Negotiations Ninja Podcast

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 sa...

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 ab...

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 book...

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 c...

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 ex...

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 w...

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 opt...

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. L...

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...

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...

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 sys...

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. ...

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 t...

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 nego...

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...

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...

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 episod...

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 hel...

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 persu...

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! Ou...

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-orient...

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 P...

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 mis...

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....

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...