Negotiations Ninja Podcast

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 Negotiations Ninja.  Outline of This Episode [1:28] Learn more about Kelli Thompson  [2:26] The myths of salary negotiation [8:15] Navigating “How much did you make before?” [10:43] Why women hesitate to negotiate  [14:50] Why is money an untouchable topic? [17:08] How to prepare for a salary negotiation [20:20] How to determine your unique value proposition Resources & People Mentioned Kelli’s FREE resources Closing the Confidence Gap Connect with Kelli Thompson Kelli’s Website Connect on LinkedIn Follow on Twitter Friend on Instagram Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod

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. Suzanne shares how you can begin to overcome these disparities in this throwback episode of Negotiations Ninja. 

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 businesses and individuals solve disputes via alternative means. He’s been guiding people through the negotiation process as a neutral party since 2003.  Outline of This Episode [1:55] Learn more about Doug Witten [3:06] Why stoicism in negotiation? [4:52] What negotiators can learn from stoicism [6:43] The dichotomy of control [8:33] The use of emotion in stoicism and negotiation [13:06] How to remain objective in negotiations [16:42] Embracing humility in negotiation  [21:00] The application of empathy in negotiation  Resources & People Mentioned Mediation Essentials Toolkit: A Practitioner's Emergency Survival Gui

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 their counterparts? Rich Ham dives into the topic in this throwback episode of Negotiations Ninja.   

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 approach to his work and life [11:33] The value Roger saw in simply asking [16:23] Can people learn grace, wit, and charm? [18:41] Roger’s hard work led to his success [20:32] What Roger was most proud of [22:04] What Gisela wants people to remember about Roger Resources & People Mentioned  Roger Dawson’s website Toastmasters America, Why I love Her by John Mitchum Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

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 understanding and framework you can use to master sales negotiations.  Outline of This Episode [2:11] Learn more about Donald Kelly [3:07] Seek first to understand  [8:17] Can you probe too much? [10:46] Separating urgency and importance [14:16] Creating a mutual action plan [18:45] Why some deals fail to convert [24:28] The importance of a good relationship [27:13] Learn about Donald’s book, “Sell it like a Mango” Connect with Donald Kelly Connect on LinkedIn Follow on Twitter The Sales Evangelist The Sales Evangelist Podcast Sell It Like a Mango: A New Seller's Guide to Closing More Deals Connect With Mark Follow Negoti

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 understanding gender roles—and how they impact your mindset—impacts negotiations and what you can do about it.  Outline of This Episode [1:30] Learn more about Beth Fisher-Yoshida [2:09] How gender affects negotiations [4:10] Effectiveness starts with self-awareness [8:33] Gaining the confidence to ask [11:20] How agency affects negotiations [13:34] The relational aspects of negotiation  [16:46] Two techniques to prepare for negotiation Resources & People Mentioned New Story, New Power: A Woman's Guide to Negotiation Beth Fisher-Yoshida and Todd Wiesel on Women in Negotiation Connect with Beth Fisher-Yoshida Connect

Everyone loves a good spy movie, right? The intrigue, the danger, the mystery…it’s fascinating. In this special throwback episode of Negotiations Ninja, we revisit a special conversation with Jack Barsky, who was originally a sleeper agent for the KGB. After being exposed, Jack became an asset for United States intelligence. He shares what undercover life was really like in this episode. Don’t miss it! 

Tim Castle—a sales coach, professional development coach, and best-selling author—embraces an unusual approach in his negotiations. His H.U.M.A.N. approach to negotiations emphasizes hearing, unlocking, moving, aligning, and networking. Tim will break down some of these concepts to help transform the way you think about negotiations in this episode of Negotiations Ninja!  Outline of This Episode [1:43] Learn more about Tim Castle  [2:19] The H.U.M.A.N. approach to negotiation  [4:24] How to “hear” in a negotiation [8:06] “Unlocking” is the step everyone misses [14:18] The forgotten piece: Networking in a negotiation [17:38] Why negotiators must embrace a “possibility” mindset [21:08] Using story to paint a picture is critical  Connect with Tim Castle Tim’s Website Follow on Twitter Watch on YouTube Friend on Instagram The Tim Castle Show The Art of Negotiation Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connec

According to Brian Ahearn, influence is a way of life. Embracing the principles of influence— reciprocity, commitment or consistency, consensus or social proof, authority, liking, and scarcity—allows you to look at life through a different lens. And each principle builds on the other. When you focus on getting to know and like the people around you, you’ll learn what’s meaningful to them. According to Brian, “The foundation of everything is the principle of learning to like others and build relationships.”  Learn how leveraging the principles of influence can positively impact every aspect of your life in this special throwback episode with Brian Ahearn. 

Multiparty and multi-stakeholder negotiations are complex. Community negotiation is even more so. The process is mind-boggling. And it’s one that Nokukhanya (Nox) Ntuli navigates regularly. Nox is a South African lawyer, mediator, process facilitator, and the Head of Dispute Resolution at Compliance Advisor Ombudsman, part of the World Bank Group.  Her role is an accountability mechanism within the World Bank Group. Its purpose is to accept complaints from communities that feel negatively affected by its investments. Nox mediates those disputes. She shares what this unique community negotiation looks like in this episode of Negotiations Ninja!  Outline of This Episode [2:35] Learn more about Nokukhanya Nox Ntuli [3:50] Nox’s experience(s) in conflict-ridden countries [6:06] The importance of understanding cultural nuance [9:37] How commercial disputes are different [14:00] Reaching a desired outcome in a community negotiation [18:38] Why a company might find itself in mediation [21:12] How Nox navigates back

In Dan Oblinger and Allan Tsang’s book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements,” they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, they cover a few, including a commonly held belief:  That trust is a necessity. They contend that trust is a luxury. And trust is a luxury that most negotiators don’t have. What should you focus on instead? Learn more in this fun throwback episode of Negotiations Ninja!   

If we went back 15 years and looked up “Social Engineering,” it was defined as something malicious and manipulative. But as Chris Hadnagy studied psychology, influence, persuasion, and human decision-making, he saw that social engineering wasn’t always negative. So Chris came up with a new definition: Human hacking, i.e. social engineering, is “Any act that influences a person to take an action that may or may not be in their best interest.” How social engineering is used defines if it is malicious or not.  So how do you employ social engineering? By following Chris’s 7 principles of elicitation. Learn more in this episode of Negotiations Ninja.  Outline of This Episode [2:20] Learn more about Chris Hadnagy [3:15] What is human hacking? [5:37] The definition of elicitation [9:54] Chris’s 7 principles of elicitation  [14:57] How to make someone feel good  [19:34] The power of nonverbal communication [22:32] Exercise: How to suspend your ego [25:38] Get involved with the Innocent Lives Foundation  Resources &

How do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden, “If you don’t have a good risk analysis or cost analysts on the customer side, then you use formulas.” Jeanette shares what this could look like in this throwback episode of Negotiations Ninja!   

Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it home in his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.”  In this episode of Negotiations Ninja, we get into the specifics of the hostage negotiation framework, tactical empathy, the ability to build emotional control into conversations, and how to be an overall better leader. Do not miss this incredible conversation with a true master of negotiation.  Outline of This Episode [2:06] Learn more about Derek Gaunt  [3:33] The hostage negotiation framework  [9:14] How to mitigate defensiveness [11:30] Embrace a curious mindset [16:46] Maintaining emotional control [20:51] How to coach a “Blue Flamer” Resources & People Mentioned Never Split the Difference by Chris Voss Connect with Derek Gaunt The Black Swan Group Connect on LinkedIn Ego, Au

So much of the sales world has moved online because of the Covid pandemic. But even before that, virtual sales were becoming more prevalent. Now, it’s more important than ever to develop virtual sales mastery. That’s why we’re returning to this poignant episode with Steve Brossman in this throwback episode of Negotiations Ninja. Tune in to hear him unpack the art and science of virtual sales! https://negotiations.ninja/podcast/the-art-and-science-of-virtual-selling-with-steve-brossman-ep-271/

Matthias Schranner specializes in especially difficult negotiations, those that you can’t simply win with preparation and a good argument. Coming to an agreement in a difficult negotiation often requires wildly different strategies than a simple business negotiation. Matthias was a hostage negotiator in Germany for over 14 years before he started his own business focusing on difficult negotiations in the Global World. He sheds light on the process of navigating difficult negotiations in this episode of Negotiations Ninja! Outline of This Episode [2:04] Learn more about Matthias Schranner  [2:55] Difficult negotiations need a different approach [4:25] When you should intentionally create a deadlock [6:03] Does a deadlock lead to creative solutions? [7:18] Why the walkaway point isn’t the worst-case scenario [11:41] Is there a need for alternatives?  [13:20] How to change your perspective on conflict [18:17] Why people struggle with internal negotiations  Connect with Matthias Schranner Schranner Negotiation