Negotiations Ninja Podcast

In this throwback edition of Negotiations Ninja, we revisit a great episode with Molly Bloom. Molly spent years organizing high-stakes poker games for celebrities. It eventually led to a very public arrest and trial. If you haven't heard her story—and what she learned from her life choices—you're missing out. Check out this throwback to hear her provocative story and learn how to overcome adversity and persevere.

The biggest mistake that business owners make is that they don’t plan their exit from their business. People don’t think about the planning and preparation that goes into negotiating the sale of their business. Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines exactly what you need to do to get top dollar for your business in her book, “Exit Rich.” Michelle covers much of that process in this episode of Negotiations Ninja. Don’t miss it! Outline of This Episode [1:55] Who is Michelle Seiler Tucker? [3:57] The flip-flop of statistics [5:46] Formulating an exit plan [7:43] Michelle’s GPS Exit Model [12:14] The 6 pillars of proprietary [20:31] The 6 P Method to exit rich [28:34] How to get Michelle’s book + membership Connect with Michelle Seiler Tucker ExitRichBook.com (Get the book now) BOOK: Exit Rich Text “Michelle” to 888-526-5750 for more resources Michelle’s website Connect on LinkedIn Follow on Twitter

In this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of “The Contract Professional’s Playbook.” They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much more. Don't miss this fascinating conversation!

If you don’t know how to negotiate, you won’t make a profit, right? You’ll just be giving things away. If you don’t negotiate well, you’re essentially giving away your paycheck and company profit. But because the western world is so unaccustomed to negotiating every single day, they struggle to close. In this special episode swap, Paul Watts has a conversation with Jeb Blount about crafting a powerful negotiation strategy. This episode is packed with information you can use to become a better negotiator—don’t miss it! Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called Sales Reinvented. His mission is to change the negative perception of salespeople with a vision to create a world where selling is a profession to be proud of.  Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal t

In this throwback, we take a look back at episode #123 with international negotiator Mihai Isman. In this episode, we covered negotiating across cultures. Negotiating through culture and language differences adds a level of complexity that is often overlooked. Religious beliefs, mindsets, concepts, and even words and phrases can be understood differently. So what do you do? Mihai shares some advice and things to be mindful of when negotiating with a different culture. Don't miss this special replay!

Do you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move in your direction? In his book, Exactly What to Say: The Magic Words for Influence and Impact, Phil Jones gives us the script for exactly what you can say to influence people.  Phil has spoken in 59 different countries on five different continents, helped over 800 different industries, written seven best-selling books, and he’s trained over 2 million people. Phil’s book is a quick practical read that you can carry around with you like a field manual. It’s something you can reference over and over again. In this episode of Negotiations Ninja, we walk through exactly what to say to move your audience.  Outline of This Episode [2:00] Just who is Phil Jones? [5:07] “I’m not sure it’s for you, but…” [9:25] “Just imagine…” [17:04] “Before you make up your mind…” [20:17] “Help me understand…”  [21:50] “Just one more thing...” [27:49] How to connect with Phil Jones Res

In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In this episode, he talks about his experience(s) in suicide intervention and the harsh realities crisis negotiators live through. A negative outcome isn't always something one might want to face—but it must be acknowledged because it will happen. Learn what you can do to cope with an unexpected outcome in this episode with Mark.

How do you manage multiparty negotiations? What should the preparation process look like? What kind of outcome do you strive for? Multiparty negotiations are a different beast. So how do you manage it? Mihai Isman joins me in this episode of Negotiations Ninja to share how he and his team tackle multiparty negotiations.  Mihai is based in Cologne, Germany, where he heads up I&P Negotiation Consulting. They do commercial, political, and even union negotiations. Multiparty negotiations are their bread and butter. Listen to this episode to take advantage of his wide-ranging expertise! Outline of This Episode [1:35] Multiparty negotiations [2:13] Who is Mihai Isman? [3:20] What most people don’t consider [5:32] Align with others to play it safe [6:40] Start with one-on-one conversations [9:11] How you move from “position” to “interest” [11:27] Choose your location(s) wisely [14:29] The outcomes to look for in a multiparty negotiation [17:08] How Mihai’s team works with multiple parties [18:04] The pre-mortem

In this throwback episode of Negotiations Ninja, we hop back to episode #142 with Dr. Jennifer Goldman-Wetzler. This episode is ALL about resolving conflict. From dealing with conflict avoidance to tactical advice on how to resolve conflict in the workplace—we've got it covered. Don't miss this replay!

How does the venture capital industry work? What do investors think about when they decide who and what to invest in? What is the framework they use? Tim Schigel—the founding and managing partner of Refinery Ventures—is all about investing in fast-growth companies. If you want to get inside the head of someone who runs a venture capitalist fund, this is the episode you need to listen to.  Outline of This Episode [2:21] Tim’s background in venture capital [3:22] How the venture capital industry works [9:39] The track record of the investor = an important metric [14:16] The importance of experiencing hyper-growth [18:47] The misconception(s) about raising money [23:38] How does the negotiation process work? [27:20] Key things entrepreneurs need to keep in mind [32:08] How to connect with Tim Schigel Resources & People Mentioned Share This: https://sharethis.com/ NVCA: https://nvca.org/ Connect with Tim Schigel Refinery Ventures: https://refinery.com/ Tim(at)refinery.com Follow on Twitter Connect on Lin

Welcome to the Negotiations Ninja version of Throwback Thursday! In this episode, we replay episode #97 with Roger Dooley. Roger explains how to practically apply neuroscience, behavior technology, and behavior research—i.e. neuromarketing—to negotiation. How can we use science to get better deals with our negotiations? How can procurement professionals use neuromarketing? How do we influence to help someone make decisions that are advantageous for us and helpful for them? Listen to learn more!

How do you improve your social experiences? How do you improve your communication? How do you win friends, influence people, and leave them better off for having met you? In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to do just that. If you’re striving to use your influence for the good of others, this is a can’t-miss episode. Outline of This Episode [1:53] From adversarial simulator to human hacker [4:42] The apprehensiveness toward communication [7:56] What additional tools do we need? [11:15] You can’t teach what you haven’t tested [19:40] Overcoming the fear of being manipulated [22:42] How to ask, “Is this safe for me?” [27:17] The Amygdala's role in the emotional landscape [31:23] How to connect with Chris + learn more Resources & People Mentioned How to Win Friends and Influence People Connect with Chris Hadnagy Human Hacking Book Human Hacking on Amazon The Human Hacking Conference Follow on Twitter Connect on LinkedIn Connect W

In this throwback edition of the Negotiations Ninja podcast, we jump back to episode #132 with Paul Watts. Paul believes that planning in negotiation is an element that is often forgotten yet utterly important. He notes that 80% of success comes from extensive planning. In this episode, we talk about negotiation through the lens of a salesperson, weigh the cost of inaction, and he shares techniques to improve your negotiation skills. Check it out!

How does web conferencing technology alter our ability to read body language and facial expressions in negotiations? What are the advantages and disadvantages? What can we change to master negotiations via web conferencing? Dr. David Matsumoto shares what we can do—and avoid—in this episode of Negotiations Ninja. David is a Professor of Psychology at San Francisco State University, where he’s been for 31 years. He conducts research on emotion, facial expressions, nonverbal behavior, and culture. He does basic research on the nature and function of those topics as well as applied research utilizing investigative interviews. He also runs a company named Humintell, focused on research, consultation, and training leveraging nonverbal behavior. Outline of This Episode [2:13] Dr. Matsumoto’s background [4:00] A discussion around web conferencing [6:48] The disadvantage we’re facing [10:33] The concept of macroexpressions [15:46] The seven basic human emotion categories [19:06] The importance of being congruent [23:

Why is true curiosity so vital to a successful negotiation? How do you develop a curious and caring mind? How do you move beyond empathetic listening to helping your counterpart feel understood and valued? Dr. Mark Goulston joins me in this episode of Negotiations Ninja to share his valuable insight. This episode is jam-packed with actionable tips and strategies that you can employ today. Don’t miss it! Dr. Goulston is a former FBI and police hostage negotiation trainer. He’s also a psychiatrist with a focus on suicide prevention for 25+ years. He is the author of nine books, one of which is the #1 listening book on the planet: Just Listen. He is nothing short of a legend in his field and a viewpoint you cannot miss.

How do you approach conflict-based situations? How does your core identity impact the negotiation? Daniel Shapiro believes that your relational identity comes into play in a negotiation. What does that mean? We have a deep conversation about identity, tribalism, and taboos in this episode of Negotiations Ninja.  Daniel Shapiro currently runs the Harvard International Negotiation Program. He briefly got involved in a deal 30 years ago doing work in Eastern and Central Europe, helping them transition from a closed to an open society. He’s worked with business, governments, hostage negotiators—a little bit of everything. Don’t miss his expert opinion.  Outline of This Episode [2:01] Who is Daniel Shapiro? [3:42] Identity in the context of negotiation [5:06] The two aspects of identity [7:52] Generate fluidity in the discussion [11:22] Conversations about the sacred [17:04] The lures of tribalism [23:30] What’s so taboo about taboos? [31:55] Embrace the word “appreciate” [36:13] How to connect with Daniel Resou

In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #135: Conflict Resolution in Negotiation. In this episode, we talk about Kwame Christian's newest book: Nobody Will Play With Me. Kwame dissects a psychological aspect of negotiation that is often overlooked, shares how to overcome fear to find confidence, and emphasizes how failure changes the game. If you missed it before, don't miss it now!

I Want to Be in Sales When I Grow Up! Is the title of the book John Barrows wrote to teach kids that sales is a legitimate profession—and one to be proud of. I read my boys this book, and they finally understand what I do. It forged a new connection that we’ve never had before. Not only does it serve an amazing educational purpose—but John’s book gives back. 100% of the profits go to the World Wildlife Fund to help them save animals. What other purpose does John hope this book serves? Will he be writing more? What’s the next step in his journey? Listen to this episode of Negotiations Ninja to learn more! Outline of This Episode [0:34] I Want to Be in Sales When I Grow Up! [2:28] Just who is John Barrows?  [5:03] Leverage the technology that’s available to you [9:25] Technology isn’t replacing salespeople—yet [13:14] Why John wrote a children’s book [21:53] There’s a huge difference between sales and manipulation [28:17] Don’t sell what you don’t believe in [35:11] What’s next? Is John writing more? [37:08] T