Negotiations Ninja Podcast

What do you do when a buyer makes a request? It can be easy to quickly say, "Sure, I'll do that," and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to what they want faster. In this episode of Negotiations Ninja, Hamish tackles all things buyer requests, including understanding why they're making a request and how to hold them accountable.  Out...

How you perceive value will always be different than how a seller sees it. They're emotionally attached to the companies they've built. But you have to be careful that you don't get overly attached, either. The more attached you become to the outcome you desire, the less desirable the outcome. Joanna Shea shares how to balance IQ and EQ in this throwback episode of Negotiations Ninja.

The  cost of workplace conflict  in Northern Ireland (with a population of 1.9 million people) is almost 1 billion pounds  per year . Those costs are  astronomical .  That's why Enda Young and Northern Ireland Mediation have created an immersive conflict resolution program to train mediators and negotiators. You learn your skills and repeatedly practice them in a simulation center.  Enda seeks to...

What is the difference between bargaining and bartering? What mistakes do people make in the bartering process? Why does Brian Gunia view negotiation as bartering? In this throwback episode of Negotiations Ninja, Brian shares how bartering forces negotiators to think creatively to come up with solutions and ultimately land on agreements.  

Are salespeople doing prospecting all wrong? Are the days of cold-calling and emailing officially over?  Is  there a better way? Donald Kelly—also known as the "Sales Evangelist"—sure thinks so. He shares why leveraging LinkedIn in the prospecting process is the best route to take—and even shares how to do it—in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about S...

Negotiations can become second nature through diligent practice and honing of your skills. But what are the necessary skills you need to focus on? According to Julia Ewert, learning to ask open-ended questions is a great place to start. What other negotiation skills do you need to perfect? How can building skills help you in tense negotiations? Julia shares how negotiations can become second natur...

Why are people so easily misinformed or manipulated? In hindsight, it's easy to question "How did that fool me?" But when you're "in it" you don't realize it. Why? Why are people taken in by things that are absurd? There are signs that we can learn to notice.  Chris wrote "Nobody's Fool" to answer what it is about our minds and how they work that makes us vulnerable. They aren't complicated things...

How do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in this throwback episode of Negotiations Ninja. 

How can sales managers help their teams be better negotiators? How can you develop internal coaches who can help their team members improve their sales and negotiation skills? Steve Benson—the Founder and CEO of Badger Maps—shares how you can empower your team to sharpen each other's skills in this episode of Negotiations Ninja.  Outline of This Episode [1:52] Learn more about Steve  [3:00] How ca...

According to Susan Walsh, "The quality of your data determines the quality of your negotiation." Procurement professionals need a classification system in place to ensure that they're not relying on dirty data. Your data needs to be consistent, organized, accurate, and trustworthy (COAT). If it isn't, you're likely costing your business money. Susan Walsh—i.e. The Classification Guru—shares the bi...

Self-confidence and self-control in conflict are difficult things to master. And you can't resolve conflict with others until you learn to resolve conflict  within yourself . This takes an incredible amount of self-awareness. In this episode of Negotiations Ninja, Ryan shares how you can learn to resolve conflict the right way by starting with knowing yourself.  Outline of This Episode [2:01] Lear...

In 2020, we had a conversation about how AI could positively impact negotiations. Now, three years later, artificial intelligence is front and center, seemingly in every corner of society. Martin Rand's thoughts on the use of artificial intelligence in negotiation is more relevant than ever. Learn more about how you and your business can leverage AI in this throwback episode of Negotiations Ninja.

Paul Nadeau is a former hostage negotiator, international peacekeeper, and interrogator. During this time, he learned a lot about how the human mind works. He's taken his decades of experience and applied it to a negotiation framework that every negotiator can learn to implement in their work and lives.  Outline of This Episode [1:56] Learn more about J. Paul Nadeau [3:19] Why won't people just as...

Information asymmetry occurs when one side has more information than the other. In any negotiation, each side has more knowledge than the other in specific areas. It's your job to ask the right questions to fill in the gaps and level the playing field. Simon Rycraft shares what else you need to do to overcome information asymmetry in this throwback episode of Negotiations Ninja!

How do you build rapport with clients? How do you be someone who's a pleasure to do business with? How do you employ active listening? How do you get, stay, and act in front of clients? Glenn Poulos covered these concepts in his latest book, "Never Sit in the Lobby," and we discuss them in this episode of Negotiations Ninja.  Outline of This Episode [1:48] Learn more about Glenn Poulos [3:11] How...

How do you stand out in B2B sales? You stand out by one-upping your customers by learning what you  need  to know about them. You will always know something that someone else doesn't. You can take that knowledge and expertise and help your clients transform their businesses. Learn more about the process in this throwback episode of Negotiations Ninja with Anthony Iannarino. 

Why do women hesitate to negotiate? How do you prep, practice, and make your ask? How do you determine your unique value proposition? Leadership and Career Coach Kelli Thompson is on a mission to help women advance in the rooms where decisions are made. If you're ready to hone your salary negotiation skills, Kelli Thompson will teach you how to confidently negotiate your salary in this episode of...

Most people miss everyday opportunities to negotiate. Many of us are psychologically wired to accept things as they are. We don't try to negotiate bills or ask for discounts and miss out on everyday negotiation opportunities.  Suzanne de Janasz believes that's a mistake. We need to learn to recognize opportunities to negotiate. But gender, cultural, and other biases alter one's perceptions. Suzann...

What is stoicism? What is its background and context? How can the philosophical lessons of stoicism be applied to negotiation? According to Doug Witten, there are many lessons we can learn from famous stoics that we can apply to negotiation.  Doug Witten is a mediator, arbitrator, negotiation coach, author, and was previously a corporate lawyer. He made it the mission of his career to help busines...

Because the growth of procurement teams in organizations isn't prioritized, they're being taken advantage of. Expense management and the development of important internal and external relationships are being neglected. Suboptimal short-term contracts are being signed out of pure necessity. What can procurement do to navigate these vulnerabilities? How can they avoid being taken advantage of by the...

Roger Dawson was an amazing negotiation professional, prolific author, the founder of the Power Negotiation Institute, and someone that I thought of very highly. In this special episode of Negotiations Ninja, Roger's wife, Gisela shares a behind-the-scenes look at a great negotiator and an even better man. Outline of This Episode [1:49] Learn more about Gisela and Roger Dawson [5:54] Roger's appro...

Intellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets? Jeanette Nyden and Lawrence Kane break it down in this throwback episode of Negotiations Ninja!   

How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through the sales negotiation process? "Sales Evangelist," author, and podcast host Donald Kelly joins me in this episode of Negotiations Ninja to tackle these questions. By the end, you'll have a greater understand...

How do you know what you're worth? How do you ask for what you're worth? Salary negotiations are tricky to navigate. Luckily, Fotini Iconomopoulos shares some foolproof strategies in this throwback episode of Negotiations Ninja. She covers overcoming imposter syndrome, words and phrases to avoid saying, and how to research what you're worth. Don't miss it! 

What is the role of gender in negotiations? What narratives influence negotiations? Sometimes, we forget that we have agency in how  we negotiate. As an expert in negotiation and conflict resolution, Beth Fisher-Yoshida has learned that one thing is foundational: to improve your negotiation, you need to start by building self-awareness. In this episode of Negotiations Ninja, she shares how underst...