Negotiations Ninja Podcast

In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the challenges students face when negotiating job offers when they leave universities. We also talk about why young people are hesitant to negotiate and what parents and educators can do to change that. Young people need to learn how to advocate for themselves to succeed in their future. This episode is full of spectacular advice—don’t miss it. Outline of This Episode [1:30] Learn more about Jean Reyt [2:14] Why are young people hesitant to negotiate? [4:48] The transformation to assertiveness  [7:28] Why don’t schools teach these critical life skills? [16:30] The end result of negotiating is always better [19:33] Why you must negotiate before you sign the contract [22:59] How to approach difficult conversations [27:25] How to connect with Jean-Nicolas Reyt Resources & People Mentioned iDecisionGames Connect with Jean-Nicolas Reyt Check out Jean’s website Conn

What role does your core identity play in a negotiation? How does it change your approach when there’s conflict? In this special throwback, Daniel Shapiro—the man in charge of the Harvard International Negotiation program—shares how your identity comes into play in every negotiation. Don’t miss his unique perspective that draws examples from all over the world!

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that’s helped hundreds of women use the spoke model negotiation strategy to make more money. In today’s conversation, we talked about negotiating your way into a startup. What are the biggest mistakes that people make? How do you build leverage into the negotiation? What should your plan look like? Listen to hear Victoria’s thoughts! Outline of This Episode [1:46] Learn more about Victoria Pynchon [3:25] Moving from a corporate to a startup  [4:50] The biggest mistakes people make [10:16] Decision quality and negotiation  [14:24] Building leverage in the negotiation  [22:15] Building a plan is critical [23:59] How to connect with Victoria Connect with Victoria Pynchon She Negotiates Follow on Instagram Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @Negotiation

In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #185 with—believe it or not—magician Tim David. Tim shares the lessons that he’s learned from a life on stage. The basic premise? Everything is about human connection. It’s not about the magic tricks or the skills you employ. Learn all about the power of connection in this throwback!

Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “Influence: The Psychology of Persuasion.” But that doesn’t mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it! 

In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage negotiation trainer, a psychiatrist, and the author of nine books, one of which is the #1 listening book on the planet: Just Listen. In this episode, Dr. Goulston shares actionable tips and strategies to help you be more curious, empathetic, and a better listener. Don’t miss it! 

What are people afraid of when it comes to negotiation? How do you build confidence in your abilities? What are the three R’s of negotiation, and how can it impact your success? Overcoming your fears and developing confidence go hand-in-hand—but how do you conquer them? Lynn Price—Speaker, Author, Consultant & Attorney—covers all of these topics in this episode of Negotiations Ninja.  Outline of This Episode [1:35] Learn more about Lynn Price [2:18] The concept of fear in negotiation [4:09] How to overcome your fear [8:25] The background on the three R’s [13:41] Which “R” is the most important? [15:06] How to build confidence in negotiation  [18:16] The concept of relatability  [22:10] How to pivot when you’re flustered [23:57] How to learn more about Lynn Resources & People Mentioned Lynn’s book: Negotiate It! Connect with Lynn Price Connect on LinkedIn Lynn Price Consulting Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiation

How do you move your audience? How do you influence people? Phil Jones provides the script in his book “Exactly What to Say: The Magic Words for Influence and Impact.” His practical field manual is something that you can reference in your negotiation preparation to help you pinpoint exactly what you need to say to influence ethically. Don’t miss it!

How do you negotiate for yourself, as opposed to an organization or employer? If you’ve been in the game for a while, you know there is a difference. You have an odd emotional attachment to negotiations when they’re for yourself. You may find that you don’t advocate well for your own needs—but do extraordinarily well on behalf of others. So how do you ditch the extra emotion and create some big wins for yourself? Deborah Kolb—Professor Emerita from Simmons School of Management—shares her expertise in this episode of Negotiations Ninja.  Outline of This Episode [1:47] Learn more about Deborah Kolb [3:52] Why are your wants and needs difficult to articulate?  [8:33] How to turn small wins into big gains [13:02] How to work backward from the outcome [19:17] Why clearly communicating your value is important  [24:03] Searching for creative options for mutual gain [27:42] The concept of “Moves and turns” Resources & People Mentioned Book: Negotiating at Work: Turn Small Wins into Big Gains The Negotiation in

In this Throwback episode of Negotiations Ninja, we hop back to episode #183 with Cody Lowry. In this episode, Cody shares why the ability to “schmooze” is actually important to closing deals. He talks about the three keys to master negotiations and why schmoozing can be a superpower. Don’t miss this fun episode!

How do you negotiate with your values in your organization? How do you learn to recognize the values that are important to others and let them guide your actions? How do you balance integrity with a successful career? These are just a few of the questions that Professor and Author G. Richard Shell answers in this fascinating episode of the Negotiations Ninja podcast! Outline of This Episode [1:24] Learn more about Richard Shell [2:47] The evolution of Richard’s work [11:03] How do we know someone’s values?  [16:14] Internal conflict in negotiation [26:11] How to discover your values [35:33] How to connect with Richard  Resources & People Mentioned Marty Latz episode Michael Wheeler episode The Six Lives Exercise Conflict Styles Quiz BOOK: Mindwise Connect with Richard Shell Connect on LinkedIn Richard’s Personal Website BOOK: Bargaining for Advantage BOOK: The Art of Woo BOOK: Springboard BOOK: The Conscience Code Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with

In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft explains six proven hacks he’s used throughout his career that anyone can learn. In this episode of Negotiations Ninja, we talk about some of the hacks in his book, including what’s required to be persuasive, different negotiating styles, and even why “the power of attraction” can be important to the outcome of a negotiation. Don’t miss it! Outline of This Episode [5:00] What’s required to be a persuasive person? [8:44] How to integrate emotion into the conversation [13:51] The leveraging of emotion in a negotiation [16:00] The different personality styles in negotiation  [20:50] How Hippocrates’ personalities compare to DiSC [22:00] Hack #5: The law of attraction [26:39] How to connect with Simon Rycraft Resources & People Mentioned Negotiation Hacks (Book): https://www.amazon.com/Negotiation-Hacks-Expert-Tactics-Capital/dp/B085DQBBPB The Power of Persuasion (Book): https://www.amazon.com/Power-Persuasion-Were-Bought-

In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #98 with Chris Hadnagy. Chris is an expert in “human hacking” and “social hacking.” In this episode, Chris shares what social engineering is and how to use his techniques to gather information—it can give you an advantage at the negotiation table. Check it out!

There are a lot of vendors that capitalize on a company's inability to properly manage labor-based categories. Rich Ham (the CEO) and Matt Smith (the CFO and Executive VP) of Fine Tune join me today to discuss the management of these labor categories. Where do they see some of the biggest gaps in a company's abilities to do this? What can be done to remedy an otherwise tough situation? Listen to this procurement-focused episode of Negotiations Ninja to learn more!  Outline of This Episode [1:54] The nitty-gritty on Rich Ham + Matt Smith [4:47] The inability to properly manage labor categories [13:23] Managing a service versus an expense are two different disciplines [18:35] Separating the labor hour from the operation of the labor hour [20:32] What do you focus on in your negotiations? [23:18] How to operationalize and manage a labor-based contract [28:20] What can procurement teams do proactively  [31:14] How to connect with Rich Ham + Matt Smith Resources & People Mentioned Fine Tune: https://www.fin

In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #68 with Annie Duke. Annie is a World Series of Poker champion who became a business consultant. In this episode, Annie shares how you can improve the quality of your decisions. How? By understanding what drives your decision-making framework and shifting your thinking. Learn more about her process in this episode! 

What is a narcissist? How do you negotiate with someone who’s a narcissist? Can you negotiate with a narcissist? Rebecca Zung—an expert on negotiating with narcissists—shares a simple formula that can help you control the negotiation process to get to a desirable outcome. Don’t miss this fascinating episode of Negotiations Ninja!  Outline of This Episode [1:34] Who is Rebecca Zung? [3:27] What is a narcissist? [6:30] How to know you’re dealing with a narcissist [8:00] How to change your negotiation strategy [13:13] Rebecca’s S.L.A.Y. Program [21:06] How to get help with your negotiation Resources & People Mentioned Rebecca’s Book Negotiate Like YOU M.A.T.T.E.R.: https://www.amazon.com/Negotiate-Like-YOU-T-T-R-ebook/dp/B07Y234TSX Connect with Rebecca Zung Learn more at: https://www.slayyournegotiation.com/slay_v1 Rebecca’s negotiation prep worksheet: https://www.winmynegotiation.com/worksheet Subscribe to Rebecca’s YouTube Channel: https://www.youtube.com/channel/UCnhT4fBE1OWOn7c0Quxdf4w Follow on Twi

To play the game of negotiation effectively, you have to know the rules of the game. What is the role of trust? How do you develop it? How—and why—do you verbalize it? In this Throwback-Thursday episode of Negotiations Ninja, Keld Jensen talks about why trust in negotiations isn’t just for procurement and sales experts. It’s for everyone who develops relationships in their professional and personal lives. Don’t miss an episode that dives deep into the importance of trust in negotiations!

Dr. Mark Goulston is back by popular demand! In this episode of Negotiations Ninja, I chat with Dr. Goulston about becoming a better listener—which includes learning how to talk with people. Dr. Mark shares that there are four levels of talking to someone. You can talk over them, at them, to them, or with them. How do you know which you’re doing? What should you do instead? Learn more in this episode! Outline of This Episode [1:26] Dr. Mark Goulston is back by popular demand! [4:20] The HUVA exercise will change everything [8:34] What if you don’t add value to the conversation? [10:24] The persuasion cycle: don’t move too fast [12:50] The four levels of talking to someone [23:16] How to delegate effectively [27:46] How to get other people to excel emotionally [29:35] You must adjust your tone for each person [34:44] Learn more about Dr. Mark Goulston Resources & People Mentioned Warren Bennis: https://en.wikipedia.org/wiki/Warren_Bennis Connect with Dr. Mark Goulston Dr. Mark’s Website: https://markg

In this throwback episode of Negotiations Ninja, we revisit episode #90 with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute. We talk all about the mistakes that are commonly made in negotiations, including avoiding deadlocks. How can a deadlock actually change the outcome of a negotiation? Listen to this throwback to learn more!

What is forensic interviewing? How can it be applied to the enterprise sales and procurement process? In this episode of Negotiations Ninja, Michael Reddington—an interrogation, sales, and negotiation expert—will talk all about interrogations, listening, questioning and how they intersect with sales, negotiation, and procurement. Don’t miss it! Outline of This Episode [1:32] Learn about Michael Reddington + what he does  [3:15] The baggage that comes with the term “interrogation” [5:18] The end goal of an interrogation conversation [7:06] Where does the interview process fit? [10:17] What questions to ask someone being evasive [15:53] The tension between working the deal and pushing it [18:11] Do certain questions elicit a better response? [23:13] Tools that Michael uses as a go-to  [24:53] Are you building trust, rapport, or both? [28:08] Story-telling in the forensic interview process [32:12] How to connect with Michael Reddington Resources & People Mentioned Influence by Robert Cialdini: https://www