The Persuasion Lab with Martin Medeiros

In this episode I discuss the different types of sales strategies. An important part of being  a good sales person is thinking empathetically about what the customer wants.  Additional References: Never Split the Difference by Chris Voss #31 - Mark Berkovitch and Tech Sales  #32 - Emotion and Trust in Sales with Larry Johnson Got questions about the lab? Let us know! Email martin@negotiationstrate...

In this episode I discuss the details of making a negotiation deadline. Trust, especially in a long term negotiation, is the key to sealing the deal. Remember: Successful negotiation is about building relationships. Waitlist opens for the premium plus persuasion lab cohort; 20 spots are available; the doors will only be open for one week, starting Feb 15 Got questions about the lab? Let us know! E...

Lots of folks avoid negotiation (and/or conflict) because they don't want to be 'manipulative' or 'sleezy.' The good news: the best negotiators use tactics that are the opposite of sleezy. They know that those manipulative, sleezy tactics will absolutely be used on them at one point or another, and so they also know what to look out for throughout their deals and negotiati...

There is a TON that goes into the work of negotiation: tactics, strategy, operations. There are deal points and checklists and considerations at every level of a negotiation. How do you make the most at every single level in every single way? Listen in for my #1 most necessary negotiation technique... that many folks miss in their haste. The fully outfitted DIGITAL Persuasion Lab is officially ope...

Possibly the MOST common reaction I get from folks when I teach negotiation is: "but I don't negotiate." Today, I'm here to tell you that you absolutely DO negotiate. It could be convincing your kids to hang up their wet towels or getting a team member to finish a project on time and within budget. Even if you're not on the front lines of sales, acquisitions, law, politics...

My Persuasion Lab Strategic Plan became uncomfortably personal when, because of a mid road trip breakdown I found myself needing to purchase a car. In this no-holds-barred episode, I'm sharing my personal story how I had the deal peer-reviewed by a car buyer. Are you in the market for a car on purpose? Listen in for eight steps to a successful deal.  A free strategic plan worksheet is also av...

Villanova University highlighted the top ten challenges Project Managers Face in a 2019 survey. Though these challenges are acute, using skills like empathic negotiation allow managers to not only navigate projects, but enfranchise all stakeholders along the way. This episode reviews challenges project managers face and expounds on specific negotiation skills needed.  The host and our guests anony...

This week we will teach the five-step process to obtain a Zone of Possible Negotiation - the ZOPA- and its utility and failings. This appears in the book Negotiation Genius by Deepak Malhotra and Max Bazerman of Harvard Business School. This book is used by many MBA programs. We discuss how this is very different than the "best alternative to a negotiated agreement "(BATNA), but uses the...

The second most listened to episode in The Persuasion Lab was about how to negotiate with a narcissist,  based on nothing more than my experience of over 25 years negotiating deals and disputes and dime-store understanding of the personality type.  This week, we interview an expert on the topic, a clinical psychologist of vast experience working in both inpatient and outpatient settings with clien...

Today I discuss lessons from operational aspects of a negotiation. This episode covers the six domains of physically reading an interaction. This is information from the US Marine Corps Combat Hunter Program that you can use in business to gain insights in any negotiation. These concepts appear in the book Left of Bang by Patrick Van Horne and Jason Riley who now consult businesses on things they...

Tune in to this special episode of the Persuasion Lab with host Martin Medeiros and the host of Ponder and Practice Dr. Katherine Hofmann We sometimes feel too aggressive when we set boundaries with long-time business associates, friends, neighbors, and life partners. The truth is your mental health depends on being able to say no as saying "yes" to everything is problematic. Learn how t...

Tune in as I go over some tips and tricks to negotiate when you feel as though there are no other options. The fully outfitted DIGITAL Persuasion Lab is officially open! Head on over to thepersuasionlab.com to kick the tires and see all the features to help you make the most of every negotiation! While the lab will be open indefinitely, special opening rates will not, including a one-time payment...

This week we hear from Pacific University CIO Brandon Gatke and how he persuaded faculty and students to rapidly shift into virtual learning while preserving technology AND, all at once keeping most everyone happy.  The fully outfitted DIGITAL Persuasion Lab is officially open! Head on over to thepersuasionlab.com to kick the tires and see all the features to help you make the most of every negoti...

This veteran's week I was honored to speak with Colonel Christopher Starling, USMC (Ret), Executive Director of NPower in San Francisco, an organization that teaches technology to veterans and underserved communities. Col. Starling is not only a decorated combat veteran but also, a stage actor, comedian, impressionist, and raconteur. We talk about persuasion, influence, and negotiation across...

Skip Newberry is the Chief Executive Officer of the Technology Association of Oregon (TAO). In this episode Mr. Newberry shares technology sector expertise, including how to influence public officials when it comes to tech policies. With more than a decade in the field of innovative technology and a background in law, Mr. Newberry is an expert when it comes to making things happen via persuasion a...

In this episode, we talk with Natural Resource Expert Greg Wolley on his journey into a career in natural resources and what he is doing about persuading and influencing diverse communities to enjoy and seek employment in organizations that manage and support natural resources.  Programs/Resources mentioned:  Outward Bound Adventures How to write an inclusive job description   The host and our gue...

In this episode I interview Sarabjeet "Saby" Waraich about his many achievements as a negotiator and manager of large projects in the public sector and how he brings very different organizations together to complete complex information technology projects. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up...

After more than 20 years in the business, real estate pro Miles Newmark knows how to make great deals as a landlord.  He also knows what to look for in great tenants. Listen in on this week's episode for everything you need to know, whether you're looking for a tenant, or trying to find a space to lease. Like what you're hearing? Hit subscribe and never miss an episode! Ready to tak...

This year has been historic for wildfires. All across the continent people have woken up to hazy skies or even worse. Listen in as I talk to Nick Smith who is executive director of Healthy Forests Healthy Communities. This group supports active forest management. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for...

Information is power, and keeping confidential information private over the course of a negotiation is key. Come on into the lab and listen in as I teach you how to keep information secret. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take your lab-findings into the real-world? Sign up for the 5 Day Negotiation Challenge !   The host and our guests anonymize cas...

Listen in as I talk with my long-time friend and colleague Jason McCracken about all things e-commerce, customer loyalty ... and a little about Hollywood too! Director of Product at American Express, Jason generously shares just how to drive customer behavior in the direction YOU want it: headlong into sales. Like what you're hearing? Hit subscribe and never miss an episode! Ready to take you...

Kelly Paxton is the Pink Collar Crime Lady. As a former federal agent and current Certified Fraud Examiner, Kelly is an expert when it comes to all things pink collar fraud. During this episode we discuss gender differences in fraud, how embezzlers steal millions of dollars a few thousand at a time, and why only 15% are reported. You can hear more from Kelly at https://pinkcollarcrime.com/ or at h...

A Purchase Order is a contract sent from the buyer of goods to the seller of goods. It is an efficient way to acquire goods or services. Listen in on this episode as Martin discusses how to make a Purchase Order work for you. If you like what your hearing hit the subscribe button and never miss an episode! The host and our guests anonymize case studies, stories, and examples. Any resemblance to re...

While negotiation is often thought of as a purely mental effort, the truth is that if you haven't taken care of your body, your mind won't be at its sharpest. Which means you're in danger of not being able to get your needs met. Learn how to keep your body AND mind in tip top shape in this episode, as Martin talks with Dr. Katherine Hofmann. Dr. Hofmann is a naturopathic physician w...

Contracts are the foundation of any deal, whether a new business, tech transfer, onboarding employees... even marriage. If your contract is not done well, you're going to be on the hook when things go sideways. If, however, your contract is done with thoughtful precision, you'll be in the enviable position of saving potential tens, or even hundreds of thousands. Listen in on this episode...