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 say “Let’s split the difference” or you’ll insult them. You can provide arguments, evidence, justifications, rationales, stories, etc. but will it make an impact?  Author and Professor G. Richard Shell dives into this complicated topic in this throwback episode of Negotiations Ninja. Don’t miss it!

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 about attorney Rebecca Zung [3:55] The definition of a narcissist/narcissistic behaviors  [9:20] What got Rebecca interested in narcissism? [16:22] What it’s like negotiating with a narcissist  [20:13] How to create leverage with a narcissist [23:56] Why you have to focus on yourself Resources & People Mentioned Go to WinMyNegotiation.com for a free 15-page eBook: Crush My Negotiation Worksheet Negotiations Ninja episode #231 with Rebecca Zung Connect with Rebecca Zung Rebecca’s website Watch on YouTube Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with M

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 books only focus on tactics and strategy—very few focus on caring. David shares his thoughts on “Daring to care” in this throwback episode of Negotiations Ninja.

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 can take to negotiate the right way with the Dutch.  Outline of This Episode [1:45] Learn more about Michael Van Keulen [3:21] The Dutch mindset in negotiations [6:59] Why are Dutch people so direct?  [10:42] How to negotiate with the Dutch [13:26] Do the Dutch make decisions quickly?  [18:34] How to generate rapport with the Dutch [22:27] The Dutch likely speak better English than you [26:51] Dutch people are open and welcoming Resources & People Mentioned Formula 1: Drive to Survive  Connect with Michael Van Keulen Coupa Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @Negotiat

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 exit your business the way you want!

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 when you get uncomfortable in this episode of Negotiations Ninja.  Outline of This Episode [1:48] Learn more about Melissa Fortunato [2:47] How to adjust your mindset for negotiation [6:32] How Melissa prepared for undercover work [10:17] Melissa’s experience working undercover [11:42] How to step out of your comfort zone [15:42] Focus on the power of connection [17:24] Learn to manage your emotions Resources & People Mentioned Chris Hadnagy Influence: The Psychology of Persuasion Connect with Melissa Fortunato Connect on LinkedIn Alchemy Team The Negotiations Collective Connect With Mark Follow Negotiations

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 options. But the salaries they offered were often dismal. If you were in that scenario, how should you have negotiated your salary?  Victoria shares common mistakes CEOs, CFOs, etc. make when negotiating their salaries and what they should be doing to negotiate better salaries in this throwback episode of Negotiations Ninja!

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. Lousin was faced with a choice: How was she going to face this news? In this episode of Negotiations Ninja, Lousin talks about how you use your negotiation skills to face adversity.  Outline of This Episode [1:53] Learn more about Lousin Mehrabi [2:52] How to negotiate with yourself [5:07] Get clear on your “why” to remove limiting thoughts  [6:00] You can unconsciously derail a negotiation  [7:29] Diagnose the problem before you try to solve it [12:14] You have to understand the language of your counterpart [16:15] Using negotiation skills to face adversity  Connect with Lousin Mehrabi Connect with Lousin on Linke

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 to boost your sales game. Marty will teach you how to transform from expert to salesman in this throwback episode of Negotiations Ninja. Check it out!   

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 high-profile cases. Gary dealt with numerous large-scale conflicts throughout his career. So in this episode of Negotiations Ninja, we delve into how to navigate conflict at scale.  Outline of This Episode [2:27] Learn more about Gary and his background in the FBI [6:02] How to deal with individual conflict and conflict at scale [11:39] How Gary would handle a prison riot [15:13] Why finding a reasonable leader is key [24:25] Patience must be deployed in many negotiations [26:28] Why Gary believes almost all conflict is resolvable Connect with Gary Noesner Gary’s website Connect on LinkedIn Friend on Facebook Co

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 systemic issue and walks through what women can do to become confident negotiators.

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.  Outline of This Episode [2:05] Learn more about Joana Matos [2:50] The over-reliance on globalization is crippling [6:27] How Icelandic people negotiate [11:38] How to prepare for a negotiation [18:13] Understanding Icelandic body language [19:53] Why you shouldn’t steal rocks in Iceland  [23:20] A culture’s history drives everything Resources & People Mentioned Kiss, Bow, Or Shake Hands Connect with Joana Matos Connect on LinkedIn Rational Games Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: 

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 through the close—for the customer. Don’t miss this guide for both sides of the table.

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 negotiation.  Outline of This Episode [1:53] Learn more about Andy Luttrell [2:29] What does persuasion really mean?  [4:18] How do you use persuasion to drive decisions? [6:43] Increase your persuasiveness via credibility and trustworthiness [10:52] Why what you say and how you say it matters [13:55] Is the use of emotion a powerful tactic in persuasion? [21:19] Do people make decisions based on pain, pleasure, or both? [24:35] Why cultivating fear is a common persuasion tactic [28:31] Is tapping into emotions appropriate in a business setting? Resources & People Mentioned The Opinion Science Podcast Connect wit

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 mindfulness. Learn more in this throwback episode of Negotiations Ninja!

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 Maroño, Ph.D. [3:26] Why can nonverbal communication make or break a negotiation? [5:16] Have we become worse at recognizing nonverbal cues?  [7:53] The most outrageous claim that we’ve been taught to believe [9:40] Do personality traits correlate with nonverbal behavior?  [14:55] How to appear more trustworthy to shortcut the process [21:22] The importance of emotional expressiveness [26:25] Does feigning disappointment work as a negotiation tactic? [29:13] Why trustworthiness signals need to become second-nature [32:30] How to get someone to want to reveal information [36:04] How to know if someone is skeptical of

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 episode of Negotiations Ninja as he lays out how to understand underlying interests, address cultural differences, and change your mindset.

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 help you think through identifying and navigating your emotional triggers. Check it out!  Outline of This Episode [1:57] Learn more about Dr. Klaus Lassert [3:20] How to identify your emotional triggers [8:20] How to overcome your emotional triggers [11:10] Using a counterparty’s triggers to your benefit  [15:01] How your personality type influences you [25:52] Using your personality type to your advantage Connect with Dr. Klaus Lassert Connect on LinkedIn Schranner Negotiation Institute Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on

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 persuasion and transform the way they sell. Check it out!

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! Outline of This Episode [1:49] Learn more about Joseph Grenny [3:38] How to have crucial conversations  [6:24] What is your “style under stress?” [13:03] Crucial conversations in the workplace [16:01] Why we handle personal stress differently [18:02] Joseph’s nonprofit: The Other Side Academy  [20:12] You can tell the truth in a loving way [23:18] How do you maintain the changes you make Resources & People Mentioned Influencer: The New Science of Leading Change Crucial Conversations: Tools for Talking When Stakes Are High Style Under Stress Assessment Connect with Joseph Grenny Joseph’s website The Other Side Ac