Negotiations Ninja Podcast

What is an indemnity clause? Why do companies have indemnity clauses? What do contract professionals need to be aware of? Jeanette Nyden has spent the last 18+ years teaching people how to negotiate the word of complex contract negotiations. She shares how you can navigate indemnity clauses in this throwback episode of Negotiations Ninja!    https://negotiations.ninja/podcast/understanding-indemnities-with-jeanette-nyden-ep-270/  

What do most sales books get wrong? What levers of influence are necessary to move people in your direction? What is the mindset shift required to move from novice to successful salesperson? These are all things that Douglas Cole covers in his newest book, “The Sales MBA,” and we’re lucky enough to discuss them in this episode of Negotiations Ninja.  Outline of This Episode [1:45] Learn more about Douglas Cole [2:20] Learn more about Douglas’s book: The Sales MBA [5:51] How you can become a change agent  [8:58] The energy of where change is [13:28] Becoming a decision architect [16:32] The principle of self-interest [19:56] Levers to create influence [23:37] Why people forget to leverage unity Resources & People Mentioned The Sales MBA: How to Influence Corporate Buyers Influence: The Psychology of Persuasion  Pre-Suasion: A Revolutionary Way to Influence and Persuade Connect with Douglas Cole The Sales MBA Subscribe to The Sales MBA newsletter Connect on LinkedIn Follow on Twitter Connect With Mark

What do you focus on when negotiating labor categories? People often leave money on the table because they prioritize convenience. But what they should really focus on is bringing in an industry insider that understands every component—including cost structure—so they can help you optimize costs.  Matt Smith and Rich Hamm take a deep dive into negotiating labor categories in this throwback episode of Negotiations Ninja!   

What is it costing you to not listen? Over time, when you stop listening, it erodes your relationships. It might be at work, it might be at home, but it impacts every facet of your life.  That’s why listening is at the heart of learning to resolve conflict. Conflict resolution isn’t always about agreement—it’s about alignment. You need to be able to respect each other’s viewpoints and decisions.  And it’s why “The Power of Understanding” is the subtitle of Christine’s book. When you understand, you earn the right to lead, influence, and resolve problems. But most people aren’t wired to do this naturally. People assume they know how to listen, but Christine emphasizes this couldn’t be further from the truth.  Learn more about the interplay between listening and understanding in this episode of the Negotiations Ninja podcast! Outline of This Episode [1:39] Learn more about Christine Miles [2:37] What is it costing you to not listen? [5:45] Story is the engine of EQ [7:57] Why is it so hard to listen? [9:46] Ho

Interrogations get a bad name but the truth is an interrogation conversation is about one thing: communication. How? You need to communicate effectively to compel someone to tell you the truth. So how do you master the interrogation conversation? Michael Reddington shares how you can get to the truth while building trust and rapport in this throwback episode of Negotiations Ninja!   

Why did Greg Nutter write “P3 Selling: The Essentials of B2B Sales Success?” What are the key concepts? How can they help B2B sellers be more successful? B2B sales are far different from B2C. So to be effective with B2B sales, you need to do things differently. Greg’s three-step process, when done correctly, can help you improve your sales success. Learn all the specifics in this episode of Negotiations Ninja.  Outline of This Episode [1:49] Learn more about Greg nutter [2:32] Why Greg wrote “P3 Selling” [3:20] P#1: Problems [6:10] Creating awareness of problems  [10:32] Tying it back to the need [12:46] Problem importance = Impact x Urgency [14:29] P#2: People [17:23] P#3: Process Resources & People Mentioned P3 Selling: The Essentials of B2B Sales Success The JOLT Effect: How High Performers Overcome Customer Indecision Connect with Greg Nutter Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on Lin

Let’s say you’re navigating a tricky divorce. Tensions are high and there’s a lot at stake. You don’t want to make mistakes that could change the trajectory of your future.  Rebecca Zung is a divorce attorney that helps people prepare for navigating tricky circumstances just like this.  Rebecca shares a few things you should avoid in divorce negotiations: Giving away anything too early Assuming that the other side will win Giving away powerful leverage Getting too emotional What else do you need to know? Find out in this throwback episode of Negotiations Ninja!

Dr. Charlotte de Brabandt has been in procurement for 14 years and worked in five different industries on three different continents. During this time, the world has undergone massive changes—and so has the world of procurement.  The crises we’ve faced have led to a further reliance on technology to navigate supplier negotiations, but it’s also led to a shift in relationships. Procurement needs to move away from impersonal numbers-based negotiations toward collaborations. We actually need to build relationships with vendors to remain competitive.  Charlotte explores this idea—and delves into the future of technology and AI in procurement—in this fascinating episode of Negotiations Ninja.  Outline of This Episode [1:35] Learn more about Dr. Charlotte de Brabandt [5:55] Embracing changes in communication [8:11] Embrace the shift toward supplier relationships [15:28] Procurement hinges on relationships  [17:45] Charlotte’s conversation with Sophia the robot [19:49] The future of AI in procurement  [22:58] The i

What three things are critical to successful negotiations? Richard Ham believes that you must do three things: Master the subject matter: You need all of the supporting details completely mastered before you enter a dispute or a negotiation. Prepare: If you’ve spent 30+ years in an industry, you still have to take the time to be prepared for every specific negotiation. Embrace Solidarity: Solidarity with your clients is critical. It is the hardest of the elements to control. But what does all of this mean? How do you apply it? Richard Ham shares some of the strategies his company uses to successfully resolve conflict in this throwback episode of Negotiations Ninja. Don’t miss it! 

What is authentic persuasion? How do salespeople employ authentic persuasion to make sales and consistently meet their quota? What kind of mindset shift is required? Jason Cutter is a mindset and scalability expert who focuses on helping sales teams be more effective. In this episode of Negotiations Ninja, he tackles the concept of authentic persuasion to help you move past barriers and help more people.  Outline of This Episode [1:37] Learn more about Jason Cutter [2:58] What is authentic persuasion? [6:21] Mindset problems salespeople face [8:54] The line between persuasion and manipulation [13:29] Salespeople should be the guide, not the hero  [19:20] Why you should stop stopping Resources & People Mentioned Selling With Authentic Persuasion: Transform from Order Taking to Quota Breaker Connect with Jason Cutter Jason(at)CutterConsultingGroup.com Cutter Consulting Group Watch on YouTube Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod

What are the main differences between Eastern and Western approaches to negotiation? If you approach a negotiation with an Eastern counterpart taking a Western mindset, what do you need to know to succeed? According to Mala Subramaniam, you have to take your different cultures into consideration. Learn the keys to blending Eastern and Western negotiation styles in this special throwback episode of Negotiations Ninja!

What is the mindset shift that needs to happen for you to embrace self-advocacy? Why is it important to nail down the value you’re providing and the future value of your contributions? How do you help them see your vision for future success? These are just a few of the questions Jamie Lee conquers in this episode of Negotiations Ninja. Jamie Lee is an executive coach for women who hate office politics but want to get promoted—and get better pay—without throwing anyone under the bus. Outline of This Episode [1:46] Learn more about Jamie Lee [2:35] The concept of self-advocacy  [4:12] How to shift your mindset  [7:43] It’s not about proving yourself [9:56] How to articulate your future value [13:51] Building internal relationships  [18:20] Protect yourself by saying “no”  [22:23] Choose your battles wisely [23:05] Other factors at play in decision-making Resources & People Mentioned Political Savvy by Joel DeLuca, Ph.D. Connect with Jamie Lee Learn more at Jamie’s website Connect on LinkedIn Follow on 

What do you need to do to drive value in negotiation? Stephen Kozicki has nailed down three questions you have to ask:  What are we asking them to do? What risks are we asking them to take? What is the value we will deliver in this negotiation? The value we deliver has to be tangible, measurable, and tradeable. How do you make sure you’re hitting the mark? How do you avoid costly mistakes? Find out in this throwback episode of Negotiations Ninja! 

What should mediation preparation look like? How do you select the best mediator for your case? How do you make the most of a mandatory negotiation should you ever find yourself in that position? Amy Mariani—who practiced law for 20 years before transitioning into mediation—answers these questions and so much more in this episode of Negotiations Ninja.  Outline of This Episode [1:43] Get to know Amy Mariani [3:10] How to prepare for a mediation [6:57] Power, punishment, and principle [10:09] How to select the right mediator [13:16] How a mediator remains unbiased [15:27] Is mediation in the US legally binding?  [16:38] How people can misuse mediation [17:25] Making the most of the mediation process [20:57] The differences between litigators and mediators [23:39] When a mediator shouldn’t be involved Connect with Amy Mariani Mariani Mediation Connect on LinkedIn Call 617-279-0540 Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja

According to Mark Davis, “Culture at its very nature is pervasive in all negotiation and, in fact, it should be a framework through which you can overcome these obstacles and they rise to the surface.” Cultural awareness is key to any negotiation, even if it isn’t overtly across cultures. So how do you develop cultural awareness? How do you learn to adapt your perspective to take into account what’s important to other cultures? Mark covers what you need to know to begin to develop cultural awareness in this throwback episode of Negotiations Ninja!  

Germany, Austria, and Switzerland are all countries that speak German. And though they speak the same language, each has a unique culture and negotiating style. The way they approach communication, formalities, aggressiveness, etc., varies significantly. Mihai Isman is an International Negotiator & Conflict Resolution Expert from Germany. In this episode of Negotiations Ninja, he compares and contrasts how the Germans, Austrians, and Swiss people negotiate. Outline of This Episode [1:50] Learn more about Mihai Isman [2:44] How Germans, Austrians, and Swiss communicate differently  [6:02] How an American should approach negotiating with a German [11:55] Each country’s history dramatically impacts their negotiating style [15:31] The differences in formalities and aggressiveness in negotiation [20:25] How to avoid offending Germans, Austrians, and Swiss [29:01] You can’t change the rules of the game Connect with Mihai Isman Mihai’s website Friend on Facebook Connect on LinkedIn  Connect With Mark Follow

Negotiating via email, text, social media, Zoom, or any other virtual way of communication is tricky, at best. A written conversation doesn’t allow for reading body language, tone of voice, etc. So when you can’t pick up the phone or meet in person, are you doomed to fail? Or do you just need to master a different skillset? Giuseppe Conti shares the dos and don’ts of negotiating via written communication in this throwback episode of Negotiations Ninja!

Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past “maybe” and “I’ll think about it” to saying “no,” or—even better—saying “yes?”  Matt Dixon and his team studied 2.5 million recorded sales conversations. They found that 40–60% of all opportunities are lost to no decision. And these are opportunities where the customer goes through the entire sales process, which can take weeks, months, or sometimes years. Why does this happen? Matt shares his research on the matter—and what you can do to overcome indecision—in this episode of Negotiations Ninja. Check it out!  Outline of This Episode [1:40] Learn more about Matt Dixon  [2:47] Why is indecision part of the equation? [7:45] The two root causes of no-decision losses [11:50] Don’t ignore the status quo but… [13:07] When indecision rears its ugly head [15:49] How to combat indecision [19:25] Put your money where your mouth is [24:16] The JOLT method to overcome indecision Resources & People Me

Cyberterrorism is becoming prevalent. Highly intelligent criminals associated with cartels and sovereign nations like North Korea, China, Russia, etc. are mining for any data they can find. State actors take data and leverage it however they please, without conscience. That’s why cyberterrorism negotiation is becoming part of the negotiation conversation. Everyday businesses and even healthcare organizations need to be adequately prepared. Learn what that looks like in this throwback episode with Cal Chrustie (who spent 33 years with the Canadian Federal Police negotiating kidnaps and extortions).

You’re a small organization about to enter a negotiation with a large company. You’re prepared to go in and sign the contract because simply doing business with them could be astronomical for your company. But just because you’re a small company doesn’t mean you can’t negotiate with Goliaths. In this episode of Negotiations Ninja, Christine McKay shares how you can strategically use contracts to negotiate better terms, even as a small fry. Don’t miss it. Outline of This Episode [1:32] Learn more about Christine McKay [1:59] How small organizations can negotiate with goliaths [4:22] What are the implications of saying “yes?”  [8:03] How can you become more aware of emotions? [13:22] Leverage is something you volunteer to give up [18:15] Renegotiation is always an option [20:08] Christine’s contract risk review process Resources & People Mentioned Why Not Ask?: A Conversation About Getting More The Power of a Positive No: How to Say No and Still Get to Yes Connect with Christine McKay Venn Negotiation