Negotiations Ninja Podcast

Procurement professionals are seeing dramatic shifts in the workforce as large numbers of Baby Boomers retire. Young professionals are wondering how to handle the big changes their organizations are going through while picking up the slack. Roy Anderson shares his wealth of experience on what it takes to hit the ground running and start executing immediately upon being hired. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Ever wondered about the ins and outs and the dos and don'ts on negotiating over text, email and social media? Mark Lowther, a negotiation and communication coach who has worked with police forces in crisis and hostage negotiations joins us. Mark's one of the first people to complete a hostage negotiation over social media and shares his tips and advice about managing negotiations in the new digital landscape. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Happy New Year Negotiations Ninja listeners! I'm excited to share updates and some changes you'll see in 2019. But first, you can't look forward to 2019 without reflecting on the year that was 2018. I'm presenting the list of our top five most downloaded podcasts list with highlights and insights from our amazing guests. So sit back and relax as we recap what we've been through, where we're going, and what it's going to take to get there. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Merry Christmas from Negotiations Ninja Podcast.   Spend time with the people that you love the most.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Don't you wish you knew how to get better performance out of your employees? If only there was a way to negotiate with them to get better performance out of them!   Tim Cronin, Chief Procurement Officer at Florida Blue, is on the show today to talk about just that. In this fascinating discussion we talked about how to have those tough employee discussion, the concept of radical candor, and aligning the business goals to the goals of the employee.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

How can we create situations to elicit more information from someone where they don't even realize they're giving away that information? For the longest time, that was Jack Schafer's job at the FBI as a behavioral analyst.   Through years of experience turning foreign agents into informants he was able to build up a very unique skill set. Through the use of certain behavioral techniques and cues, Jack teaches us how to gain and leverage trust to our benefit.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Pat Tinney is on the show to talk about the new revised edition of his great book, Unlocking Yes. Pat's book is very much like a field guide for sales people on how to negotiate.   Pat and I get into an in-depth discussion about what it takes to negotiate good deals as a sales person, the value of being able to tell a story, smartly withdrawing from deals that just don't feel right and what you need to be aware of as a sales person when negotiating with professional procurement people.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Jay Sklar is on the Negotiations Ninja Podcast to discuss how procurement people can become a trusted advisor to our internal business stakeholders.   We hear this term so much, but so many of us have a different idea about what it is and what it takes to become the trusted advisors that our internal business stakeholders so desperately need us to be. Jay had great strategies on what to do to become the trusted advisor, and what not to do, which I found super interesting.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Jeanette Nyden, a commercial contract coach, is on the Negotiations Ninja podcast to discuss how to negotiate performance based contracts. We discussed what performance based contracts are, why they're important, what to think about when putting together performance based contracts and some of the penalties and rewards systems that can be put in place.   We really only scratched the surface of the topic, but it's still very in depth. Get your note pads out.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Harrison Smith, Acting Chief Procurement Officer at the IRS, is on the Negotiations Ninja Podcast to talk about how procurement and negotiation works in the government. We got into a very interesting discussion on the difference between public and private procurement. I've got to tell you that it truly opened my eyes on what goes on in the government procurement world.   The amount of pressure that these folks must be under to keep all stakeholders engaged and happy must be incredibly immense. It gave me a whole new appreciation for the work that our our brethren in public procurement do.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Wies Bratby, Chief Enthusiasm Officer at Women in Negotiation, is on the show today to talk about how women can develop confidence in negotiation and change their mindset.   Wies teaches how women can empower themselves to negotiate raises, promotions, better benefits for themselves. Ultimately it all comes down to the development of confidence. As I learned, women view negotiating for themselves very differently than negotiating for others.    ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Susan Ibitz, the human behavior hacker, is on the show. Some people hack computer systems, she hacks human behavior. Susan runs a company called the Human Behavior Lab where she and her team specialize in face reading, statement analysis, body language, and micro-expressions.  In this episode we jump into these 4 areas with both feet and discuss how understanding each of these four areas can make you a better negotiator and a better communicator. The thing that I loved about this episode is that Susan dispels a lot of myths about body language, specifically on how to tell if someone is lying to you. I find Susan's research fascinating and this is likely an episode you're going to want to take notes on.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

It's another a solo performance! I've had a stack of people reach out to me and ask how they should be negotiating a raise or a new salary. And it's an awesome question because the raise/salary negotiation is likely the most foreboding negotiation most people ever have to go through. So I'll be laying out, step-by-step exactly how to negotiate a raise or new salary. It's not complicated, but it does require research, effort, and follow through (this last bit is key).   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Joe Navarro has spent a lifetime observing others. For 25 years, as a Special Agent for the FBI, he conducted and supervised interrogations of spies and other dangerous criminals, honing his mastery of nonverbal communication. After retiring from the bureau, he has become a renowned public speaker and consultant, an internationally bestselling author, and a sought-after TV commentator.   Now, a decade after his groundbreaking book What Every BODY is Saying, Joe returns with his most ambitious work yet. THE DICTIONARY OF BODY LANGUAGE is the first-ever “field guide” to body language with more than 400 behaviors, presented in an easy-to-reference format that unveils what our bodies communicate about what we think, feel, want, desire, or fear.    Joe and I had a great conversation about the power of body language and nonverbal communication in negotiations and how you can leverage nonverbal communications to get more of what you need out of your ongoing negotiations.   ALL SHOW NOTES AND LINKS AT: negotiations.n

This will be the beginning of a series of solo episodes where I will release in-depth training and guidance on a specific topic that I've received questions on.   How do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, their needs, and their wants? I'm dedicating an entire episode to how to extract information from the other party so that you can learn more about them and then use that information as leverage to get what you need from the negotiation later on. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

I've been waiting to have this conversation for a long time. Full confession, I'm a huge magic fan. And one of my favorite acts is a guy named Brian Brushwood. He's a magician, podcaster, author and television personality. Brian has a great show called Scam School where he teaches viewers how to use magic to scam beers off of friends in the bar.  Magic and negotiation use a lot of the same communication tools and Brian and I have a great discussion about the dark side of magic and negotiations. The unfortunate thing about magic and negotiations is that sometimes it attracts people who would use tricks, communication tools, and body language for nefarious means to deceive others. How do you recognize people who would try to deceive you and how should you develop your skills to deal with those situations? But also, knowing that there are ways to leverage someone's attention, how can you use that attention to get more of what you want without deceiving them?   ALL SHOW NOTES AND LINKS AT: negotiations.ninja

This is a very personal conversation I had with a living legend in the world of crisis negotiation. This interview challenged me on more levels than I thought it would and it personally feels like the best interview I've ever done, but not because of anything I did. Jack Cambria, 34 year veteran of the NYPD and crisis negotiation legend, is the crisis negotiation teacher that crisis negotiators go to learn from. He's the instructors' instructor. I was struck with the profound level of wisdom, patience, and knowledge that Jack has. But more than that, I was struck that he almost seems surprised that he's a legend. And that for me was the mark of a true man of service. He's dedicated his life to the service of others and to the preservation of life. It was a great honor to speak to Jack, and I couldn't think of a better person to have on the show to celebrate the 50th episode of the Negotiations Ninja podcast. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast  

Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades.   His clients range from Juno-winning bands, record labels, publishers and managers, to the smallest up-and-coming artists.   He tours the country regularly with his band One Bad Son, working with some of the biggest names in the music business, like Def Leppard and Judas Priest.   Kurt and I talk about negotiating in the entertainment business, what some of the misconceptions about the entertainment business are, and what business people can learn from negotiations in the entertainment business. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset. Mark is a lawyer with a ton of start-up experience and negotiation experience. He talks about the confidence required to perform well in negotiations and he believes that most people actually get in their own way when thinking about negotiation and life. Mark has consulted with the Gap Partnership , a very large negotiation consultancy in the U.K., and is now striking it out on his own to teach people how to develop a better performance based mindset.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Mr Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to. Mike and I also get into a discussion about AAR's or After Action Reviews and doing deep dives into your negotiation after the fact to see what you did well, what didn't go well and what can be improved for next time.  Mike's even developed a cool little app called the Negotiation 360 app (available on Google Play and the App Store) that allows you to rank and rate your negotiation and take notes on it so you can track your progress on skill set from one negotiation to the next.    ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast