Negotiations Ninja Podcast

Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (COAT)? According to Susan Walsh—THE Classification Guru—your dirty data could be leading to poor business decisions that cost money and put jobs at risk. So in this episode of Negotiations Ninja, Susan tackles some of the biggest data disasters that p...

In this Negotiations Ninja, throwback we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict resolution. It's human nature for most people to avoid conflict. Dr. Goldman-Wetzler shares why that's a mistake that must be overcome to be successful with negotiation. She shares her expertise on conflict resolution in this episode. Check it out!

Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, and runs a completely online master's degree program in leadership and negotiation at Baypath University. The goal of Josh's book,  The Book of Real World Negotiations , was to tell real-life stories to show people the most effective way to negotiate...

Do you believe that planning is the most important part of a negotiation? If so, you're on the same wavelength as Paul Watts. He believes planning is the most crucial element of negotiations that is so often neglected. In this throwback, we look back at episode #132. We talk about negotiation through the lens of a salesperson. We also talk about the cost of inaction and how to improve your negotia...

Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they've got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework...

How do you deal with frustration in negotiation standoffs? What can we learn from the failed Waco Siege that took place in 1993? In this throwback, we return to episode #118 with Gary Noesner. He shares his experience as an FBI hostage negotiator in Waco—what went wrong and why. To get a behind-the-scenes look at what happens when things go terribly wrong—and how to move forward—don't miss this th...

I can't say "Brexit" without choking down laughter. But many people are passionate about Brexit, and I don't mean to make light of it. But what's amusing from an outside perspective? How would Brexit have been negotiated better? Keld Jensen returns to the Negotiations Ninja podcast to apply his expertise to another contract negotiation that would have benefitted from his input.  Outline of This Ep...

This episode with Dan Oblinger is just THAT important that it needs repeating. Why? Dan Oblinger has negotiated in life-and-death hostage situations. What he's learned in high-pressure environments can be applied to procurement, sales, and a variety of other business applications—even your personal relationships. This episode gives you insight into what you should and shouldn't do. Listening again...

How has COVID-19 affected negotiation? What will change moving forward? How has it impacted communication and technology? While COVID-19 has changed the world in numerous ways, Keld Jensen points out that change was happening well before a global pandemic shut the world down. Hear his take on the future of negotiation in this episode of  Negotiations Ninja .  Outline of This Episode [2:20] The Eur...

In this Throwback Thursday episode of Negotiations Ninja, we look back at an amazing episode with Marty Latz. Marty shares stories from his career—both the good and the bad. He talks about skills negotiators need to master, what people miss in their negotiation process, and why preparation is vital to success. Don't miss his wise words . Give this throwback a listen!

Bob Burg would define  giving  as "Being focused on providing immense value to others." Doing so is a more pleasant way of living life and conducting business—and the most financially profitable. But does giving truly have a place in the negotiation process? Can it help you reach your objectives? Listen to this episode of  Negotiations Ninja  to hear Bob's thoughts.  Bob Burg has been writing and...

In this Throwback episode of Negotiations Ninja, we take a leap back to episode #129 with procurement professional Josh King. He shares some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Negotiation is both an art and a science—why not learn from the best? 

How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of  Buyer-Centered Selling —believes that understanding the mind of procurement is a game-changer. It's a surefire way to transform the way you sell. In this episode of  Negotiations Ninja , we take a deep-dive into the mind of a pro...

Where are you weak as a negotiator? Where do you need to develop and refine your skills? To continue to yield amazing results for your clients, you must always be improving your craft. In this Throwback episode of Negotiations Ninja, we look back at a conversation with Mohammed Faridy, a negotiation consultant, trainer, and the CEO of OneView. Get a glimpse into his valuable perspective on develop...

Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths fact—or fiction? In this episode of  Negotiations Ninja , the myth-buster has returned. Allan Tsang joins me to shed some light on these long-believed negotiation myths (including the fallacy of win-win). Don't miss this eye-opening conversation! Reso...

In this throwback edition of Negotiations Ninja, we revisit a great episode with Molly Bloom. Molly spent years organizing high-stakes poker games for celebrities. It eventually led to a very public arrest and trial. If you haven't heard her story—and what she learned from her life choices—you're missing out. Check out this throwback to hear her provocative story and learn how to overcome adversit...

The biggest mistake that business owners make is that they don't plan their exit from their business. People don't think about the planning and preparation that goes into negotiating the sale of their business. Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines exactly what you need to do to get top...

In this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of "The Contract Professional's Playbook." They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much m...

If you don't know how to negotiate, you won't make a profit, right? You'll just be giving things away. If you don't negotiate well, you're essentially giving away your paycheck and company profit. But because the western world is so unaccustomed to negotiating every single day, they struggle to close. In this special episode swap, Paul Watts has a conversation with Jeb Blount about crafting a powe...

In this throwback, we take a look back at episode #123 with international negotiator Mihai Isman. In this episode, we covered negotiating across cultures . Negotiating through culture and language differences adds a level of complexity that is often overlooked. Religious b eliefs, mindsets, concepts, and even words and phrases can be understood differently. So what do you do? Mihai shares some adv...

Do you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move in your direction? In his book,  Exactly What to Say: The Magic Words for Influence and Impact,  Phil Jones gives us the script for exactly what you can say to influence people.  Phil has spoken in 59 different countries on five different continents,...

In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In this episode, he talks about his experience(s) in suicide intervention and the harsh realities crisis negotiators live through. A negative outcome isn't always something one might want to face—but it must be acknowledged because it will happen. Learn...

How do you manage multiparty negotiations? What should the preparation process look like? What kind of outcome do you strive for? Multiparty negotiations are a different beast. So how do you manage it? Mihai Isman joins me in this episode of Negotiations Ninja to share how he and his team tackle multiparty negotiations.  Mihai is based in Cologne, Germany, where he heads up I&P Negotiation Consult...

In this throwback episode of Negotiations Ninja, we hop back to episode #142 with Dr. Jennifer Goldman-Wetzler. This episode is ALL about resolving conflict. From dealing with conflict avoidance to tactical advice on how to resolve conflict in the workplace—we've got it covered. Don't miss this replay!

How does the venture capital industry work? What do investors think about when they decide who and what to invest in? What is the framework they use? Tim Schigel—the founding and managing partner of Refinery Ventures—is all about investing in fast-growth companies. If you want to get inside the head of someone who runs a venture capitalist fund, this is the episode you need to listen to.  Outline...