about growing your business here, starting with your relationships.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #43 - Mike Domitrz On The Culture of Respect: The Foundation Of Healthy Workplace Culture

    Play Episode Listen Later Aug 3, 2021 55:12


    Respect is the foundation of any form of communication, including negotiations. It should precede trust, yet it is hardly talked about when it comes to negotiations. Learn more about the culture of respect with today's guest, Mike Domitrz, the founder of Center For Respect. Mike has worked with major corporations, schools, and universities on creating a culture of respect. In this conversation with Christine McKay, Mike illustrates different scenarios that highlight just how important respect is in building an effective and efficient work environment and cultivating healthy communication. He also gives actionable advice and shares important questions you should be asking that can help you set up a foundation of respect in the workplace.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #42 - Knowing When To Say No When Selling Your Business With Joyce Marter

    Play Episode Listen Later Jul 27, 2021 54:44


    Knowing when to say ‘No' does not limit you. Rather, it sets the bar where it benefits you the most. This is the kind of mentality you should carry when selling your business. Host Christine McKay is joined by Joyce Marter, licensed psychotherapist, author, founder of Urban Balance and Brand Ambassador for Refresh Mental Health. Joyce has successfully built and sold her business and came out the other end with invaluable lessons and insights that she imparts in today's episode. Negotiation is all about communicating strategically and setting the right boundaries. Joyce suggests various methods and things to look out for once you're in the room and negotiating. She also discusses her book, The Financial Mindset Fix and the role of mental wellness in enabling you to do business at your best.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #41 - Bridging The Fence: Using Interrogation Skills To Negotiate And Vice Versa With Michael Reddington

    Play Episode Listen Later Jul 20, 2021 54:59


    When people hear the word interrogation, it's usually associated with crimes or just accusations in general. But what if you can use interrogation skills used in investigations to also close a business deal? Michael Reddington is a Certified Forensic Interviewer and the President of InQuasive. He explains the techniques used in interrogations and how they can be utilized in business negotiations. Michael also details the key differences and similarities between the two and their use in different contexts. He highlights the importance of maintaining the self-image of the other and focusing on listening rather than attacking. If you're interested to learn more and get some tips along the way, then this is the episode for you.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #40 - Effective Leadership Requires Negotiation To Build Great Relationships With Scott Miller

    Play Episode Listen Later Jul 13, 2021 49:05


    It's not an easy road to build trust in client relationships in business. There are certainly different interests and perspectives of people, and we need to adjust accordingly. Join Christine McKay and Executive Vice President of Franklin Covey Scott Miller as they engage in a conversation revolving around negotiation in leadership, the importance of declaring your intent, and doing it. Scott shares his entrepreneurial journey, winning relationships and getting the value of it. Then, he elaborates on how to execute effective leadership in the professional world through negotiation. Join this episode where we explore ways to be clear in our purpose, goals, and priorities for business growth.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #39 - Effective Negotiation Begins With Marketing With Brandon Fong

    Play Episode Listen Later Jul 6, 2021 43:15


    Effective negotiation is harder than it looks. Sometimes you can be too close to your client and it looks weird and scary. Then there are times where you know too little about your client that it seems disrespectful. Knowing your boundaries during a negotiation can be difficult, which is why Brandon Fong is here to help you with that. Brandon is the founder and host of the podcast, 7-Figure Millennials. His mission is to inspire millennial entrepreneurs pursue big financial goals that prioritize their happiness, health, and relationships. Join your host, Christine McKay as she elicits thoughts from Brandon on how to negotiate effectively. Learn several tips and tricks that help make negotiations and relationship building a lot easier.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #38 - Stop Negotiating Time For Money With Samantha Hartley

    Play Episode Listen Later Jun 29, 2021 45:29


    People like to say that “time is gold”, yet few seem to heed these words. If time really is gold, then maybe it's time to put a stop to trading time for money. Christine McKay gets into a conversation with the founder and president of Enlightened Marketing, a business advisor and podcaster, Samantha Hartley. Samantha discusses why you need to transition from hourly payments to outcome-based payments, and the benefits of doing so. She also discusses the need to choose clients and jobs that fit you and your skills. The need for negotiation and positive confrontation are also discussed. If you're looking to pivot your business into a new direction but don't know where to start, then give grab some tips here. Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #37 - From The Prison Yard To The Podium: Negotiating Hope With Andre Norman

    Play Episode Listen Later Jun 22, 2021 52:35


    Even hope can be negotiated. Meet Andre Norman. From illiteracy to gang activity, Andre's childhood prepared him for nothing less than a life of crime and violence. This behavior eventually led him to be sentenced to over 100 years in prison. During his stay in solitary confinement, Andre had an epiphany to turn his life around. He wanted to get an education, so he took it step by step and after over 25 years of hard work and dedication, Andre is now a Harvard graduate and is a motivational speaker that has travelled around the world from the Bahamas to Sweden, talking about his incredible story. Andre is also the founder of the Academy of Hope which is a program that helps reduce prison violence in order to create a safer environment for everyone. Join your host, Christine McKay and her guest Andre Norman on how he negotiated through the prison cells and into helping others. Learn how jail time helped Andre in his ability to negotiate by just reading the room.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #36 - Negotiating In The Grocery Aisles: Strategy For Small Businesses With Tim Forrest

    Play Episode Listen Later Jun 15, 2021 41:58


    Many food entrepreneurs don't realize they're negotiating in the grocery aisles. This episode's guest is Tim Forrest, a consumer product marketing, branding, and distribution expert with over 30 years of remarkable success. Tim discusses with Christine McKay how small businesses need to place themselves in a position where they have more leverage. Why go to Walmart when you can negotiate in your local neighborhood? Join in the discussion to gain more strategies on negotiation. Don't miss this episode!Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #35 - Solving Homelessness One Negotiation At A Time With Tonja Boykin

    Play Episode Listen Later Jun 8, 2021 50:40


    Everybody deserves a decent roof over their head, but sadly, it's a far reality for some people. Tonja Boykin, the COO at Weingart Center, joins Christine McKay as she shares about solving homelessness, helping communities in need, and the negotiation process that took her there. Having gone to a private school her whole life and teaching in a more affluent community back then, it was a wake-up call for Tonja, realizing that what she experienced growing up wasn't what others perceived as normal. When she started working on a partnership between the L.A. School District and the mayor's office back then, it gave Tonja a chance not just to build houses but build communities as well. Tonja shares that although working with government agencies can be difficult, it is well worth seeing how much it means to the people she's able to help. Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #34 - How To Be Truly Of Service: Knowing Your Non-Negotiables With Bill Walsh

    Play Episode Listen Later Jun 1, 2021 31:30


    Negotiation is key to a strong and thriving business, but not everything in life is up for haggling. To put yourself in a position where you can really provide value and serve, you must hone in on your non-negotiables first. Venture capitalist and business coach Bill Walsh is no stranger to this. The CEO and founder of Powerteam International and host to speaking events all over the world, Bill is passionate about helping entrepreneurs and business owners create massive success. He joins Christine McKay in this conversation to talk about this particular aspect of the art of negotiation. Listen to Bill's stories and how he was able to negotiate with people by not even saying a word. Learn all kinds of tips and tricks because with the power of negotiation, you can make anything happen.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #33 - Growing With The Grain: You Can't Negotiate With Mother Nature With Bob Quinn

    Play Episode Listen Later May 25, 2021 69:24


    Nowadays, not a lot of people are well aware of where their food comes from. And while we generally know they're produced by farmers, there's nothing else beyond that. Christine McKay talks to Bob Quinn, an organic farmer and president of Quinn Farm and Ranch and Kamut International, about the ripple effect of going against nature especially when it comes to farming and how we produce the food we eat. He touches on the importance of knowing the difference between conventional agriculture and chemical agriculture that produces cheap food that feels you up but doesn't feed your body the nutrients it needs.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #32 - From Nike to Consignment: Capitalizing on the Sneaker Culture With Joamil Rodriguez

    Play Episode Listen Later May 18, 2021 39:06


    Can you imagine having a successful business by doing something you're passionate about? From his love for sneakers to making money and owning a business through sneakers consignment, Joamil Rodriguez, owner of LACED Boston, shares with Christine McKay how he got started and a bit of background on how everything went on, including some difficulties he faced along the way. He highlights the importance of partnership and building relationships that helped him grow his business to where it is today. Since the start of the pandemic, Joamil was able to expand to more locations and recently opened LACED in West Palm Beach, Florida. Get inspired to learn the ropes of going from a small business to a successful one with Joamil's inspiring story. Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #31 - Bringing Fun And Play To The Negotiation Table With Jeff Harry And Lauren Yee

    Play Episode Listen Later May 11, 2021 69:14


    Negotiation cannot be like a transaction between two people. You want the complete trust from that person during and after the negotiation. Even if that means acting silly or asking stupid questions just so you can start to build that relationship. Companies can get a little too serious and say, “If it ain't broke, don't fix it.” However, there's no harm in a little fun and experimentation. Companies like Netflix, TikTok, or Clubhouse are all trying something completely different. They are also continuing to grow because of their teamwork and non-toxic work environment. Discover how to help your team by learning through play with your host, Christine McKay and her fellow guests, Jeff Harry and Lauren Yee. Jeff and Lauren have been working together for over a decade and are still teaching companies and entrepreneurs on how to strengthen your business by learning through play. Come and listen so that you can integrate play in your inner circles and bring the fun to the negotiation table.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #30 – Negotiating The Detours Of Entrepreneurship With Mitch Russo

    Play Episode Listen Later May 4, 2021 41:26


    Successful entrepreneurs make entrepreneurship look easy but it's almost never a straight line. Before you reach any measure of success, you may have to take a detour or three. Each time that happens, a negotiation ensues between your ears. How do you respond? Do you give up or do you pivot? Do you stagnate or do you innovate? Mitch Russo has had his share of detours before becoming the successful entrepreneur he is now. A powerhouse businessman who loves to help companies scale, Mitch drew his business savvy from years of using his resourcefulness to find possibilities and go after them. Joining Christine McKay in the Venn Zone, Mitch shares some of the most important things he learned about entrepreneurship and negotiations from his long and winding road to success. Plus, learn more about Mitch's coach practice management system called ClientFol.io.

    Episode #29 - Taking Us To School In Guatemala: Negotiating Across Borders With Ron Fortin

    Play Episode Listen Later Apr 27, 2021 43:40


    Any experienced traveler knows that you can't just copy and paste what you know in the United States to be true and expect it to work in another. This is especially the case when you're negotiating across borders. Ron Fortin, the founder and CEO of Homeschool Spanish Academy, learned this when traveling to set up a business in Guatemala. In this episode, he shares with Christine McKay the key lessons he learned when working in another country. He talks about the differences he had found between emotional negotiation and ego, the contracting process between Guatemala and the United States, and how each country deals with conflict. Join in on this conversation and learn from the inside out how negotiations across borders work and what you can expect along the way.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #28 - The Psychology And Importance Of Stories In Negotiations With Dr. Joshua Weiss

    Play Episode Listen Later Apr 20, 2021 44:42


    The importance of stories in negotiations is often overlooked. Far too often, negotiation is seen as a battle to gain more than the other party. What negotiators don't know or tend to forget is how powerful storytelling can be as a tool to humanize the conversation. Christine McKay digs deeper into this topic with, Dr. Joshua Weiss, co-founder of the Global Negotiation Initiative at Harvard University. Having worked with some of the best and brightest in the negotiation space, Dr. Joshua Weiss has a lot of experience and insights to share when it comes to leveraging the power of storytelling in the negotiating table. He also shares some points on the proper execution of negotiation and mediation at the individual, organizational, government and international levels. Join in and learn how these principles apply to everything from winning high-stakes business deals to maintaining everyday relationships.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #27 - Negotiating The Journey From TV To SaaS With Christina Nicholson

    Play Episode Listen Later Apr 13, 2021 41:27


    With hundreds of thousands of podcast shows these days, PR people have a hard time determining the right one to pitch for. Seeing how a lot could benefit from automating podcast pitching, Christina Nicholson shares how she started Podcast Clout to answer this very purpose. Joining Christine McKay, she looks back on her transition from a TV host to a full-time business owner in the SaaS sector. She explains how exactly the PR community can use this software to make it easier for people to find them through the right podcast choices. Christina also discusses how her career transition taught her the true art of negotiation when working with different professionals and why effective communication skills must never be neglected, especially in today's virtual setting.Love the show? Subscribe, rate, review, and share! https://venn.zone/

    Episode #26 - Applying The Law Of Attraction To Negotiations With Andrew Kaplan

    Play Episode Listen Later Apr 8, 2021 60:06


    Whether you're negotiating internally with yourself or externally with other parties, how you show up determines the kind of success that the universe will allow you to manifest. In this episode, Andrew Kaplan joins Christine McKay to explain how the Law of Attraction works and how you can do it properly to bring you the success you have always dreamt of. Andrew is the author of The Last Law of Attraction Book You'll Ever Need to Read, a number one bestselling book in its category that Forbes has recognized as one of the 21 books to read in 2021. Join in and learn how the Law of Attraction applies to negotiations and can change the way you negotiate for good.

    Episode #25 - Three Men, One Woman, and a Newborn Walk into a Negotiation with Bethany Sloggett

    Play Episode Listen Later Apr 6, 2021 38:35


    Many people have this impression that negotiations are ruthless and that one party always comes out gaining the upper hand. This isn't exactly accurate as Bethany Sloggett illustrates what should be happening during a good negotiation. As the Head of Consulting and Design at YouNique Kitchens & Bath, Bethany finds herself every day in negotiation rooms filled with men. In this conversation with Christine McKay, Bethany highlights the importance of staying at the negotiation table, especially if you'll lose leverage by leaving, sharing a story about continuing with a negotiation while nursing her four-month-old baby at a table with three men. She explains how wearing our heart a little bit more on our sleeves and showing our authentic selves will take our negotiations, conversations, and partnerships to a new level.

    Episode #24 - The Hardest Part of Any Negotiation with Jillian Michaels

    Play Episode Listen Later Apr 1, 2021 14:12


    Our preconceived notions can be the undoing of a long-term relationship. Often, people go into a negotiation and make decisions based on short-term outcomes, not thinking about the long-term implications. As a result, they end up losing in the negotiation over time, even if they feel like they won at the moment. In this episode, Christine McKay has a one-on-one talk with Jillian Michaels, a renowned fitness expert and a certified nutritionist, about how to go around a situation that involves making decisions that would bring a win-win situation to any negotiation. As a fitness trainer, Jillian deals with people's mindsets all the time and constantly encouraging and pushing them out of their comfort zones. She explains how her training as a fitness instructor moved her forward in her negotiations and finding solutions that work for everybody. She also talks about the win-win situation mindset and how she overcomes the challenges of managing her own business and negotiations.

    Episode #23 - How I Negotiated My Game With Aquil Abdullah, former Olympian

    Play Episode Listen Later Mar 30, 2021 48:55


    Negotiations happen everywhere, the sports industry included. Athletes live and breathe negotiation, from getting that scholarship, bagging a sports contract, to being drafted into their dream teams. Join Christine McKay as she interviews Aquil Abdullah, the first African-American male to qualify for the Summer Olympics in the sport of rowing. Aquil is currently the Senior Infrastructure Engineer as well as a featured athlete at Hydrow, Inc. He walks us through some of the lessons he learned while training for the Olympic team and the things that he negotiated with his coach to continue doing what he needed to do. Hear him talk about the negotiation experiences that shaped his life and led him to where he is in his life right now.

    Episode #22 - Roman Tirone: An App Developer's Guide In Negotiation

    Play Episode Listen Later Mar 25, 2021 36:37


    In the negotiating process, one of the main factors that will dictate the outcome is how you present yourself. Christine McKay brings back app developer Roman Tirone for an episode redo, discussing the right way to establish your credibility and eliminate awkwardness. He shares his journey from being groomed into the entertainment industry, only to pivot into a completely different sector because of the pandemic. Emphasizing the negotiation processes commonly encountered by entrepreneurs, he shares his challenging yet fulfilling first project at The Rumble Company, as well as his collaboration with people from different cultures and walks of life.

    Episode #21 - One CEO’s Journey to Impact the NHL, NBA, and the Community with Scott O’Neil

    Play Episode Listen Later Mar 23, 2021 41:31


    The alpha culture is different than an effective culture,” says today's guest, Scott O'Neil. Scott is the CEO of Harris Blitzer Sports Entertainment (“HBSE”) which owns the Philadelphia 76ers, the New Jersey Devils, and other world-class sports entertainment brands. In today's episode, Scott talks with our host, Christine McKay, about the importance of leadership and diversity in negotiation, in the supply chain, and embracing a different approach. He shares more about HBSE's recently launched Buy Black initiative and how it impacts the organization, his people, and the community. Scott shares his wealth of experience gained from his first big business failure to being a leader in the industry and the sport he loves. Scott gets candid about the lessons he learned and how his youngest daughter taught him how to be even more effective in life and business. Whether or not you love the NBA, the NHL, or any other sport, this episode will show you how one CEO moved from being an alpha to being effective. Hold on to your seats because you do not want to miss this one!

    Episode #20 - Negotiation Is Going To The Horses with Hannah Zapletal

    Play Episode Listen Later Mar 17, 2021 47:38


    Knowing your value, understanding your counterpart's needs, and building trust are foundational negotiation principles. So, what in the heck do horses have to do with it? Join Christine McKay on today's episode as she explores the answer with Hannah Zapletal, Owner of WildeWood Farm in suburban Atlanta, GA. Hannah provides valuable insights on understanding the value we deliver to clients, reading people, and building a trust-based business. Join Christine and Hannah for this back-to-basics conversation about how lessons learned in the horse paddock and on the ranch can inform your negotiations.

    Episode #19 - Rebuilding with Integrity with Mark McShurley

    Play Episode Listen Later Mar 17, 2021 56:43


    The best time to borrow money is when you don't need it. Mark McShurely knew there were few alternatives when he realized he owed his supplier and couldn't pay. So, he asked for his supplier's help. He negotiated a deal. And still couldn't pay. So, he renegotiated. Hear his story and how he rebuilt his credibility one week at a time and created an unprecedented relationship with his supplier, one of the largest wholesale distributors in America.

    Episode #18 - Space, Mars, and Contracts with Brian Mooney

    Play Episode Listen Later Mar 17, 2021 49:01


    Being in the business of going to space is a big deal, and so are the contracts that go with it. Brian Mooney, President of Mooney Industries Precision Machining, Inc., has negotiated with all of the space industry's major players for decades. Knowledge, process, and details matter. Join Christine McKay and Brian and learn more about how he has successfully built long-lasting relationships with behemoth companies and kept his company profitable.

    Episode #17 - Spanning Continents While Negotiating Locally With Mimi Daraa

    Play Episode Listen Later Mar 17, 2021 54:22


    Having an international business is always challenging. When you are a small business working with local tradespeople on different continents and creating products to sell in the United States, one of the biggest challenges comes in negotiating for things. Join Christine McKay and Mimi Darra, Co-founder of Maison Palo Santo®, as Mimi shares what she learned about dealing locally in Morocco and Ecuador and how it has changed her approach to business.

    Episode #15 - Imagination Opens the Window to Possibilities with Meghan Gardner

    Play Episode Listen Later Mar 17, 2021 53:32


    Many people think of negotiation as a taking process, one with clear winners and losers. However, negotiation is fundamentally about giving and receiving. Join Christine McKay for this dynamic interview with Meghan Gardner, Founder of Guardian Adventures. We talk about how Meghan's rich experience, drawn from using live-action role-playing (LARPing) to help kids gain autonomy and agency to working in hospice care, informs negotiation. There is a lot to learn about negotiations from the power of storytelling and gaming.

    Episode #14 - Inventing Opportunities and Negotiating Success with Andre Champagne

    Play Episode Listen Later Mar 17, 2021 61:16


    Sometimes, you just have to dive into the deep end and figure things out on the way. Negotiation requires flexibility and a willingness to test ideas and figure out what can work for all parties involved. In this episode, Christine McKay interviews Andre Champagne, an entrepreneur, international business executive, and inventor, who talks about taking risks and finding success. Andre shares his journey in the film industry and as an inventor. He talks about the importance of negotiating from abundance versus scarcity and why believing in yourself matters so much at the negotiation table.

    Episode #13 - Wiring Your Mind for Success with Blair Dunkley

    Play Episode Listen Later Mar 17, 2021 55:35


    Whether you're an entrepreneur unsure of your next step or a business professional struggling to negotiate your way, having effective conversations with others and with yourself will drive your success. On today's show, Blair Dunkley joins Christine McKay to share engaging stories and insights on how understanding language patterns can tell you what people are thinking. There are so many golden nuggets to be gleaned from this conversation – from how to ask questions differently to the difference between clarity and certainty, the importance of being curious, and more. He also takes on the notion that you need to "know your why" and shares why he thinks it is total BS.

    Episode #12 - Renegotiating the Path to Recovery with Kim Bassett

    Play Episode Listen Later Mar 17, 2021 58:10


    To state the obvious, 2020 sucked for a lot of businesses. For Kim Bassett, 2020 was a year of trials and tribulations. Before the pandemic, Kim, co-owner of Fontis Nevada, experienced record growth and business profits. After March 2020, they lost 98% of their revenue. Through an arduous process of pivoting and renegotiating with clients, suppliers, and herself, Kim managed to bring the business back to just 25% of what it had been in 2019. Kim captures this inspiring story of rebuilding in her upcoming book, Pivot Point. Listen in with Christine McKay as Kim shares the things she learned along this journey.

    Episode #11 - The Invisible Negotiator at the Table with Karla Silva

    Play Episode Listen Later Mar 17, 2021 46:24


    In most deals, there are outside influences that impact your negotiations. Sometimes, these have significant sway over your ability to close a deal. In today's episode, Christine McKay interviews Karla Silva, Vice President of Investor Relations for Vivative Ventures, Inc. When she talks to potential investors in Vivative's projects, Karla always has an invisible third-party at the table with her. Who is that? It's the voice of the community in which her project resides. Karla takes us on a tour of the real estate development world and shows us how all the different players come together to deliver large, transformative projects.

    Episode #10 - Dealing with Goliaths: One Small Business' Experience with Matthew Marini

    Play Episode Listen Later Mar 17, 2021 80:00


    Many small and mid-sized businesses get trapped in unfair negotiations, especially in David and Goliath situations, simply because they lack the appropriate skills. If you negotiate with organizations who you think have more power or leverage than you, this episode is a must! Join Christine McKay as she interviews Matthew Marini, President at Agile Resources, an IT staffing and recruiting agency. He has been in this highly competitive industry for nearly 15 years and frequently negotiates with large enterprise companies. Together, Christine and Matthew go over some of the essential skills and principles that every business owner should learn to get their fair share of the mutual win in every negotiation.

    Episode #9 - Negotiating from Beginning to End with LV Randolph

    Play Episode Listen Later Mar 17, 2021 61:49


    Planning is everything in business, but you can't plan for everything. So, we negotiate. Join Christine McKay as she sits down with Founder and President of Cambridge Argillite, LV Randolph, to discuss how to navigate the negotiation table, so you don't flush money down the drain. In today's episode, we talk about critical factors to consider when negotiating with buyers. We cover everything from understanding your business valuation to learning marketplace trends. LV also talks about the importance of knowing when to call in the cavalry and get help with your business so you can move to the next level.

    Episode #8 - Your Exit Strategy Matters to Today's Deals with Livia Jenvey

    Play Episode Listen Later Mar 17, 2021 50:16


    During COVID-19, many small businesses are exploring exit options, especially family-owned companies. However, according to today's guest, Livia Jenvey, an Operations Excellence Expert at Jenvey Consulting, the reality is that nearly 80% of entrepreneurs and founder-owned companies will never be able to sell for the price they feel their business is worth. Join Christine and Livia as they discuss how to prepare for the sale of your business and level the playing field at the negotiation table. Be clear on how you operate, get organized, and be prepared!

    Episode #7 - Dear Investors, It's Not Working with Chris Selland

    Play Episode Listen Later Mar 17, 2021 48:43


    Every growing company needs capital. Many entrepreneurs turn to outside investors (e.g., angels, venture capitalists) for that capital. These investors expect a level of rigor, reporting, and, more importantly, a specific return. So, what do you do when you realize the company won't generate that return? How do you renegotiate with your investors? Join Christine McKay and today's guest, Chris Selland, the CEO of DipJar, and hear how he led renegotiation efforts with more than 40 investors and guided DipJar through two recapitalizations in a year only to sell the company a year later. Whether you have investors, are looking for them, or are curious about what to do when a deal isn't working for you, you'll learn a lot from this episode.

    Episode #6 - Find the Good and Keep Going with Nick Yousif

    Play Episode Listen Later Mar 17, 2021 38:36


    What do you get when you combine a lawyer, a comedian, and a chocolate maker? Today's guest, Nick Yousif, of course. Nick tenaciously pursues his dreams across his varied interests and frequently proves his naysayers wrong. In this episode, he joins Christine McKay to share his exciting journey. Nick talks about how he sees himself taking on the big guys in his chocolate business and what he's doing to maintain control of his products, vision, goals, and how that informs his negotiation strategy. He also talks about how he used comedy to relieve tension in difficult conversations.

    Episode #5 - Carving a Path on Terms that Work for Her with Brenda Sterling Meyers

    Play Episode Listen Later Mar 17, 2021 41:03


    Beverage trends come and go, but tea is the most widely consumed beverage globally, next to water. It is a big business with a lot of small business players. Today, Christine McKay sits down with Brenda Sterling Meyers, a master blender and the Founder and CEO of Sterling Tea®. Brenda shares her journey from selling to big grocers to creating her path in the industry focused on blending. She shares key takeaways from the lessons she learned from her logistics and shipping experiences and how to manage supply chain risk as a small business owner. Whether you love tea or not, you'll want to hear Brenda's fantastic insights.

    Episode #4 - Building Confidence through Failure with Nicole Kalil

    Play Episode Listen Later Mar 17, 2021 47:56


    A seasoned corporate executive, today's guest, Nicole Kalil, realized she had a passion for something different from corporate life. So, she set out on her own and launched a business dedicated to helping people, especially women, become more self-confident. Join Christine McKay as she interviews Nicole about the critical elements of building confidence and dealing with the noise in our heads. Nicole shares some tips on how you can negotiate with confidence and stay aligned with your life's purpose and be your authentic self, including the importance of embracing your failures.

    Episode #3 - Sales and Negotiation: Navigating the Intersection with Che Brown

    Play Episode Listen Later Mar 17, 2021 53:44


    Knowing what problems you are solving for your clients and giving them the highest service level allows you to discover opportunities to negotiate more successfully. Today's guest, Che Brown, helps entrepreneurs maximize their sales by offering some of the world's best sales training programs at Sales Team Guru. Che is the Founder of The Happy Entrepreneur Network and the host of the Happy Entrepreneur Show. Listen as he joins Christine McKay in a conversation that explores the intersections between sales and negotiation and teaches us how to be even better in both. Whether you're a business owner who still hates selling or someone convinced that selling is essential but doesn't know how to proceed, you're going to walk away with one or a dozen ideas you can implement today! Think you've heard it all? Not the remix, you haven't.

    Episode #2 - Let's Shake on It: The Power of Informal Contracts with Kevin Thompson

    Play Episode Listen Later Mar 17, 2021 50:40


    When you're building your business through partnerships, some will say you need an iron-clad contract, not so with today's guest. In this episode, Christine McKay is joined by Kevin Thompson, the Co-Founder of Tribe for Leaders. Kevin has built a multi-million-dollar business without using formal contracts. He's grown his business by discerning the right people to call partners and then simply shaking hands. Kevin elaborates on why and how he has done that. He shares some of the successes and tribulations he's experienced and lessons he learned along the way while building a very successful business and collaborating with partners all over the world.

    Episode #1 - Knowing Your Numbers & Bringing the Best You with Idan Shpizear

    Play Episode Listen Later Mar 17, 2021 41:06


    Idan Shpizear began 911 Restoration with nothing but a Volvo and a carpet cleaner that barely fit in the backseat. Recently, he's launched a community focused on helping people to Get Out of the Truck! On today's show, he sits down with Christine McKay to talk about how knowing his numbers helped him 'Get out of the Truck' and successfully negotiate with his first franchisees and build a business with more than 100 locations. Today, Idan's franchise model thrives with his company's famous orange trucks parked outside homes all across America. Idan also shares a bit about his books, Get Out of the Truck: Build the Business You Always Dreamed About and Get Out of the Truck: How to Transform Your Mindset and Become a Self-Made Success Story. Tune in to this episode to hear more about how to scale your business.

    Episode #16 - The Power of Laughter in Negotiations with Chris Tabish

    Play Episode Listen Later Mar 16, 2021 38:33


    Mark Twain once said, "Against the assault of laughter, nothing can stand." Even the strongest relationships have conflict, and sometimes negotiation has conflict. But why not laugh when it happens? This is the question that Christine McKay explores with Chris Tabish, author of Comediology and CEO of The Comediology Company. Chris talks about the magic that laughter can bring and how it can be a useful tool for mitigating conflict. He also shares his thoughts on how comedy serves as a critical element in successful relationships and negotiations.

    In the Venn Zone: Empowering the Negotiator in You

    Play Episode Listen Later Mar 16, 2021 8:27


    Be more confident in every negotiation by learning from insiders that will empower you to get more of what you want while building long-lasting relationships. Welcome to In the Venn Zone with Christine McKay. Tune-in as prominent business leaders, founders, and celebrities share their behind-the-scenes stories of real-life negotiation failures and successes. Discover insightful negotiation concepts you can apply in every area of your life right now. Listen to In the Venn Zone every week to unleash the powerful negotiator in you.

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