Negotiations Ninja Podcast

Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out!

David Perry is a sales and business development expert. He’s an industry veteran who understands the game of sales at the top level. David advises world-class brands on how to adapt and get value out of marketing and advertising technology during digital transformations. He’s worked with 100+ companies in various industries, including technology, healthcare, and financial services. He’s also the author of the book “The Game of Sales.” Why “The Game of Sales?” It comes down to his audience. David has read everything from brittle and dry to interesting and entertaining business books. He wanted to make sure his book was fun, thus the title “The Game of Sales.” David thinks it can be easier to think of it as a game to be able to take a step back and see how things work together. Learn more about his book and the concepts he covers in it in this episode of Negotiations Ninja! Outline of This Episode [2:34] Why “The Game of Sales?” [3:47] Why you must “Dare to care” [8:27] Unshakeable resilience [11:15] The funda

Do you have experience with negotiating across cultures? Negotiating with different cultures means you’ll run into different beliefs, mindsets, and concepts. Words and phrases can be unique to one culture and interpreter entirely differently in another. Mihai Isman is an expert international negotiator who specializes in overcoming cultural barriers to find a successful resolution for all parties. In this Throwback Thursday episode of Negotiations Ninja, we revisit episode #123 with Mihai. Being able to negotiate with someone completely different than you is more important than ever. Don’t miss it.

In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it! Outline of This Episode [1:48] Who is Deb Calvert? [2:30] What is the DISCOVER Framework? [4:34] The DISCOVER Acronym [5:59] The importance of the “value” question [7:33] Why “Rationale” questions are key [10:48] The “Value” question in procurement [16:00] A deep-dive into rationale questions [20:07] How to manage the budget conversation [21:53] How to learn more about DISCOVER questions Resources & People Mentioned The Sales Experts Channel Book: SPIN Selling Deb’s Book: DISCOVER Questions™ Get You Connected Connect with Deb Calvert People First Productivity Solutions Connect on LinkedIn Follow on 

In this special Throwback Thursday episode, we jump back to an episode with Roger Dooley. We dissect and discuss the science behind influence and how you can use it to change your negotiations. How can neuroscience, behavior technology, and behavior research be applied to negotiation? Find out in this episode!

Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (COAT)? According to Susan Walsh—THE Classification Guru—your dirty data could be leading to poor business decisions that cost money and put jobs at risk. So in this episode of Negotiations Ninja, Susan tackles some of the biggest data disasters that procurement should be aware of. Don’t miss this important episode with the fixer of dirty data!  Outline of This Episode [2:04] Susan Walsh: The Classification Guru [6:03] The biggest problems in data + procurement [8:44] Data sheds light on the culture of a company [12:50] Key things procurement should know [17:32] How many companies know what they’re spending? [20:01] How to convince people classifying data is worthwhile [24:40] Is a spend analytics platform the same thing?  [26:52] How to reach out to Susan Walsh Connect with Susan Walsh The Classification Guru Connect on LinkedIn Follow on Twitter Connect With

In this Negotiations Ninja, throwback we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict resolution. It’s human nature for most people to avoid conflict. Dr. Goldman-Wetzler shares why that’s a mistake that must be overcome to be successful with negotiation. She shares her expertise on conflict resolution in this episode. Check it out!

Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, and runs a completely online master’s degree program in leadership and negotiation at Baypath University. The goal of Josh’s book, The Book of Real World Negotiations, was to tell real-life stories to show people the most effective way to negotiate—using creative problem-solving. This book gives real-world, real-life examples of being able to bring creativity into the problem-solving process. Listen to this episode of Negotiations Ninja to hear his stories. Outline of This Episode [1:42] Who is Dr. Josh Weiss? [5:25] The post-settlement settlement [14:49] Understanding underlying interests [22:42] Addressing cultural differences [28:33] Your mindset is the key [32:48] How to connect with Dr. Weiss Resources & People Mentioned The Book of Real World Negotiations by Dr. Josh Weiss Connect with Dr. Josh Weiss Website Connect on LinkedIn Connect With Mark

Do you believe that planning is the most important part of a negotiation? If so, you’re on the same wavelength as Paul Watts. He believes planning is the most crucial element of negotiations that is so often neglected. In this throwback, we look back at episode #132. We talk about negotiation through the lens of a salesperson. We also talk about the cost of inaction and how to improve your negotiation skills (HINT: It may involve planning). Don’t miss it!

Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they’ve got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework she uses? Listen to this episode of Negotiations Ninja for her genius strategy. Outline of This Episode [1:17] Who is Jacqueline Twillie? [2:24] The adoption of negotiation amongst women [3:52] Jacqueline’s LATTE framework  [5:47] Step #1: Look at the details  [7:53] Step #2: Anticipate the challenges  [9:22:] Step #4: Talk it through  [12:23] Step #3: Determine your walk-away [14:24] Step #5: Evaluate your options [15:16] The application of Jacqueline’s framework  [20:51] How to connect with Jacqueline Twillie Resources & People Mentioned Harvard Business Review Research on Imagination Secrets of Six-Figure W

How do you deal with frustration in negotiation standoffs? What can we learn from the failed Waco Siege that took place in 1993? In this throwback, we return to episode #118 with Gary Noesner. He shares his experience as an FBI hostage negotiator in Waco—what went wrong and why. To get a behind-the-scenes look at what happens when things go terribly wrong—and how to move forward—don’t miss this throwback!

I can’t say “Brexit” without choking down laughter. But many people are passionate about Brexit, and I don’t mean to make light of it. But what’s amusing from an outside perspective? How would Brexit have been negotiated better? Keld Jensen returns to the Negotiations Ninja podcast to apply his expertise to another contract negotiation that would have benefitted from his input.  Outline of This Episode [2:42] Was Brexit an amazing deal? [4:54] What was negotiated well?  [7:03] Political negotiation vs. business negotiation  [8:26] Mistake #1: The wrong people at the table [10:34] Mistake #2: Too many cooks in the kitchen [13:22] Mistake #3: No concrete negotiation strategy [17:21] What can other countries learn from this? [19:42] How to apply this to the business landscape [21:58] Ask the counterparty questions—then listen [23:52] Life or Death listening by Dan Oblinger Resources & People Mentioned Life or Death Listening by Dan Oblinger The Trust Factor: Negotiating in SMARTnership by Keld Jensen Hone

This episode with Dan Oblinger is just THAT important that it needs repeating. Why? Dan Oblinger has negotiated in life-and-death hostage situations. What he’s learned in high-pressure environments can be applied to procurement, sales, and a variety of other business applications—even your personal relationships. This episode gives you insight into what you should and shouldn’t do. Listening again will be a great refresher!

How has COVID-19 affected negotiation? What will change moving forward? How has it impacted communication and technology? While COVID-19 has changed the world in numerous ways, Keld Jensen points out that change was happening well before a global pandemic shut the world down. Hear his take on the future of negotiation in this episode of Negotiations Ninja.  Outline of This Episode [2:20] The European Union and AstraZeneca [7:59] How negotiation may change  [15:03] The erosion of trust in negotiation  [19:25] The importance of relationships [20:44] The world of technology [25:16] Adapting to new technology [31:38] The speed of change [32:56] How to connect with Keld Jensen Resources & People Mentioned World Commerce & Contracting Dr. David Matsumoto Pactum AI IntelleXt Crystal Knows Connect with Keld Jensen Keld’s Website Connect on LinkedIn Keld’s YouTube Channel Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on Li

In this Throwback Thursday episode of Negotiations Ninja, we look back at an amazing episode with Marty Latz. Marty shares stories from his career—both the good and the bad. He talks about skills negotiators need to master, what people miss in their negotiation process, and why preparation is vital to success. Don’t miss his wise words. Give this throwback a listen!

Bob Burg would define giving as “Being focused on providing immense value to others.” Doing so is a more pleasant way of living life and conducting business—and the most financially profitable. But does giving truly have a place in the negotiation process? Can it help you reach your objectives? Listen to this episode of Negotiations Ninja to hear Bob’s thoughts.  Bob Burg has been writing and speaking for 30 years on the topics of sales, marketing, communication, and persuasion skills. He co-wrote a series called “Go-Getter” with John David Mann about the power of giving. Outline of This Episode [2:19] Is the concept of giving naive? [8:16] Think strategically about giving [12:08] Value is in the eye of the beholder [14:27] The constructs of happiness and pleasure [18:40] Detachment from the outcome [23:40] How to change perceived value [26:58] Learn more about Bob Burg Resources & People Mentioned Handbook to Higher Consciousness by Ken Keyes Jr. Influence: The Psychology of Persuasion by Robert Ciald

In this Throwback episode of Negotiations Ninja, we take a leap back to episode #129 with procurement professional Josh King. He shares some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Negotiation is both an art and a science—why not learn from the best? 

How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling—believes that understanding the mind of procurement is a game-changer. It’s a surefire way to transform the way you sell. In this episode of Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you’ll better understand how to sell to them. Don’t miss it! Outline of This Episode [1:14] More about Tom Williams [2:03] What is Buyer-Centered Selling? [3:48] The procurement process [5:49] Procurement within an organization [10:06] Where a salesperson fits in the process [12:46] The discovery process is continual [19:54] How to revive stalled deals [26:15] The architecture of a close [31:19] How to connect with Tom Resources & People Mentioned BOOK: Buyer-Centered Selling BOOK: The Seller’s Challenge The Kraljic matrix Connect with Tom Williams Strategic Dynamics Firm Conn

Where are you weak as a negotiator? Where do you need to develop and refine your skills? To continue to yield amazing results for your clients, you must always be improving your craft. In this Throwback episode of Negotiations Ninja, we look back at a conversation with Mohammed Faridy, a negotiation consultant, trainer, and the CEO of OneView. Get a glimpse into his valuable perspective on developing your negotiation skills—don’t miss it!

Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths fact—or fiction? In this episode of Negotiations Ninja, the myth-buster has returned. Allan Tsang joins me to shed some light on these long-believed negotiation myths (including the fallacy of win-win). Don’t miss this eye-opening conversation! Resources & People Mentioned The Trust Factor: Negotiating in SMARTnership by Keld Jensen Life or Death Listening by Dan Oblinger Social Engineering by Chris Hadnagy Start with NO by Jim Camp Connect with Allan Tsang 88 Owls Connect on LinkedIn Follow on Twitter The Win-Win Trap 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