Negotiations Ninja Podcast

What is the difference between influence and manipulation? Many people define them the same way—but that's a mistake. They are fundamentally different. Bog Burg explains why in this episode of Negotiations Ninja. Bob Burg got his start as a radio broadcaster, had a stint on tv, and then dove into sales. He is the co-author of The Go-Giver series , written with John David Mann. They wrote the books...

In this special Throwback Thursday episode of the Negotiations Ninja podcast, we take a look back at episode 124 with Kim Orlesky. Kim is the President of KO Advantage Group and is a master of B2B sales. In this episode she shares insight into the negotiation process from a sales standpoint. We cover everything from emotional intelligence to consultative selling. For a great refresher on the sales...

What can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job availability in your region just isn't there? The procurement industry is growing into a global force and procurement professionals need to adapt to their changing world.  Martin Smith—the Managing Director of Talent Drive in the U.K.—joins this episode...

In this special throwback episode of the Negotiations Ninja podcast, we jump back to episode 141 with Alexandra Carter. She is the Director of the Columbia Law School's Mediation Clinic, the author of Ask for More: 10 Questions to Negotiate Anything , and a world-renowned negotiation trainer for the United Nations. She covers important negotiation strategies and tactics. She also touches on the in...

The use of data has been the biggest source of growth in companies and has become the biggest source of risk. When our data is compromised and held hostage, how do we get that data back? Are the negotiations similar to a "typical" hostage negotiation?  After 33 years with the Canadian Federal Police in the area of kidnaps and extortions, Cal Chrustie retired from the police force and transitioned...

In this special Throwback Thursday episode, we return to episode #87 with Chris Voss. In this episode, Chris challenges the concept of win-win negotiations. What should we aim for instead of a win-win negotiation? What would be a better outcome? Chris drives his point home with real-life examples from his lengthy career. Check it out!

How do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary negotiation conversation? Does hiring leverage still exist? Mark Holyoake from Holyoake Search joins me to have a conversation about the state of procurement recruiting. Mark specializes in procurement executive search and contract staffing. He's US-...

In this special Throwback Thursday episode of Negotiations Ninja , we jump back to when procurement professional Josh King joins me to share how he strategizes and plans for a negotiation. He also shares how you can manage your emotions when things get heated and what to do when things go horribly wrong. Lastly, he shares 3 solid tips that can help you improve your negotiation skills. Don't miss i...

Divorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part of the process. Rebecca Zung is a divorce attorney that helps people prepare for this difficult and emotional negotiation process. In this episode of Negotiations Ninja, Rebbeca shares some practical down-to-earth advice for negotiating a divorce. R...

In this Throwback episode of the Negotiations Ninja podcast, we dive back to episode 119 with Dan Oblinger. Dan is a seasoned crisis negotiator and author. He shares a story about talking a young woman down from a bridge. Doing so successfully took active listening to understand the situation. It took connecting with the person he was trying to save. Dan emphasizes that before you even put yoursel...

How to raise money for a startup is a frequent topic of conversation. But there's a lot of information lost on the back end of the conversation: how to exit . Do you have an exit strategy for your business? How do you plan an exit? Erik Kostelnik is the founder and CEO of Postal.io. He knows how to negotiate a great exit. Surprisingly, it starts before you even build your business . How? Listen to...

In this Throwback Thursday episode of Negotiations Ninja, we jump back to episode #104 with long-time listener and fan: Shane Ray Martin. In this episode, we talk about how Shane has applied what he's learned to his sales job—and his volunteer work with a suicide hotline. We also dive into a discussion of Robert Cialdini's work on influence. This episode is all about learning and then applying tha...

What does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get to a great deal? How do you decide what mode of communication to use? In this episode of Negotiations Ninja , Giuseppe Conti explains the benefits of each mode of communication and which to choose for optimal results. Giuseppe has been in procurement fo...

In this Throwback Thursday episode, we jump back to episode #89 with Cal Chrustie. Cal covers the three S's: strategy , structure , and self . He talks about how to properly strategize for a negotiation, what a negotiation's structure should look like, and how the concept of self plays a role throughout this process. Don't miss this engaging episode with war-time and hostage negotiation expert Cal...

Where are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract negotiations and dispute resolution. Saving YOU money is their bread and butter. It's all about investigative research and digging into the details. They find the truth and present the data to their clients. It's up to the client to take action—or igno...

In this Throwback Thursday episode we return to episode 113 with Marty Latz, the CEO of Latz Negotiation. Marty shares some priceless negotiation wisdom. Marty emphasizes the necessity of deeply listening to the other party—that negotiation is more about listening than persuading. He delves into the importance of asking the right questions. What are the core influencers behind their positions? Do...

How can AI make your negotiations more efficient? How can it improve outcomes for your organization? What will the ongoing role of AI be moving forward? These are some of the questions Martin Rand—Founder and CEO of Pactum AI—answers in this episode of Negotiations Ninja. While AI is still considered a new frontier to some, it is quickly becoming more applicable to the everyday functions of a busi...

In this special Throwback Thursday episode of the Negotiations Ninja podcast we jump back to episode #43 with Chris Voss. Chris Voss is a HUGE name in the field of negotiations. In this episode we take a deep-dive into the nuances of his book: Never Split the Difference . It's full of tactical tips + strategies that every negotiator needs to hear. Don't miss it!

Why are people reluctant to change? What are the barriers to change? How do you overcome them? According to Jonah Berger, you have to find the catalyst that's needed to create the change to overcome those barriers. In this episode of Negotiations Ninja , Jonah talks about the 5 most common barriers and how to overcome them to create lasting change. Don't miss it!  Jonah has been a marketing profes...

This week's Throwback Thursday is a reboot of episode #118 with the one and only Gary Noesner. Gary was the lead negotiator at the Waco Siege. In this episode, he shares what contributed to the regrettable outcome, how to deal with negotiation standoffs, and the similarities between business and hostage negotiations. The negotiation lessons you'll receive from this conversation are priceless. Don'...

How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts o...

This Throwback Thursday episode takes us back to episode #100 with Robert Greene. This episode is a discussion around negotiating power and why the motives behind power moves aren't always bad. Robert also touches on the topics of misdirection, masked intentions, predictability, action vs. planning in negotiation, and much more. Don't miss this throwback!

Josh Weiss believes very deeply in the power of story . When you tell a story, there isn't debate because they're real things that really happened—not just theory. When people are skeptical of negotiation, its value, or its applicability it's often based more on myth than fact.  So Josh set out to show people what negotiation looks like in real-life in his new book, The Book of Real-World Negotiat...

Many people are struggling in the midst of the Coronavirus crisis. Some have lost their jobs and were the only source of income for their family. Others have become ill or know someone who has passed away. Many people feel lonely and isolated from loved ones and are struggling with thoughts of suicide. What do you do if a friend or family member is suicidal? What are some suicide prevention tips?...

What is a Group Purchasing Organization? How can it benefit procurement in numerous businesses? How does a Group Purchasing Organization fit into your overall procurement strategy? In this episode of Negotiations Ninja, Anthony Clervi joins us to answer these questions and convey the usefulness of a partnership with your business.  Anthony Clervi is the president and CEO of Una. He helps companies...