Negotiations Ninja Podcast

In this special Throwback Thursday episode of Negotiations Ninja, you’ll get a refresher on how to pitch anything. Oren Klaff—the Director of Capital Markets at Intersection Capital—digs deep into the concept of building power and leverage. If you want to be a more effective and efficient negotiator—operating at THE highest level—give it a listen!

Tim David started his career as a magician. He was traveling and doing up to 350 shows a year. But being a traveling magician and parenting a child wasn’t a great mix. So he sought a career change that could bring about some life balance. But he’d never had a real job—so how could he help people in their real jobs?  He realized that the lessons that he’d learned from a life on stage could be transformed into an occupation. His lesson is simple: it’s all about human connection. It’s not about the magic tricks or the skills—it’s about connecting with people. Learn all about this magical skill in this episode of Negotiations Ninja. Outline of This Episode [2:25] Tim’s journey from magician to communication expert [6:56] How is influence different from manipulation? [13:39] Tim’s biggest takeaway from magic [17:53] The four tiers of the TRUE hierarchy [25:04] How to understand someone else’s perception [28:37] Why salespeople don’t reach an emotional level with prospects [33:07] Connection has to be your motivat

In this Throwback Thursday episode of the Negotiations Ninja podcast, we return to episode 131 with Banachek—a famed magician and mentalist. Banachek talks about keeping promises, building connection and trust, and what you can learn from TV Evangelists. Banachek thinks outside the box—listen to learn how you can too.

How do you develop the ability to close deals? According to Cody Lowry, it’s by developing good “schmooze” techniques. It isn’t about your creative strategy. It isn’t about how you can save someone millions of dollars. It all comes down to your ability to do THREE things. What are they? Find out in this episode of Negotiation Ninja! Cody Lowry AKA “Mr. Schmooze” is a Tampa Bay native and the President of Intermark Automotive, based in Birmingham, AL. He recently released his book, “Schmooze: What They Should Teach at Harvard Business School.” Cody takes storytelling to a whole new level in this engaging episode—don’t miss it! Outline of This Episode [1:26] Cody Lowry’s ability to schmooze [4:41] How Cody realized this was his superpower [8:25] The secret sauce in every negotiation [13:32] A relationship that changed Cody’s life [20:48] Dare to be different  [24:07] How to connect with Cody + get his book Connect with Cody Lowry Cody’s Personal Website: http://mrschmooze.com/ Intermark Group: https://interm

In this throwback edition of the Negotiations Ninja podcast, we jump back in time to episode #144 with Tim Kintz. We talk all things sales negotiation, including why car salesmen get a bad rap. We talk about negotiating from a place of inspiration—not desperation. Tim also shares how to avoid letting your emotions cloud the process, why you should lower your customer’s guard, and how to build-in removable objections. Don’t miss out on Tim’s genius negotiation tactics!

What are "garbage questions" and why are they so bad? How do you ask questions that deserve an answer? How do you keep your emotions in check when a negotiation escalates? Dan Oblinger answers all of these questions and so much more in this throwback of the Negotiations Ninja podcast. HINT: Curiosity is at the heart of good questions. Learn what it takes—listen now!

In this special throwback edition of Negotiations Ninja, we take a look back at episode #109 with David Meltzer. In this episode, we covered David's '"Guide to Negotiation", covering his secrets to successful negotiation. David touches on his abundance mindset, how to serve others and remove your ego from the equation, and the 5 things David seeks to fulfill in every negotiation. Don't miss this episode with an amazing business coach and entrepreneur!

How do you develop authentic listening skills? Why has listening become a lost art? What is the difference between hearing and truly listening? Dan Oblinger answers all of these questions and more in this Throwback Thursday episode of the Negotiations Ninja podcast. He shares a few of his active listening skills to master and how to build an organizational culture around listening. If you need to brush up on your listening skills, this is a can't-miss episode!

Sean is the Chief Visionary Officer + Co-Founder at UNBLINDED, a company focused on influence, process, and self-mastery. He is a successful attorney, speaker, entrepreneur, business coach, and the owner and President of Callagy Law. In this episode of Negotiations Ninja, he shares his four-step results formula to master the power of influence and communicating effectively—to take a “no” to a “yes” in an ethical, powerful way.  Outline of This Episode [2:10] Sean Callagy’s background [4:01] Law schools lack negotiation education [5:41] The creation of emotional rapport [8:34] Pain and the yes strategy [11:18] How to develop emotional states [14:58] Behavioral economics and the fear of loss [16:11] How to develop a congruent unique identity [19:22] How to develop congruence [23:12] What is agreement formation all about? [25:15] How to connect with Sean Callagy  Resources & People Mentioned Unblinded Real, Raw, Roleplay Connect with Sean Callagy Unblinded Mastery Callagy Law Connect on LinkedIn Connec

In this Thursday Throwback we jump to episode #108 with the amazing Dr. David Matsumoto. We talk about his astounding career and research. We take a deep-dive into micro-expressions and how to detect deception in someone's face. It's astounding that your face can give away everything someone needs to know. Dr. David Matsumoto shares how you can improve your observational skills and learn to read people's faces. He gives away so much in this informative episode. Do not miss it!

Michael van Keulen (MVK) was born and raised in Amsterdam. He was at Foot Locker 15 years ago when they embraced e-sourcing with Iasta. He started in financing but fell in love with procurement. He set up the procurement function in Europe at VF Corp which caught the eye of corporate. So they asked him to lead their global transformation. He then joined Lululemon five years ago and built their procurement infrastructure from the ground up. He brought them into the modern era.  Now, MVK is the Chief Procurement Officer at Coupa Software. With over 20 years in procurement and finance—on both sides of the table—he knows the industry inside and out. In this episode of Negotiations Ninja, we take a deep dive into digital implementation, getting stakeholders on board, and the best practices to follow.  Outline of This Episode [2:15] MVK’s background in procurement [4:44] Similarities from the inside and outside  [6:45] The resistance to digitally transform  [9:22] The right stakeholders to get on board [14:33] The

It’s become fairly evident that emotions play a large part in negotiations. Being able to manage your emotions is one of the most important parts of a negotiation. When things go sideways, frustration builds, and tempers flare, what do you do? How do you keep your emotions from spinning out of control?  Svitlana Kalitsun realized through her career as a lawyer that negotiation techniques aren’t taught—but they’re expected of lawyers. So she sought out negotiation training and found her calling. Now, Svitlanais a trainer at the Negotiation Academy, based in Vienna, Austria. She has 10+ years of experience working in leading law firms and large corporations. Svitlana is one of the leading women in the world at what she does.  Outline of This Episode [2:30] Svitlana Kalitsun’s background in negotiation [4:57] Why we counter emotion with emotion  [6:52] How to counteract an angry response [11:41] How to deal with a counterparts emotion [17:11] What happens after you’ve cooled down? [18:24] Why “I feel” versus “y

How do you negotiate like an entrepreneur? Marty Park—my business coach and entrepreneur extraordinaire—has built 14 companies over two decades. You don't build that many businesses from the ground up without being an expert negotiator. So in this special Throwback Thursday episode, we take a look back at episode #117. Marty shares what he thinks is often overlooked in negotiation. He shares an example of a failed negotiation—as well as his favorite negotiation (HINT: It included free beer). He also shares how to leverage Logos, Pathos, and Ethos. Don't miss this episode!

What is happening between Israel and the United Arab Emirates? Is the U.S. part of the negotiations? What has led to the trade deals that are being formalized? This is a massive and historically relevant deal that’s been overshadowed by the coronavirus. Dr. Shira Mor shares a boots on the ground perspective of what’s happening in Tel Aviv. Get the inside scoop on the trade negotiations in this episode of Negotiations Ninja.  Dr. Shira Mor is an Israeli-American who graduated from the Columbia Business School in 2013 with a Ph.D. in Management. She has worked with executives and start-ups to obtain funding. She negotiated with a European central bank in 2014. She is an organizational consultant, lecturer, content writing specialist, and an expert in multi-cultural negotiations. She brings unique expertise and perspective to this episode. Don’t miss it! NOTE: The United Arab Emirates will be referred to as UAE, Emirates, and the Union throughout the episode.  Outline of This Episode [1:52] Dr. Shira Moor’s bac

In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #120 with Cal Chrustie. Cal was with the Royal Canadian Mounted Police for 34 years, served as a Negotiations Mediator for the United Nations, and has been involved in high-stakes negotiations around the world.  In this episode, Cal shares the story of a failed negotiation with a terrorist group that sadly led to the death of multiple hostages. He shares how to assess failed negotiations, how to understand the needs and wants of the other party, and the importance of debriefing. Don't miss this powerful episode.  

What is the difference between influence and manipulation? Many people define them the same way—but that’s a mistake. They are fundamentally different. Bog Burg explains why in this episode of Negotiations Ninja. Bob Burg got his start as a radio broadcaster, had a stint on tv, and then dove into sales. He is the co-author of The Go-Giver series, written with John David Mann. They wrote the books in story-form to convey the idea of giving versus getting in sales. But they also talk about the difference between influence and manipulation. Listen to learn more! Outline of This Episode [2:18] The difference between influence and manipulation [6:18] Learn how to master your emotions [11:55] How to practice emotional management [15:11] The importance of having a mentor [16:54] See things from the other person’s perspective [22:23] The most influential thing you can do [24:17] Above all—communicate with empathy  Resources & People Mentioned The Art of Talking So That People Will Listen The Go-Giver Go-Giver

In this special Throwback Thursday episode of the Negotiations Ninja podcast, we take a look back at episode 124 with Kim Orlesky. Kim is the President of KO Advantage Group and is a master of B2B sales. In this episode she shares insight into the negotiation process from a sales standpoint. We cover everything from emotional intelligence to consultative selling. For a great refresher on the sales perspective, check it out!

What can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job availability in your region just isn’t there? The procurement industry is growing into a global force and procurement professionals need to adapt to their changing world.  Martin Smith—the Managing Director of Talent Drive in the U.K.—joins this episode of the Negotiations Ninja podcast to share a fascinating outside perspective into the procurement industry. He is a high-level top-tier procurement recruiter. Martin is also the host of the Talent Talks podcast, where procurement people in the field give unreal tips about staying relevant in the market. Don’t miss his insight into the world of procurement.  Outline of This Episode [2:43] Martin Smith’s background in the industry [3:37] Why procurement people don’t like talking about themselves [4:21] How the market is changing in the U.K. [6:54] How to approach a raise or position change [8:53] How to approach the

In this special throwback episode of the Negotiations Ninja podcast, we jump back to episode 141 with Alexandra Carter. She is the Director of the Columbia Law School’s Mediation Clinic, the author of Ask for More: 10 Questions to Negotiate Anything, and a world-renowned negotiation trainer for the United Nations. She covers important negotiation strategies and tactics. She also touches on the influence of fear and guilt on the outcome of a negotiation and talks about the power of silence. Lastly, she discusses her new book. Don't miss it!

The use of data has been the biggest source of growth in companies and has become the biggest source of risk. When our data is compromised and held hostage, how do we get that data back? Are the negotiations similar to a “typical” hostage negotiation?  After 33 years with the Canadian Federal Police in the area of kidnaps and extortions, Cal Chrustie retired from the police force and transitioned to InterVentis global. He now works with a group of negotiators from around the world to provide education, consulting, and coaching on cyber terror incidents. In this episode of Negotiations Ninja, Cal shares what the cyber terrorism negotiation process looks like. Don’t miss it! Outline of This Episode [1:43] Cal’s background in negotiation  [3:49] Cyber negotiation and hostage negotiation [7:50] The nature of risk in these negotiations [11:30] Where Cal is seeing increases in cyber attacks [15:24] The rise of intelligent and educated criminals [25:20] Do attackers focus on one industry? [26:29] Planning and prepa