Nikki Rausch “The Sales Maven” teaches salespeople how to have more effective sales conversations while maintaining rapport and keeping the relationship intact. She also teaches how to overcome the fear of rejection by fundamentally changing the way you view sales: It’s something you do with someone, not to them. Learn how to shift your mindset to overcome fear in this episode of Negotiations Ninja. 

Outline of This Episode

• [1:23] Learn more about Nikki Rausch
• [1:45] Maintaining rapport while selling
• [3:14] Nikki’s strategy for overcoming rejection 
• [8:21] Why stories are powerful in B2B sales
• [10:56] Salespeople are guides—not heroes
• [13:23] The importance of questions in sales

Resources & People Mentioned

• Get Nikki’s “Closing the Sale” eBook for FREE

Connect with Nikki Rausch

• Nikki’s website
• The Sales Maven Podcast
• Connect with Nikki 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

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How do you get what you want in a negotiation? How do you be more persuasive? Simon Rycraft wrote “Negotiation Hacks: Expert Tactics To Get What You Want,” to lay out the strategies, skills, and approaches needed to get what you want. In this throwback episode of Negotiations Ninja, Simon covers some of the tactics he lays out in his book and how to make them work for you. Check it out!

How do you combat fear with courage? How does your ego build walls in negotiations? And why, when you’re in a negotiation, should you only say something if you believe it? Mala Subramaniam—an Executive Coach, Author, and Speaker—has taught thousands of people the art of communication in negotiation. In this episode of Negotiations Ninja, Mala shares the #1 way you can combat fear in negotiation. 

Outline of This Episode

• [1:38] Learn more about Mala Subramaniam
• [4:12] Combating fear with courage
• [7:56] How ego affects negotiations
• [11:11] You have a responsibility…
• [13:33] Only say it if you believe it
• [16:55] Do you open yourself up to manipulation?
• [20:50] A conversation about ageism 

Connect with Mala Subramaniam

• Mala’s website
• Email Mala at Mala(at)mktinsite.com
• Connect on LinkedIn
• Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations

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

Joe Valley is a serial entrepreneur and partner at Quiet Light Brokerage. He’s also an expert at building sellable companies. He’s also learned the secret to winning more deals: Don’t be an a–hole. The people who win more deals do their research, carry intelligent conversations, and are polite, professional, and likable. Why are these qualities so important? Joe Valley covers the topic in detail in this throwback episode of the Negotiations Ninja podcast! 

Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career. 

Outline of This Episode

• [2:14] Learn more about Jack Shafer
• [2:55] Technique #1: Presumptive Statements
• [8:30] How to shift power in a negotiation
• [11:08] The use of time in a negotiation
• [13:12] Who has the authority?
• [15:04] Technique #2: Use the phrase “I’ll bet…”
• [18:11] Uncovering your counterpart’s objections
• [20:23] Technique #3: Bracketing
• [22:19] Technique #4: Reported Facts
• [24:00] Technique #5: The Well Technique 

Resources & People Mentioned

• Turning on the Like Switch with Jack Shafer, Ep #61

Connect with Jack Shafer

• The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth
• The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over

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

Do you excel when you’re negotiating for your company but struggle to negotiate successfully for yourself? Is it because you lack clarity on exactly what you’re negotiating for? Or do you feel too emotionally involved to think clearly? 

You have to be able to communicate your value and articulate why you deserve what you’re asking for. Deborah Kolb—an expert in negotiation, leadership, and gender issues—shares how you can change your mindset to master personal negotiations in this throwback episode of Negotiations Ninja.

How do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja. 

Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to drive contract negotiation forward. This is a book all contract professionals need to read. She covers some important concepts from her book in this episode. Don’t miss it!

Outline of This Episode

• [2:10] Learn more about Nada Alnajafi
• [3:37] Get on the same page about the redlining process
• [5:36] Proper etiquette with redlining + comments
• [8:23] Working with outside counsel on contracts
• [11:34] Why I despise separating commercial from legal
• [12:38] Using redlining to make negotiations more efficient
• [15:27] The operational implications of what you’re contracting for
• [18:23] The impact of artificial intelligence on the redlining process
• [20:39] How Nada handles “hidden redlines” in contracts

Resources & People Mentioned

• Nada’s Book: Contract Redlining Etiquette
• Navigating the Limitation of Liability Clause with Jeanette Nyden, Ep #256

Connect with Nada Alnajafi

• Nada’s Website
• Contract Nerds
• 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

You’ve gotten to a place where you point-blank asked someone what their values are. You have the answer—but it wasn’t the one you were looking for. It’s clear that you have differing beliefs. Now you’re at a crossroads: What do you do?

You can’t persuade someone to change their beliefs. Negotiating over differing beliefs is a far different process than negotiating over interests. You can’t just say “Let’s split the difference” or you’ll insult them. You can provide arguments, evidence, justifications, rationales, stories, etc. but will it make an impact? 

Author and Professor G. Richard Shell dives into this complicated topic in this throwback episode of Negotiations Ninja. Don’t miss it!

How do you know when you’re dealing with a narcissist? How is negotiating with a narcissist different from negotiating with a rational person? What do you need to do to not only prepare for your negotiation but win it? Rebecca Zung—one of the best lawyers in America—shares what negotiating with narcissists is like in this episode of Negotiations Ninja. 

Outline of This Episode

• [2:15] Learn more about attorney Rebecca Zung
• [3:55] The definition of a narcissist/narcissistic behaviors 
• [9:20] What got Rebecca interested in narcissism?
• [16:22] What it’s like negotiating with a narcissist 
• [20:13] How to create leverage with a narcissist
• [23:56] Why you have to focus on yourself

Resources & People Mentioned

• Go to WinMyNegotiation.com for a free 15-page eBook: Crush My Negotiation Worksheet
• Negotiations Ninja episode #231 with Rebecca Zung

Connect with Rebecca Zung

• Rebecca’s website
• Watch on YouTube
• 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

David Perry is a sales and business development expert and the author of the book “The Game of Sales.” David wanted to share everything he learned from working with Adobe, Amazon, Google, and IBM and arm readers to overcome the “inner game” they face when they negotiate. 

A lot of someone’s success comes down to the concept “Dare to care.” Caring is a quality that top salespeople have. Many books only focus on tactics and strategy—very few focus on caring. David shares his thoughts on “Daring to care” in this throwback episode of Negotiations Ninja.

How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiating with cultures from around the world, I’m chatting with Michael Van Keulen (MVK), the Chief Procurement Officer at Coupa Software. We’re focusing on negotiating with Dutch people. Listen to this episode of Negotiations Ninja to learn the steps you can take to negotiate the right way with the Dutch. 

Outline of This Episode

• [1:45] Learn more about Michael Van Keulen
• [3:21] The Dutch mindset in negotiations
• [6:59] Why are Dutch people so direct? 
• [10:42] How to negotiate with the Dutch
• [13:26] Do the Dutch make decisions quickly? 
• [18:34] How to generate rapport with the Dutch
• [22:27] The Dutch likely speak better English than you
• [26:51] Dutch people are open and welcoming

Resources & People Mentioned

• Formula 1: Drive to Survive 

Connect with Michael Van Keulen

• Coupa
• 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 exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after business expert, known for his proven methodology, “The Value Builder System™,” which he created to help entrepreneurs build businesses worth buying. In this throwback episode of Negotiations Ninja, John shares some strategies to help you build and exit your business the way you want!

How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation everything? Melissa Fortunato retired from the FBI after 23 years. She spent her career as a crisis hostage negotiator and did undercover work. Now, she offers negotiation and conflict resolution training. We talk about learning to adjust your mindset when you get uncomfortable in this episode of Negotiations Ninja. 

Outline of This Episode

• [1:48] Learn more about Melissa Fortunato
• [2:47] How to adjust your mindset for negotiation
• [6:32] How Melissa prepared for undercover work
• [10:17] Melissa’s experience working undercover
• [11:42] How to step out of your comfort zone
• [15:42] Focus on the power of connection
• [17:24] Learn to manage your emotions

Resources & People Mentioned

• engineer.com/social-engineer-team/christopher-hadnagy/">Chris Hadnagy
• Influence: The Psychology of Persuasion

Connect with Melissa Fortunato

• Connect on LinkedIn
• team.com/">Alchemy Team
• The Negotiations Collective

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

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that helps women negotiate better salaries. Sadly, Victoria sees a lot of women (and men) make mistakes because they forge ahead too quickly, lured by the promise of stock options. 

During the pandemic, startups had ample funding. They started recruiting from big-name brands with the promise of stock options. But the salaries they offered were often dismal. If you were in that scenario, how should you have negotiated your salary? 

Victoria shares common mistakes CEOs, CFOs, etc. make when negotiating their salaries and what they should be doing to negotiate better salaries in this throwback episode of Negotiations Ninja!

Everyone has faced adversity at some point in their life, especially in recent years with the Covid pandemic. But we all handle adversity differently. Lousin Mehrabi found herself faced with unimaginable adversity: Her six-year-old son was diagnosed with Duchenne Muscular Dystrophy (DMD). 

DMD is an incurable genetic disorder characterized by progressive muscle degeneration and is life-limiting. Lousin was faced with a choice: How was she going to face this news? In this episode of Negotiations Ninja, Lousin talks about how you use your negotiation skills to face adversity. 

Outline of This Episode

• [1:53] Learn more about Lousin Mehrabi
• [2:52] How to negotiate with yourself
• [5:07] Get clear on your “why” to remove limiting thoughts 
• [6:00] You can unconsciously derail a negotiation 
• [7:29] Diagnose the problem before you try to solve it
• [12:14] You have to understand the language of your counterpart
• [16:15] Using negotiation skills to face adversity 

Connect with Lousin Mehrabi

• Connect with Lousin on LinkedIn
• The Life Negotiations Podcast
• Lousin’s YouTube channel

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 take your business to the next level? How do you master the art of sales? What mistakes should you avoid making? Most entrepreneurs are geniuses and masters of their craft—but struggle with sales. Marty Park has founded 13 successful businesses in seven different industries. Now, with over 16,000 hours of business coaching experience, he’s one of the best people to turn to when you need to boost your sales game. Marty will teach you how to transform from expert to salesman in this throwback episode of Negotiations Ninja. Check it out! 

Gary Noesner ended his 30-year tenure with the FBI as the Chief Hostage Negotiator. He managed 350 FBI negotiators around the country and 10 supervisory negotiators. He responded operationally, provided instruction to agencies, and researched crisis and conflict resolution. 

Gary dealt with hijackings, right-wing militia standoffs, prison riots, the Waco siege, and much more. He worked on a lot of high-profile cases. Gary dealt with numerous large-scale conflicts throughout his career. So in this episode of Negotiations Ninja, we delve into how to navigate conflict at scale. 

Outline of This Episode

• [2:27] Learn more about Gary and his background in the FBI
• [6:02] How to deal with individual conflict and conflict at scale
• [11:39] How Gary would handle a prison riot
• [15:13] Why finding a reasonable leader is key
• [24:25] Patience must be deployed in many negotiations
• [26:28] Why Gary believes almost all conflict is resolvable

Connect with Gary Noesner

• Gary’s website
• Connect on LinkedIn
• Friend on Facebook

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

Sara Laschever co-wrote “Ask For It: How Women Can Use Negotiation to Get What They Really Want” with Linda Babcock. Their goal was straightforward: To help women negotiate for themselves. Most women excel at negotiating for others (their clients, their kids, their coworkers, etc.) but struggle to ask for what they deserve. In this episode of Negotiations Ninja, Sara explains why this is a systemic issue and walks through what women can do to become confident negotiators.

How does culture impact negotiations? Why does culture matter? Why should you care? Joana Matos—a negotiation trainer, consultant, and guest lecturer at Reykjavík University—was born in Portugal and has lived in Iceland for over a decade. In this episode of Negotiations Ninja, she shares some of the cultural differences she’s learned and why understanding someone’s cultural context is important. 

Outline of This Episode

• [2:05] Learn more about Joana Matos
• [2:50] The over-reliance on globalization is crippling
• [6:27] How Icelandic people negotiate
• [11:38] How to prepare for a negotiation
• [18:13] Understanding Icelandic body language
• [19:53] Why you shouldn’t steal rocks in Iceland 
• [23:20] A culture’s history drives everything

Resources & People Mentioned

• Kiss, Bow, Or Shake Hands

Connect with Joana Matos

• Connect on LinkedIn
• Rational Games

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

Joe Paranteau is the author of “Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons,” which he wrote to be a comprehensive sales training guide. He was constantly seeing sales people blow it in the sales cycle and knew there had to be a better way. In this throwback episode of Negotiations Ninja, Joe shares the importance of genuine curiosity, physical positioning, and selling through the close—for the customer. Don’t miss this guide for both sides of the table.

Are persuasion tactics effective in negotiation? How do you develop persuasiveness that isn’t overtly obvious? Persuasive rhetoric can be compelling—or it can completely backfire. So how do you effectively persuade someone to consider your side of an argument? Andy Luttrell—a Psychologist in the field of opinion science—joins me in this episode of Negotiations Ninja to dive into persuasion in negotiation. 

Outline of This Episode

• [1:53] Learn more about Andy Luttrell
• [2:29] What does persuasion really mean? 
• [4:18] How do you use persuasion to drive decisions?
• [6:43] Increase your persuasiveness via credibility and trustworthiness
• [10:52] Why what you say and how you say it matters
• [13:55] Is the use of emotion a powerful tactic in persuasion?
• [21:19] Do people make decisions based on pain, pleasure, or both?
• [24:35] Why cultivating fear is a common persuasion tactic
• [28:31] Is tapping into emotions appropriate in a business setting?

Resources & People Mentioned

• The Opinion Science Podcast

Connect with Andy Luttrell

• Andy’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

Does your ego get in the way of successful negotiation outcomes? Do you find yourself becoming emotional when someone takes a shot at your character? Gaetan Pellerin wrote the book, “Mindful NEGOtiation: Becoming More Aware in the Moment, Conquering Your Ego and Getting Everyone What They Really Want,” to help you conquer your emotions when it really matters. The best way to do that? Practicing mindfulness. Learn more in this throwback episode of Negotiations Ninja!

How does nonverbal communication make or break a negotiation? How do you appear more trustworthy? What skills can you utilize to improve your nonverbal communication? In this episode of Negotiations Ninja, Abbie Moreno—who has a Ph.D. in Human Behavior—talks about the science behind nonverbal communication and how it drives trustworthiness.

Outline of This Episode

• [2:22] Learn all about Dr. Abbie Maroño, Ph.D.
• [3:26] Why can nonverbal communication make or break a negotiation?
• [5:16] Have we become worse at recognizing nonverbal cues? 
• [7:53] The most outrageous claim that we’ve been taught to believe
• [9:40] Do personality traits correlate with nonverbal behavior? 
• [14:55] How to appear more trustworthy to shortcut the process
• [21:22] The importance of emotional expressiveness
• [26:25] Does feigning disappointment work as a negotiation tactic?
• [29:13] Why trustworthiness signals need to become second-nature
• [32:30] How to get someone to want to reveal information
• [36:04] How to know if someone is skeptical of you

Connect with Dr. Abbie Maroño 

• Connect on LinkedIn
• Follow on Twitter
• Dr. Abbie Maroño’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

How do you embrace creativity in negotiations? How do you approach problem-solving with a different mindset? Dr. Josh Weiss wrote “The Book of Real World Negotiations” to help demonstrate a more effective approach to negotiation. Through sharing real-world examples, he not only drives his points home but opens your mind to a more creative approach to negotiation. Don’t miss this throwback episode of Negotiations Ninja as he lays out how to understand underlying interests, address cultural differences, and change your mindset.

What are the emotional triggers that you struggle with in a negotiation? How will they influence your negotiations? How do you keep your emotional triggers from derailing your performance? For over 15 years, Dr. Klaus Lassert has leveraged psychology to help professionals overcome what’s holding them back to successfully navigate tough negotiations. In this episode of Negotiations Ninja, he’ll help you think through identifying and navigating your emotional triggers. Check it out! 

Outline of This Episode

• [1:57] Learn more about Dr. Klaus Lassert
• [3:20] How to identify your emotional triggers
• [8:20] How to overcome your emotional triggers
• [11:10] Using a counterparty’s triggers to your benefit 
• [15:01] How your personality type influences you
• [25:52] Using your personality type to your advantage

  Connect with Dr. Klaus Lassert

  • Connect on LinkedIn
  • Schranner Negotiation Institute

  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 heard of Cialdini’s principles of influence from his book, “Influence: The Psychology of Persuasion?” If you’re in the world of sales and negotiation, you’re likely familiar with some of these principles. But the psychology of persuasion isn’t easy to master. In this special throwback edition of Negotiations Ninja, Brian Ahearn shares how negotiators can leverage the psychology of persuasion and transform the way they sell. Check it out!

According to the author of “Crucial Conversations,” Joseph Grenny, crucial conversations are a discussion between two or more people where the stakes are high. Sometimes our opinions vary, and our emotions run strong. How do we deal with conversations like that? Learn how to navigate crucial conversations successfully—while maintaining your relationships—in this episode of Negotiations Ninja!

Outline of This Episode

• [1:49] Learn more about Joseph Grenny
• [3:38] How to have crucial conversations 
• [6:24] What is your “style under stress?”
• [13:03] Crucial conversations in the workplace
• [16:01] Why we handle personal stress differently
• [18:02] Joseph’s nonprofit: The Other Side Academy 
• [20:12] You can tell the truth in a loving way
• [23:18] How do you maintain the changes you make

Resources & People Mentioned

• Influencer: The New Science of Leading Change
• Crucial Conversations: Tools for Talking When Stakes Are High
• Style Under Stress Assessment

Connect with Joseph Grenny

• Joseph’s website
• The Other Side Academy
• Connect on LinkedIn
• Check out Joseph’s books

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 #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process: 

• Data: Get some facts
• Issue: Determine the issue between the two parties
• Solution: Get people to think outside the box
• Consequence: Ask pain-point and goal-oriented questions
• Outcome: Pain-point and goal-oriented questions
• Value: Determine what is important to the other person
• Example: Share examples to get them thinking and processing
• Rationale: Ask questions to understand the buyer’s decision-making process.

Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!

As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time they moved—she was simply thrown into it. After building 20 years of experience in the corporate world, she moved into academics and is currently a professor at the University of Illinois in Chicago.

Eliane wrote an amazing book called “The Negotiation Process Before, During, and After You Close the Deal” based on her life experiences living in and negotiating with different cultures. In this episode of Negotiations Ninja, we talk about what it takes to succeed with intercultural negotiation. 

Outline of This Episode

• [2:39] Learn more about Eliane Karsaklian
• [3:52] What is a sustainable negotiation?
• [5:09] How to think strategically about the future 
• [6:39] Create short-term milestones that feed the vision
• [9:41] What happens after you close the deal? 
• [11:54] How to develop a long-term relationship
• [13:34] How foundational beliefs of a culture tie in
• [21:51] Operate through the lens of the other culture
• [29:44] Hire someone to coach you on intercultural business

Resources & People Mentioned

• Chinese Business Negotiating Style

Connect with Eliane Karsaklian

• Connect with Eliane on LinkedIn
• The Negotiation Process Before, During, and After You Close the Deal

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

Picture this: You’ve got a great idea for a business that you’re excited about. Your business plan has been perfected and your focus is on securing money to get it off the ground. But have you started planning your exit? In this throwback edition of Negotiations Ninja, Erik Kostelnik—the founder and CEO of Postal.io—shares why planning your exit should be part of planning your business. Don’t miss it!

Are you willing to walk away from a negotiation? Would you push your chair back from the table and walk out the door? In Ed Brodow’s experience, most people “say” they’re willing to walk away, but when it comes down to it, they’re glued to their seats. They’re too scared to walk away. So in this episode of Negotiations Ninja, Ed shares how to overcome your inner negotiation and walk out that door. Don’t miss it!

Outline of This Episode

• [2:21] Always be willing to walk away from a negotiation
• [8:45] How to win the negotiation with yourself
• [13:43] How Ed answers, “Why should I hire you?”
• [18:37] The importance of listening to and addressing needs

Connect with Ed Brodow

• Ed’s website
• Negotiation Boot Camp

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 your prospect’s desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling—once you calculate the gap that needs to be crossed, you can help guide your prospect to their desired outcome. Sounds easier said than done, right? So in this episode of Negotiations Ninja, we are revisiting this special episode about bridging the gap with none other than Keenan.

Carson Heady is the best-selling author of “Salesman on Fire” and is recognized as the #1 Social Seller globally at Microsoft. He’s found success in every level of sales. On this episode of Negotiations Ninja, one of the most recognizable names in sales today shares what setting the foundation for the deal looks like. It starts with getting the right people “on the boat with you” and caring about the “why” that drives them. What else? Find out in episode #321 of Negotiations Ninja!

Outline of This Episode

• [2:13] Learn more about Carson Heady
• [3:37] Setting the foundation for the deal
• [6:37] Get people on the boat with you
• [11:22] Understanding the customer’s “why” 
• [15:27] Does Carson’s notoriety impact him?
• [19:05] Learn more about “Salesman on Fire”
• [22:26] Overcoming the perception of others 

Resources & People Mentioned

• Salesman on Fire

Connect with Carson Heady

• Check out Carson’s books
• Connect with Carson on LinkedIn
• Follow Carson 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

Svitlana Kalitsun is a Ukrainian negotiation expert and lawyer who teaches people how to create trusting relationships to get better deals and more satisfying results. In this episode, we talk about how to handle politically divisive conflicts. In part, it comes by tying emotions to logical commitments. Listen to this episode for an interesting conversation about flexibility, adaptability, and emotional commitments in negotiation. 

Note: We’re recording this episode on 10/21/22. As the Russo-Ukrainian War is a fluid situation, things may have drastically changed by the time this episode airs. 

Outline of This Episode

• [1:13] Learn more about Svitlana Kalitsun
• [2:07] Svitlana’s thoughts on the Russian-Ukraine War
• [5:18] Have negotiations already begun?
• [6:59] What flexibility looks like in negotiations
• [14:19] Logical versus emotional commitments 

Resources & People Mentioned

• Think Again: The Power of Knowing What You Don't Know

Connect with Svitlana Kalitsun

• The Negotiation Academy
• Connect on LinkedIn
• Follow The Negotiation Academy on Facebook

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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What do you do if you feel like an employee isn’t listening to you? What do you do if they disagree with you? Conversation expert Debra Roberts believes that the impact of listening and creating trust through disagreements is key. Taking responsibility for your role as a leader is also imperative. So what should those conversations look like? Learn more in this episode of Negotiations Ninja. 

Outline of This Episode

• [2:03] Learn all about Debra Roberts
• [2:57] Communicating through disagreements
• [6:43] Take responsibility for your role as a leader
• [8:09] Shared belonging as an organization
• [10:57] How to communicate when nothing’s changed 
• [12:13] Important conversations leaders need to have
• [15:59] Simple things that can be done to create trust
• [19:25] Navigate change by building relationships first
• [23:27] Learn about The Communication Protocol

Resources & People Mentioned

• Debra Roberts’ Articles on Inc.com

Connect with Debra Roberts

• The Relationship Protocol Book
• The Relationship Protocol Website
• Connect on LinkedIn
• Follow 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

Dr. Claudia Winkler has a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She leverages her degrees and experience to help lawyers become better negotiators. She strives to help them hone their skills, manage their emotions, and negotiate effectively. She shares what that looks like in this throwback edition of the Negotiations Ninja podcast. 

How does crisis negotiation actually work? Dr. Andy Young has both trained and engaged in crisis negotiation for over 20 years. A common thread among these scenarios is the necessity of employing empathy for the counterparty regardless of what they’ve done. He explains why empathy in the face of crises is so impactful in this episode of Negotiations Ninja!

Outline of This Episode

• [2:02] Learn about Dr. Andy Young
• [3:05] The three types of crises Dr. Young sees
• [4:20] Comparing and contrasting business and crisis negotiations
• [8:10] Dr. Young’s approach to crisis situations 
• [11:51] Dr. Young’s role in hostage negotiations
• [13:41] The role of power dynamics in hostage negotiations
• [16:58] Mental exercises to reestablish perspective 
• [17:58] What to do when it’s clear there isn’t a “win”
• [20:09] The #1 thing the business world can learn
• [22:56] How to get your hands on Dr. Young’s book

Resources & People Mentioned

• Episode #120: Learning from Failed Negotiations with Terrorists

Connect with Dr. Andy Young

• Friend on Facebook
• Connect on LinkedIn
• Dr. Young’s Books

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

Are you approaching negotiations from a rigid viewpoint? Are you applying a zero-sum mindset where there can only be one winner? In this throwback episode of Negotiations Ninja, Keld Jensen shares why it’s time to rethink your approach to negotiations—starting by rebuilding negotiation training. His outside-the-box approach will help you approach negotiation with a different lens, providing more value than you thought possible.  

“Scope of work” clauses may not be complex, but they are often misunderstood in a contract. It’s where I see the most mistakes and opportunities for future conflict. That’s why Jeanette Nyden is back! In this episode of Negotiations Ninja we talk about how to negotiate scopes of work correctly, the common screw-ups that we see, AND what to do about them. Don’t miss it! 

Disclaimer: I am not a lawyer. This episode is for informational purposes only and does not constitute legal advice. Seek proper legal counsel if needed. 

Outline of This Episode

• [2:15] Learn more about Jeanette Nyden
• [4:00] Make sure your business objective is clear
• [6:01] Collaboration is key with scope of work
• [10:15] Overcoming the fears procurement has
• [12:52] What, where, when, why, and who
• [17:33] Building “TBDs” into the scope of work
• [20:14] Creating a provision for unknown unknowns 
• [23:38] When error creeps into the scope of work
• [26:47] Take your time to address the right KPIs and SLAs

Make sure your business objective is clear

The first problem that Jeanette sees is that the scope of work in a contract isn’t tied to the business objective. You need to be able to read the scope of work and figure out what the objective is. When Jeanette first started working on contracts, she’d always ask what business objective they were trying to solve. It should be abundantly clear. 

In Jeanette’s book, “The Contract Professionals Playbook,” she provides a tool that helps professionals detail what the business objective is. You want suppliers to read the scope of work and easily say “yes” or “no.” You also want to make sure that companies who aren’t qualified self-select out. If they don’t, it’s a recipe for disaster. 

Create really good acceptance criteria

Instead of beating up your supplier to achieve year-over-year cost savings, why not include really good acceptance criteria? 

Lawyers put in template language that the customer has the right to accept work. It’s up to the drafters of the scope of work to determine what the acceptance criteria are, who will accept it, and what “non-conforming” or “rejecting” means. 

If you, as the customer, have properly developed the scope of work and the acceptance criteria are clear, you can hold the supplier accountable when something goes wrong. It becomes the supplier's cost to fix the good(s) or conform to service. 

Many people don’t understand conditional acceptance, so there aren’t clear criteria for when you accept something is done to move on. You must take your time how to write acceptance criteria versus focusing on cost savings.

Take your time to address the right KPIs and SLAs

One of Lucille Ball’s classic skits is when she’s working at a chocolate factory. The assembly line is moving too fast, so she starts eating the chocolates. If you write the wrong KPIs or wrong statements of service level agreements, the machines might be working fast. But if the people can’t keep up, you have a problem. 

Think about call centers. If you call with a technical issue, your call may get answered quickly— but then you wait 45 minutes for a technician. The person answering the original call is just sorting. They’re measured on their ability to pick up the phone—not solve the problem. 

You have to look for disincentives, which are often in the scope of work. That’s where companies have the power to make suppliers efficient. Map out the touch points. Do you want someone to answer the phone in the first minute? Sure, that’s awesome. But you don’t want the caller sitting on the phone for another 45 minutes. How do you address that? Those are the things that lead to return customers and where you build value.

Why is collaboration key when it comes to scope of work clauses? How do you build unknown unknowns into a contract? To enjoy the full scope of this conversation, listen to this episode of Negotiations Ninja!

Resources & People Mentioned

• Jack Barsky Episode: A Sleeper Agent’s Undercover Life
• Lucy and the Chocolate Factory

Connect with Jeanette Nyden

• jn@jnyden.com
• Jnyden.com
• The Contract Professionals Playbook

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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Why is storytelling a powerful negotiation tool? Stories are powerful because they’re how humans communicate. Stories are memorable and drive home concepts that can be otherwise difficult to understand. Stories can make real-world applications seem tangible and make a buyer interested in a solution. So in this throwback edition of Negotiations Ninja, we revisit why storytelling is a powerful negotiation tool that must be in your arsenal. Don’t miss it!

Zack Storms runs a non-profit called Startup TNT, a community that works with local angel groups, early-stage VC funds, and seed funds to educate potential investors. They teach entrepreneurs how to raise money and how to be better entrepreneurs overall. In this episode of Negotiations Ninja, we have a great conversation about Startup TNT, what they do, and how they’re bridging the gap between investors and founders. 

Outline of This Episode

• [1:58] Learn more about Zack Storms and Startup TNT
• [5:34] Make sure you research your business
• [7:38] The early stages of negotiations?
• [11:12] Access is the #1 factor in successful investing
• [13:09] Why you want to be firm but pleasant
• [14:32] How to win friends & influence people
• [18:57] What’s up next for Startup TNT
• [20:11] The struggle to access seed funding

The Roots of Startup TNT

Three years ago, Zack launched “Thursday Night Tradition,” now known as Startup TNT. It was a happy hour to have fun, make friends, and bring like-minded people together to focus on building businesses. 

Zack had heard of the concept of an “Angel Summit,” where you get investors together, and they commit money upfront to invest in a local company. He knew it was needed in Edmonton. Now, he runs 12 investment summits. He’s helped raise $6 million for 40 companies across the Prairies with 220 investors in participation. 

Raising money isn’t the only goal

Zack isn’t just helping companies raise money—he’s helping them get exposure, too. New investors are learning from seasoned investors, increasing the sophistication level of the local investor pool. They also run public events to build awareness around the startups and build momentum for deals. It showcases and celebrates the community. 

Startup TNT also helps coach companies through anything before Series A funding, which is usually when big investors start coming into play with millions of dollars in investments. They work with companies raising between $250,000 to $3 million, with valuations ranging from $2.5 million to 12 million Canadian dollars. 

The struggle to access seed funding

People who raise money from friends and family are rare, and seed funding is challenging to access. That’s why Startup TNT is trying to make the process easier for founders to access early-stage investors. Zack has created a community where investors and founders can start conversations and gain access they otherwise wouldn’t have. Listen to this episode of Negotiations Ninja to learn more about building relationships and negotiating with investors.

Resources & People Mentioned

• Pitchbook
• Crunchbase
• How to Win Friends & Influence People

Connect with Zack Storms

• Startup TNT
• Startup TNT on Twitter
• Connect with Zack 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

Dan Oblinger and Allan Tsang are the masters of busting negotiation myths. In this special throwback episode of Negotiations Ninja, they do just that. The negotiation myth-busters cover everything from negotiation pet peeves to role-playing, strategies, tactics, and mindsets. They drive home important negotiation concepts in a fun and light-hearted manner that everyone can enjoy. Check it out!

What is framing? How do you use framing in negotiations? How do you use framing to win arguments? In this episode of Negotiations Ninja, Joel Trachtman joins us to methodically dissect the topic. 

Joel Trachtman is a Law Professor, who practiced for 9 years on Wall Street before shifting to teaching international law for the last 30+ years. He wrote the book, “The Tools of Argument: How the Best Lawyers Think, Argue, and Win” to simplify the use of legal arguments in other contexts. 

Outline of This Episode

• [1:27] Learn more about Joel Trachtman
• [2:20] The basics of framing in negotiations
• [4:16] Framing is a matter of imagination and preparation
• [6:51] The best ways to win arguments with contracts
• [12:08] If you can’t win on substance—argue procedure
• [15:53] Who does the burden of proof fall on?
• [17:38] The mistakes lawyers make in developing arguments
• [20:35] Don’t ignore the importance of checklists

The basics of framing in negotiations

Are the words you use important? Or is it how you use those words that determine success? 

Framing is putting a particular argument into a pre-existing narrative. That narrative must have consequences. 

Is it a case of self-defense—or did someone commit murder? You must look at the facts, prioritize certain facts, and establish a frame. Any circumstance you’re arguing can be looked at in different ways. So you need to understand how your counterparty is looking at it. Once you gauge how they’re framing it, you can stress a different framing.

Health-based restrictions on cigarettes or sugary drinks can be seen as public health issues or freedom/human rights issues. You have the ability to take the facts and establish a different narrative to help a counterparty reach a different conclusion. 

Everyone has multiple concerns and narratives in their lives that aren’t always consistent. If you can frame something one way, you might be able to persuade someone else of your position. 

Framing is a matter of imagination and preparation

Joel notes that it’s important to be imaginative and prepared. What are the different ways in which this context could be understood by the counterparty? What are they thinking? How can you shift the way they’re thinking? What facts can you emphasize to do that? A healthy curiosity toward how someone else views something is where many people struggle. How do you say what you need to say so it resonates with that person? 

Is there a precedent?

Lawyers look at prior cases to see if there is “precedent” for an argument in the current case they’re working on. It can be used in general negotiations as well, i.e., “This is the way we’ve always done this.” In discussing precedent, you must look for ways that the current case is similar to a previous case (or cases) with the outcome that you desire. You have to select the characteristics of the current circumstance and compare them to a prior case in which things came out the way you want. 

What mistakes do negotiators often make when they’re developing an argument? What do you do if someone isn’t acting rationally? And if you can’t argue on “substance” how do you argue procedure? Joel answers these questions—and much more—in this episode of Negotiations Ninja. Don’t miss it!

Resources & People Mentioned

• The Checklist Manifesto

Connect with Joel Trachtman

• Connect on LinkedIn
• Follow on Twitter
• The Tools of Argument

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 we begin to alter the animosity that can exist between procurement and sales? How do we begin to facilitate open dialogue? John Barrows believes that it’s time to address the elephant in the room. It’s time to change the conversation. Changing the narrative begins with having simple, genuine conversations. Learn what you can do to bridge the gap in this throwback episode of the Negotiations Ninja podcast!

David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating. 

What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the science of social proof in this episode of Negotiations Ninja.

Outline of This Episode

• [1:34] Learn more about David Hoffeld
• [2:23] Leveraging the science of social proof
• [6:26] What to do when you trigger reactance
• [10:13] How to “boost the mood” of the buyer
• [14:29] The presentation versus the perception of value
• [20:04] Learn about David’s book, “Sell More with Science” 
• [21:04] The detriment of a fixed mindset

The basics of social proof

There are simple strategies everyone can follow to influence others. Social proof is one example. Social proof connects the persuasiveness of an idea with how other people are responding to it. It’s why everyone reads best-sellers, watches Blockbuster movies, or goes to a business with great reviews. If other people are having a good experience, it must be good, right?

Social proof is powerful. You can frame suggestions and insights with it. It naturally causes the brain to lower the perception of risk. And we all know that humans are risk-averse. They don’t want to make a bad decision. So when you can leverage social proof when you frame things, it significantly increases the likelihood that people will comply with what you said. It also piques naturally curiosity. 

Leveraging the science of social proof in negotiation

Social proof also prepares people to be more receptive to whatever you share. It can be applied through testimonials, statements, sharing narratives, and more. How can you apply it in a negotiation or sales call? 

As you apply social proof, remember that similarity amplifies its impact. So share specific examples similar to the people you’re negotiating with. It amplifies the persuasive clout and makes it more compelling. It helps people see what working with you would be like through the lens of results from people like them. 

Once you master the science of social proof, it’s easy to adapt other principles of influence. But every once and a while, you’ll hit a snag and trigger reactance.

What to do when you trigger reactance

When you walk past a sign that says “Don’t touch, wet paint” you want to touch the paint, right? Everyone has the same reaction. Why does a sign telling you not to do something cause you to do that very thing?

Reactance is psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person. Good or bad, we want every decision to be our own. It’s why people don’t like working with salespeople. They don’t like to be pressured. 

When you try to create urgency or make a strong business case, you’ll run the risk of creating reactance. Reactance kills influence. So how do you reduce reactance? When you make a suggestion and a strong business case, let people know that it’s entirely up to them. It boosts compliance significantly. When you get out of the way, it allows the business case to shine. They feel a sense of urgency and it will amplify your influence. 

David shares more tips and strategies on how to boost your influence in this episode. Don’t miss it!

Resources & People Mentioned

• The Importance of Social Proof as a Trust Signal

Connect with David Hoffeld

• David’s website
• Connect on LinkedIn
• Follow on Twitter
• The Science of Selling
• Sell More with Science

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

We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are they conversational? Do they communicate well? Do they understand the different facets of negotiation? These are just a few of the qualities that Rene Zamora believes you need to look for in a candidate. He shares what excellence looks like in a sales manager in this throwback episode of Negotiations Ninja. Check it out! 

Joanna 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
• [2:26] Negotiation without EQ is useless
• [3:38] How to deal with conflict in a negotiation
• [6:24] How to ask better questions to uncover information
• [13:42] Why negotiators default to blaming others for mistakes
• [17:11] Intelligence versus emotional intelligence
• [22:09] Why people fear dissecting their mistakes
• [26:28] The proximity complex explained
• [29:06] Use your power of persuasion for good

Resources & People Mentioned

• How to Build a Business Worth Buying
• How to Negotiate with Narcissists

Connect with Joanna Shea

• Negotiations Collective
• 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

Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja.

Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process.

Outline of This Episode

• [1:25] Learn more about Brian Gunia
• [2:07] The difference between bartering and bargaining
• [4:13] Why did bartering become popular during the pandemic?
• [6:54] Why Brian wrote a book about bartering
• [9:27] The mistakes people make in the bartering process
• [14:08] Map out the full range of available partners
• [16:17] Tap into why something is valuable to a counterparty
• [18:46] Common objections to the bartering mindset

Resources & People Mentioned

• BarterPay

Connect with Brian Gunia

• The Bartering Mindset
• Brian’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

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Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it! 

Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it! 

Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja.

Outline of This Episode

• [2:14] Learn all about Simon Rycraft
• [3:28] The importance of empathy in a negotiation
• [10:11] A conversation about information asymmetry 
• [15:35] How failure is critical to learning
• [25:30] Learn about Simon’s upcoming books

Resources & People Mentioned

• Simon’s book, “Negotiation Hacks”
• Simon’s previous episode on Negotiations Ninja
• Ego is the Enemy by Ryan Holiday
• The Four-Hour Workweek by Tim Ferriss
• The Four-Hour Body by Tim Ferriss
• F*ckUp Nights

Connect with Simon Rycraft

• Simon’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

Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja!

Mark 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.

What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “The Catalyst: How to Change Anyone’s Mind” to introduce a revolutionary new approach. Here’s a hint: A catalyst is required to push someone to change. Jonah shares more about his unique approach in this throwback edition of the Negotiations Ninja podcast. Don’t miss it!

You’re supposed to lead and serve your clients—so how is one-upping your customers a good thing? Being one-up is one of the many topics Anthony Iannarino covers in his new book, “Elite Sales Strategies.” It’s not about creating an unfair advantage but instead leading from a position of authority and expertise in your field. Listen to this episode of Negotiations Ninja to hear us discuss Anthony’s unique concept. 

Outline of This Episode

• [1:38] Learn more about Anthony Iannarino 
• [3:00] The concept of one-upping your Customers
• [6:53] The process of learning what you need to know
• [10:14] The truth at any price is key
• [15:42] Anthony’s triangulation strategy
• [21:48] How to teach someone without offending them
• [26:45] The importance of embracing intellectual humility
• [30:07] Learn more about Anthony’s Outbound Sales Conference

Resources & People Mentioned

• Outbound Sales Conference 2022

Connect with Anthony Iannarino

• Elite Sales Strategies
• The Only Sales Guide You'll Ever Need
• 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

Anthony Sarandrea is a fan of getting things done quickly. His negotiation style has been described as blunt—but it works for him. His straightforward nature helps move negotiations forward toward resolution. He also believes that a blunt negotiation style can help you achieve your goals. While this style doesn’t work for everyone, there are some aspects that every negotiator can embrace to excel in their role. Listen to this throwback with Anthony to improve your negotiation techniques now. 

How do you learn to recognize opportunities to negotiate? Or do you see opportunities, but choose to ignore them for a variety of reasons? In this episode of Negotiations Ninja, Suzanne de Janasz shares some of the underlying issues she sees that keep people from negotiating. She also shares how you can learn to recognize and take advantage of opportunities to negotiate in your everyday life. Don’t miss it! 

Outline of This Episode

• [1:38] Learn all about Suzanne de Janasz
• [2:26] Recognizing opportunities to engage in negotiation 
• [6:14] What drives the lack of awareness?
• [7:59] Why people believe negotiation will lead to conflict
• [12:47] The gender disparities in conflict
• [15:47] How cultural biases change perceptions
• [21:22] The premise of Suzanne’s transformative workshops
• [24:02] How to connect with Suzanne de Janasz

Connect with Suzanne de Janasz

• 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

Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja. 

The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided with Johnny Depp. Both sides presented evidence and made statements. Both sides had experts and witnesses testify. So what made the jury side with Johnny Depp? The body language and facial expressions of each of the parties in the trial. 

Susan Ibitz has spent the last six weeks studying body language and facial expressions from both sides of the table. In this episode of Negotiations Ninja, she shares what the body language and facial expressions in this trial told her—and what you can learn from the outcome. 

Outline of This Episode

• [3:12] The outcome of the Johnny Depp vs. Amber Heard trial
• [8:58] How Amber’s body language showed she was lying
• [14:17] Amber’s team appeared grossly unprepared
• [17:09] A discussion about Johnny Depp's body language 
• [20:36] Thoughts on Dr. Hughes and Dr. Curry 
• [23:02] The major lessons the audience can learn
• [25:49] How to connect with and engage Susan Ibitz

Connect with Susan Ibitz

• Human Behavior Lab
• Connect on LinkedIn
• Susan’s YouTube Channel

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

Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out!

Kim Orlesky is an executive-level content creator, professional speaker, mentor, and successful entrepreneur. Kim has spent the last seven years running her own sales training organization, helping B2B companies find more profitability and productivity through virtual sales. 

Now, Kim is up for a brand new challenge. Kim is ready to dive back into the corporate world and transition out of entrepreneurship. Why is Kim making the move? How can her experience as an entrepreneur and her extensive personal brand help her move back into the corporate world? That’s the topic of discussion in this episode of Negotiations Ninja. 

Outline of This Episode

• [1:49] Learn more about Kim Orlesky
• [3:59] Kim’s transition out of entrepreneurship
• [7:45] What do you want in your role?
• [11:01] Treat others how you want to be treated
• [14:49] The logic and the process of sales
• [18:15] Personal branding in the corporate world

Connect with Kim Orlesky

• Connect on LinkedIn
• Kim’s TikTok “exit” video

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 someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice just might get you through a crisis—don’t miss it. 

Procurement hasn’t kept pace with overall corporate growth. As a result, today’s procurement leaders are being asked to do the work of 2–3 people. They can’t perform the same tasks that they may have been able to complete 15 years ago. The reality has created new vulnerabilities: the inability to manage expenses, develop required relationships, and the threat of lost business. These are the three issues Rich Ham discusses in this episode of Negotiations Ninja.

Outline of This Episode

• [1:30] Learn all about Rich Ham
• [2:54] The developing power imbalance
• [11:25] Why isn’t procurement growing?
• [13:28] Can service vendors' actions be justified? 
• [17:07] Areas that are commonly overcharged
• [21:18] The one thing that is never disputed
• [23:58] How procurement can defend their interests
• [28:43] Where should a procurement team start?
• [31:13] Inflationary considerations are real—so what’s the problem?
• [33:07] How to connect with Rich Ham

Resources & People Mentioned

• Richard Ham: Journalist to Master Negotiator, Ep #157
• A Discussion on Labor Spend with Rich Ham, Ep #233
• The Kraft/Heinz settlement with the SEC

Connect with Rich Ham

• Fine Tune
• Connect with Rich 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

Michael Wheeler’s book, “The Art of Negotiation: How to Improvise Agreement in a Chaotic World,” dives into improvisation in negotiation—something we rarely focus on. We always emphasize in-depth preparation before entering a negotiation. But sometimes, despite your best efforts, you have to improvise. Learn more about how to master the art of improvisation in this special throwback episode.

There’s no beating around the bush—intellectual property clauses are complicated. They’re even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you’re ready for a deep dive into the nuances of IP clauses, give this episode a listen.

DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes.

Outline of This Episode

• [2:03] Learn more about Jeanette Nyden + Lawrence Kane
• [3:16] Learn about The Contract Professional’s Playbook
• [5:00] The definition of intellectual property
• [8:33] The difference between intellectual property and work product 
• [12:34] The differing perspectives of the vendor versus procurement 
• [22:43] The complex questions of ownership
• [23:43] How to protect intellectual property clauses
• [28:36] The challenges faced around intellectual property
• [34:45] How contract professionals should approach intellectual property
• [37:07] How to connect with Jeanette and Lawrence

Resources & People Mentioned

• The Contract Professional’s Playbook

Connect with Jeanette Nyden and Lawrence Kane

• Connect with Lawrence on LinkedIn
• Connect with Jeanette 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

Remember the tariffs that the US leveraged against China in 2018, launching the “Trade War?” The trade negotiations with China were a clash of world powers and a clash of cultures. As we’ve seen the results play out over the last few years, it’s intriguing to look back and see how Allan Tsang thought this situation would play out. Listen to this throwback for an interesting glimpse into the past!

How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja!

How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja!

Outline of This Episode

• [1:47] Learn more about Fotini Iconomopoulos
• [2:39] What holds people back from negotiating?
• [6:19] How to ask for more money the right way
• [12:52] It’s time to get curious in conversations 
• [16:31] Strategies to overcome your nerves
• [21:38] How to “Say Less, Get More”
• [24:33] Learn more about Fotini Iconomopoulos 

Resources & People Mentioned

• Get Excited: Reappraising Pre-Performance Anxiety as Excitement
• The Magic of Thinking Big by David Schwartz
• Your Body Language May Shape Who You Are
• Emotion and the Art of Negotiation

Connect with Fotini Iconomopoulos

• 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 strives to be unbiased, right? But the truth is that we all carry inherent biases. Those biases influence everything from our body language to the questions that we ask. While we can unlearn or completely remove those inherent biases, we can learn how to overcome the impact they make on our negotiations. In this throwback episode, Dan Lappin shares the most common biases people have to overcome—and how to do it. Check it out!

Jack Barsky—born Albrecht Dittrich—was a sleeper agent for the KGB, operating in the United States from 1978 to 1988. He was exposed after the Cold War, after which he became a resource for US counterintelligence agencies who allowed him to remain in the United States. What was life like as a sleeper agent? How did Jack employ persuasion and influence to gather intel for the KGB? What ultimately led him to part ways with the Soviet Union? Jack shares his fascinating life story with me in this episode of Negotiations Ninja. Do NOT miss it.

Outline of This Episode

• [1:47] The life of sleeper agent Jack Barsky
• [4:46] How Jack was persuaded to become a sleeper agent
• [6:55] The training Jack received from the KGB
• [10:33] The process of assimilation 
• [14:53] Jack’s first mission in the US
• [16:55] The one time Jack thought he had been discovered
• [23:19] How Jack ended up cooperating with the FBI
• [27:43] Switching loyalty from the Soviets to the United States
• [31:21] Jack Barsky’s take on Vladimir Putin
• [36:34] How to learn more about Jack Barsky

Resources & People Mentioned

• Zbigniew Brzezinski

Connect with Jack Barsky

• Jack Barsky’s website
• Jack’s book: Deep Undercover
• The Agent 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

Who run the world? Women who negotiate. In this Negotiations Ninja throwback, Jacqueline Twillie shares why more women need to negotiate. She points out that women are inherently skilled at negotiation but too many don’t embrace their innate abilities. She’s made it her life’s mission to help women negotiate confidently so they don’t leave anything on the table. If you’re looking to build a foundation for your negotiation skills, she teaches her LATTE framework in this episode. Don’t miss it! 

Brian Ahearn’s first book, “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical,” is a heavy psychology and business book. Brian points out that a lot of people won’t pick up a sales book, like his second book, “Persuasive Selling.” So he decided to try his hand at writing a business parable, “The Influencer.” He wanted to teach people the same principles of influence but do so from an entirely different angle to reach a whole new audience. 

Brian spent 30+ years in the insurance industry. He began to study the work of Robert Cialdini, the “Grandfather of Influence.” He connected with Robert in the early 2000s and was certified to teach his methodology. Three years ago, Brian left his corporate position to coach, train, and consult on the science of influence full-time.

In this special episode of Negotiations Ninja, we look back at an episode with Marty Park where we talked about navigating the Covid-19 crisis. As we’re seemingly coming out on the other side of the pandemic, his perspective on navigating a crisis still rings true. Communication is still the key to guiding your employees and clients through difficult times. Hear Marty’s thoughts on the topic—give this throwback a listen!

Joe Valley has built, bought, and sold over a half-dozen of his own companies. After selling his last eCommerce business, he joined the company that sold it—Quiet Light. Then Joe became a partner in the company. Since he’s joined, he’s personally sold $100 million in total transactions. Joe has seen deals fall apart—and other deals exceed all expectations—because of how people behave. What’s the secret to winning a deal when you aren’t the best offer? Joe shares his surprising secret in this episode of Negotiations Ninja. 

When you feel anger rising within you, what do you do? How do you keep your temper from flaring when you’re embroiled in a frustrating negotiation? As she launched her career, Svitlana Kalitsun quickly realized that lawyers don’t know how to negotiate (by no fault of their own). They’re not taught proper negotiation skills. Svitlana’s mission is to help change the way lawyers negotiate—including mastering their emotions. She shares some anger management basics in this special throwback episode of the Negotiations Ninja podcast!

When a bad idea is enshrined in an industry, the foundation you build your strategy on is weak at best. That’s problematic, right? That’s why you NEED to start questioning conventional “wisdom.” It’s what Dan Oblinger and Allan Tsang have done for years. It’s also the premise of their new book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements.” In their book, they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, we tackled three myths from their book head-on. Don’t miss it!

Outline of This Episode

• [2:11] Learn more about Allan Tsang and Dan Oblinger
• [5:34] Dan & Allan are releasing a NEW book
• [9:26] Myth #3: Knowledge is power
• [14:49] Myth #5: Trust is a necessity
• [24:25] Myth #19: Negotiators are lone wolves
• [32:13] Who shouldn’t buy this book
• [35:36] How to get FREE knowledge from Dan & Allan

Resources & People Mentioned

• Bloom’s Taxonomy

Connect with Dan Oblinger + Allan Tsang

• Connect with Allan on LinkedIn
• Connect with Dan 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

According to Raphael Lapin—a Harvard-trained mediator, negotiator, and communication specialist—there IS a difference between an average and a great mediation. So what is his secret? What strategies does he employ to anticipate the interests of the other party? How does he help parties follow through on their commitments? Get all the details in this throwback edition of the Negotiations Ninja podcast! 

What does predictive procurement mean? Can you truly predict pricing? The ability to predict and achieve cost-savings in procurement and supply chain is where there’s often a gap. How do you make an accurate prediction based on data and then achieve it? Edmund Zagorin, the founder of Bid Ops, shares how you can make accurate predictions and achieve the elusive cost savings in this episode of Negotiations Ninja. 

Outline of This Episode

• [2:05] Learn more about the history of Bid Ops
• [5:26] Major issues procurement organizations face
• [6:55] How to source talent from within your organization
• [10:57] Opportunities for procurement in 2022
• [13:33] How to build in cost certainty
• [19:18] Predicting and achieving savings in procurement
• [24:06] Achievement of predictions using technology
• [28:51] Learn more about Bid Ops’ conference: Optimal ’22

Resources & People Mentioned

• Optimal 2022: The Leadership Summit for Predictive Procurement
• TealBook
• Salesforce
• Predictable Revenue by Aaron Ross and MaryLou Tyler

Connect with Edmund Zagorin

• Bid Ops
• 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

It’s hard to think about influence and persuasion without feeling like you’re doing something morally reprehensible, right? In this throwback episode of Negotiations Ninja, Chris Hadnagy talks about his book, “Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You.” He dives into some of the tactics—based on Cialdini’s Principles of Influence—that he uses to ethically influence people. Believe it or not, it IS possible to influence those around you and leave them better off. Listen to this episode with Chris Hadnagy to learn how.

Welcome back to the informal series on commonly disputed legal clauses (from a procurement perspective). Today, Jeanette Nyden returns to talk about liquidated damages. Jeanette will help us bridge the legal world and the commercial world. Liquidated damages are more on the commercial side of legal language. What are liquidated damages? How does the clause work? How do you calculate the value of liquidated damages? Listen to this episode for the need-to-know details.

NOTE: This is NOT legal advice. For adequate legal advice, please seek out adequate legal counsel—inside or outside your organization. 

Outline of This Episode

• [2:00] Learn more about Jeanette Nyden
• [3:40] What are liquidated damages?
• [8:00] Calculating the value of the liquidated damage
• [15:47] Assessing liquidated damages in the SaaS space
• [21:14] Liquidated damages versus consequential damages
• [23:16] Contract professionals make note
• [24:54] Connect with Jeanette Nyden

Connect with Jeanette Nyden

• Jeanette’s Website
• “The Contract Professional’s Playbook” – Jeanette is the author
• 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

Pam notes that sales and marketing think and approach the same objectives very differently from the get-go. Sales and marketing teams have the same business and revenue objectives, but they usually differ in their approach. Salespeople say “accounts, “ whereas marketers say “buyer personas.” Salespeople focus on the bottom of the funnel, and marketing focuses on the top. Salespeople are driven by short-term objectives (i.e., quotas they have to meet), but marketers focus on long-term objectives (such as building brand awareness). 

But once you understand the differences, you can find commonalities and ways to work together. Can your teams do a joint initiative? Can marketing help build sales templates? Pam recommends that sales and marketing teams find one or two projects to work on together. 

Outline of This Episode

• [2:26] How to get to know your customer deeply
• [6:22] The number of “you” should be more than “we” 
• [11:18] Understand your company’s martech stack + processes
• [16:06] How to determine the tools to invest in
• [22:45] Proper integration of sales and marketing 
• [25:40] How to improve the quality of your MQLs
• [30:58] What is account-based marketing?
• [33:37] Kick off the year developing a marketing plan
• [36:52] How to successfully write a book 
• [41:15] Get connected with Pam Didner 

Resources & People Mentioned

• Everybody Writes by Ann Handley

Connect with Pam Didner

• Pam’s Website
• Check out Pam’s YouTube channel
• Pam’s podcast: B2B Marketing and More
• Follow Pam on Twitter
• Connect on LinkedIn
• The Modern AI Marketer
• Effective Sales Enablement
• Global Content Marketing

Connect With the Content Callout Team

• https://ContentCallout.com 

Subscribe to CONTENT CALLOUT on

Apple Podcasts, Spotify, Google Podcasts

“Mr. Schmooze” (Cody Lowry) is back to explain what Schmooze is and why you need it in sales, procurement, and negotiations. It comes down to three simple factors that make you indispensable to the people you serve. 1 - Build relationships. 2 - Be trustworthy. 3 - Never let them down. Listen to this Flashback episode to find out how Cody develops relationships with clients that last 30+ years, when the average is five. 

Becoming effective as a negotiator is simply a process of developing skills. But that doesn’t mean it’s a simple process. It requires dedication and diligence to maximize your ability to achieve your desired outcomes in your negotiations. This is a skill set that can and should be developed by every salesperson, procurement professional, and of course, negotiator. It consists of many things, tools if you will, that must become second nature to you so that they are available at a moment’s notice. Negotiation and sales trainer Julia Ewert calls this skills development “negotiation muscle memory” and believes that the more you can develop it, the more proficient and successful you’ll become. We also address the power of open questions, how to defuse tension using negotiation skills, and how negotiation skills can help businesses convert more sales. Enjoy! Don’t miss this fascinating conversation.

Influence can seem like a mysterious thing, until you have someone who understands it explain it to you in easy-to-understand terms. That’s what Phil Jones does in his book, Exactly What to Say: The Magic Words for Influence and Impact. Consider it to be a “how to” manual for influence. The good news is that Phil unpacks that goodness for you on this “throwback” episode from our Negotiations Ninja archives. Listen. Get Phil’s book. Carry it with you on your sales calls or keep it at your desk for those virtual meetings. It’s a powerful tool for your arsenal.

Selling has changed over the last few years. No longer can we depend on the face to face opportunities to build rapport and gain trust. Virtual is the new thing and we have to adapt if we are going to survive as sales professionals. My guest on this episode is Steve Brossman, a former National Professional Track Champion, so he knows what it takes to compete and win and he applies that experience and knowledge to his role as a leading Sales Coach. 

This conversation is aimed at helping you take your sales game virtual with effectiveness. There is an art to it as well as a science and Steve unpacks both. He shares how to increase buying energy before a sales call and the DNQC conversation flow, which Steve explains during our conversation.

Outline of This Episode

• [0:33] Steve Brossman, Sales Coach and Best-selling author
• [3:35] What is “buying energy?”
• [9:39] Creating buying energy 
• [11:58] Get the DNQC process working for you
• [19:57] The best way to get your prospect on the same page as you
• [24:12] Tech tips for on-screen annotation during sales calls

Connect with Steve Brossman

• Steve’s website: https://stevebrossman.com/ 
• Get Steve’s “Back Pocket Guide to Virtual Selling”
• Steve’s YouTube Channel: https://www.youtube.com/c/SteveBrossman/featured 
• Steve’s book “Exceed”
• Steve on Twitter: https://twitter.com/SteveBrossman 
• Follow Steve 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

Jeanette Nyden has spent 18 years teaching people how to negotiate complex contracts. It’s where her passion for making boilerplate language accessible for the contract professional has come from. She wants contract professionals to understand what lawyers are trying to do so they can help internal stakeholders understand the risk profile and create effective indemnity clauses. 

Outline of This Episode

• [0:37] Learn more about Jeanette Nyden
• [3:50] The definition of indemnity, defend, and hold harmless
• [9:29] Why do companies have indemnity clauses?
• [13:56] Injuries to person, property, or “other interests” 
• [18:19] How third-party indemnity ties-in
• [25:12] Why you NEED to create a risk profile 
• [30:19] How to connect with Jeanette Nyden

Resources & People Mentioned

• The LulaRich docuseries Jeanette watched

Connect with Jeanette Nyden

• Jeanette’s Website
• “The Contract Professional’s Playbook” - Jeanette is the author
• 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

Are 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.  

Joe Paranteau has sold over a billion dollars in revenue. He’s been a Sales Director at Microsoft for over 17 years. He’s a dynamic speaker, visionary, and deep thinker. He is also the author of Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons, which he wrote to fill the gaps he saw in sales training. In this episode of Negotiations Ninja, we share the common areas where people blow their negotiations, the #1 thing that’s wrong with salespeople today, and some of Joe’s sales secrets to help you reach success on either side of the table. 

Outline of This Episode

• [4:04] Where people “blow it” in the sales cycle
• [6:11] Genuine curiosity lessens sales commission breath
• [9:00] The six different people in a negotiation 
• [12:32] The magic of changing your physical positioning
• [20:21] Learning to talk positively about yourself to yourself
• [23:13] How to stay hungry for success after achieving your goals
• [25:41] Recognizing non-assertion signs to respond accordingly
• [31:32] Sell through the close to the win for the customer
• [35:34] How to connect with Joe online 

Resources & People Mentioned

• Go to https://billiondollarsalessecrets.com/ to get a free bookplate so you can get a signed copy from Joe wherever you purchase your book from! 
• Billion Dollar Sales Secrets on Amazon

Connect with Joe Paranteau

• Joe’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

In April 2020 we had a great conversation about how the COVID-19 pandemic was impacting negotiation. Now, over 6 months later, the world of negotiation is still evolving. Were Keld’s predictions true? Has the latest and greatest technology available on the market improved the outcomes of negotiations? Check out this throwback to see how far we’ve come in half a year—and learn what still applies to current negotiation strategy. 

Gaetan Pellerin is the author of a new book all about mindful negotiation. We often talk about planning, preparation, strategy, and tactics, right? But the success of many a negotiation often hinges on mindfulness—not many people talk about that. So what is mindful negotiation? Why should you care? What methodology can you use to be more mindful? Learn more in this episode of Negotiations Ninja! 

Outline of This Episode

• [1:50] Learn more about Gaetan Pellerin
• [3:33] The concept of mindful negotiation
• [12:24] Gaetan’s 4 Pillars of mindfulness
• [18:14] How to deal with bias entering a negotiation
• [20:12] Managing unexpected emotions in others
• [22:35] How to connect with Gaetan Pellerin

Resources & People Mentioned

• Gaetan’s book: Mindful NEGOtiation
• Scotwork

Connect with Gaetan Pellerin

• NaviGates Group
• 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 this throwback, we revisit the all-important question: How do you sell to someone in procurement? According to Tom Williams, you need to understand their mindset to be successful. It's all about embracing the concept of buyer-centered selling. If you'd love to understand how the mind of a procurement professional ticks, don't miss this one! 

Shaahin is the Founder, CEO, and Chairman of Accelerated Intelligence. His story is unbelievable. Shaahin’s family had to escape Tehran during the Iranian revolution in the 1970s. So at 15 years old, he left his home with nothing but the clothes on his back. Since moving to LA, he’s created a company that’s made over a billion in revenue. Hear his fascinating story in this episode of Negotiations Ninja! 

Outline of This Episode

• [2:07] Shaahin Cheyene’s unbelievable story
• [8:08] Shaahin’s experience working with Chris Voss
• [9:53] Negotiating with the Yakuza
• [14:06] Can someone still have a rags to riches story?
• [22:58] From herbal ecstasy to Amazon guru
• [26:53] How to learn more from Shaahin Cheyene

Resources & People Mentioned

• Shaahin’s book: “Billion: How I Became King Of The Thrill Pill Cult.” 

Connect with Shaahin Cheyene

• Get a FREE one-hour FBA Seller course by mentioning “ninja”
• Accelerated Intelligence Inc.
• Shaahin’s personal website
• The Hack and Grow Rich Podcast
• Shaahin’s Podcast: Billion
• Follow Shaahin 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

In this Throwback, we return to the conversation with John Barrows about why he wrote his children's book, "I Want to Be in Sales When I Grow Up!" He wrote the book to teach kids that sales is a legitimate profession to be proud of.  The book is educational and 100% of the profits go to charity. Listen to learn what other purposes John hopes his book serves (and what he plans to write next)!

How do you build a business worth selling? How do you find the right buyers—without falling victim to the “ego-stroke?” John Warrillow joins me in this episode of Negotiations Ninja to answer every entrepreneur's nagging question: How do I exit my business successfully? 

John Warrilow is the founder of “The Value Builder System™” and is a business expert sought out for his proven methodology in adding millions to the value of a business. He’s the host of a show called “Built to Sell Radio,” with 300+ episodes. He’s ranked by Forbes as one of the world’s top 10 podcasts for business owners. 

Outline of This Episode

• [2:34] Learn more about John Warrillow
• [3:14] Don’t fall victim to the ego-stroke 
• [8:17] What is a roll-up?
• [11:15] Build a business that’s worth selling
• [16:12] Find the best fit for your business
• [19:34] Are ridiculous valuations a sign of the times?
• [24:08] The importance of pull factors
• [28:53] Consider the freedom point

Resources & People Mentioned

• Lost and Founder by Rand Fishkin
• Stephanie Breedlove
• Jodie Cook

Connect with John Warrillow

• Get a FREE workbook to help you prepare for your business exit! 
• John’s website: Built to Sell
• John’s Podcast: Built to Sell Radio
• The Art of Selling Your Business
• Built to Sell
• 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 negotiate ethically while still protecting your interests? Chris Hadnagy—a brilliant master of persuasion and influence—shares some strategies from his latest book in this throwback edition of Negotiations Ninja!

Pat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales Management at Southam Newspapers, Hollinger Newspapers, and Canwest Newspapers. What did he learn in 20+ years in sales? Sometimes you have to take risks to reap the rewards. Pat works with people looking for unique perspectives on sales, negotiations, and a way to be above average. In this episode of Negotiations Ninja, he shares how a positive risk tolerance was a game-changer for him. 

Outline of This Episode

• [3:03] Learn more about Pat Tinney
• [4:09] Pat’s latest book—The Bonus Round
• [7:51] The concept of positive risk tolerance
• [19:13] The creativity component
• [24:53] How to connect with Pat Tinney

Resources & People Mentioned

• Six Thinking Hats by Edward De Bono

Connect with Patrick Tinney

• Centroid Training and Marketing
• Connect on LinkedIn
• Follow on Twitter
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Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why do women struggle to negotiate for themselves? How can they do things differently, feel more comfortable, and be more successful? After writing their first book, “Women Don’t Ask,” Sara and Linda Babcock wrote another book, “Ask for It.” The second book is a how-to of sorts to help women learn to be better negotiators. 

But it’s not just a confidence issue; it’s a systemic issue in the workplace. Books like Sara’s are important to help women feel like they aren’t alone—while giving them practical solutions to deal with the issues at hand. In this episode of Negotiations Ninja, we discuss practical ways women can become more effective and successful negotiators. Don’t miss it! 

Outline of This Episode

• [1:32] Learn more about Sara Laschever
• [3:49] How to ask for the things you want
• [9:43] Approach a negotiator as an ally
• [12:57] Women excel at collaboration
• [13:51] The difference between value proposition and resume
• [16:58] Roleplaying as part of the preparation process
• [21:42] As cultural norms adapt, will negotiation styles change?
• [24:10] Place an emphasis on preparation and research
• [25:49] Learn how to connect with Sara Laschever

Resources & People Mentioned

• BOOK: Women Don't Ask
• BOOK: Ask For It

Connect with Sara Laschever

• Contact Sara on her Website
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Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
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Are you a serial entrepreneur looking to plan your exit from a successful business? Were you even aware that you needed a plan? Michelle Seiler Tucker—a mergers and acquisitions master intermediary—shares that most business owners don't prepare to negotiate the sale of their business. Find out why this is a huge mistake in this Throwback Thursday episode of Negotiations Ninja!

How do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of liability? One of the biggest issues I see is that commercial negotiation professionals don’t understand the fundamentals of where to start with limitations of liability. And determining the proper limitation of liability clause can be daunting. In this episode of Negotiations Ninja, Jeanette Nyden—contract professional and negotiation expert—walks through the concepts with me and shares three simple questions that can simplify the entire process.