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

Subscribe to Negotiations Ninja

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.