Negotiations Ninja Podcast

In this special Throwback Thursday episode, we return to episode #87 with Chris Voss. In this episode, Chris challenges the concept of win-win negotiations. What should we aim for instead of a win-win negotiation? What would be a better outcome? Chris drives his point home with real-life examples from his lengthy career. Check it out!

How do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary negotiation conversation? Does hiring leverage still exist? Mark Holyoake from Holyoake Search joins me to have a conversation about the state of procurement recruiting. Mark specializes in procurement executive search and contract staffing. He’s US-based and has worked in the industry for 20+ years. His unique view of the procurement market brings remarkable insight to the conversation. Don’t miss it! Outline of This Episode [1:43] Mark’s background in procurement recruiting [3:10] Where the market is for procurement [8:04] The mindset around hiring leverage [12:19] How to prepare for a candidate negotiation [15:37] Where does Mark’s advice land?  [18:07] Does personal branding matter? [21:50] The salary negotiation conversation [28:11] How to connect with Mark Holyoake Resources & People Mentioned Institute for Supply Management (ISM) Mark’s Article: Ta

In this special Throwback Thursday episode of Negotiations Ninja, we jump back to when procurement professional Josh King joins me to share how he strategizes and plans for a negotiation. He also shares how you can manage your emotions when things get heated and what to do when things go horribly wrong. Lastly, he shares 3 solid tips that can help you improve your negotiation skills. Don't miss it!

Divorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part of the process. Rebecca Zung is a divorce attorney that helps people prepare for this difficult and emotional negotiation process. In this episode of Negotiations Ninja, Rebbeca shares some practical down-to-earth advice for negotiating a divorce. Rebecca has had her own law practice for 21 years, is a best-selling author of two books, and hosts her own podcast: Negotiate Your Best Life Podcast. Outline of This Episode [0:34] How to negotiate through a divorce [2:02] Rebecca Zung’s background [3:43] Negotiating a divorce begins with your mindset [4:29] Rebecca’s mission of empowerment [6:33] Negative things to avoid in divorce negotiations [8:10] Don’t rely too heavily on your lawyer—here’s why [11:41] How to negotiate with a narcissist [15:30] Finding leverage: documentation + strategy [18:41] Settle before court when at all possible [21:01] Negotiating a pre

In this Throwback episode of the Negotiations Ninja podcast, we dive back to episode 119 with Dan Oblinger. Dan is a seasoned crisis negotiator and author. He shares a story about talking a young woman down from a bridge. Doing so successfully took active listening to understand the situation. It took connecting with the person he was trying to save. Dan emphasizes that before you even put yourself into a crisis negotiation, a lot of pre-work and practice is required. To hear Dan's full thoughts on successful crisis negotiation, listen to this special episode!

How to raise money for a startup is a frequent topic of conversation. But there’s a lot of information lost on the back end of the conversation: how to exit. Do you have an exit strategy for your business? How do you plan an exit? Erik Kostelnik is the founder and CEO of Postal.io. He knows how to negotiate a great exit. Surprisingly, it starts before you even build your business. How? Listen to this episode of the Negotiations Ninja podcast to find out! Outline of This Episode [0:35] How to negotiate a great exit [1:42] Erik’s background in tech [2:50] The misconceptions about an exit strategy [4:41] Building credibility with vendors [8:14] How to get vendor conversations [12:17] Trust is the key to everything [15:12] Create an advisor network to be your extension [20:37] The single biggest focus needs to be: start now Resources & People Mentioned TextRecruit Salesforce Marketo Outreach Hubspot Connect with Erik Kostelnik Postal.io Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on

In this Throwback Thursday episode of Negotiations Ninja, we jump back to episode #104 with long-time listener and fan: Shane Ray Martin. In this episode, we talk about how Shane has applied what he’s learned to his sales job—and his volunteer work with a suicide hotline. We also dive into a discussion of Robert Cialdini's work on influence. This episode is all about learning and then applying that knowledge to drive change. Don’t miss it!

What does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get to a great deal? How do you decide what mode of communication to use? In this episode of Negotiations Ninja, Giuseppe Conti explains the benefits of each mode of communication and which to choose for optimal results. Giuseppe has been in procurement for over 25 years. He’s held senior roles with Procter & Gamble, Novartis, Firmenich, and Merck—in 5 different countries. In 2005 he started teaching negotiation at a business school. Now he teaches at 14 different schools, including 10 of the top 12 names in Europe—Oxford being one of them. He helps his consulting clients negotiate real-life deals. Don’t miss out on his extensive expertise! Outline of This Episode [1:40] Giuseppe Conti joins the podcast [3:02] The different virtual communication channels [5:51] The advantages of email communication [6:49] The importance of summarizing  [7:50] Why we lean towards a

In this Throwback Thursday episode, we jump back to episode #89 with Cal Chrustie. Cal covers the three S's: strategy, structure, and self. He talks about how to properly strategize for a negotiation, what a negotiation's structure should look like, and how the concept of self plays a role throughout this process. Don't miss this engaging episode with war-time and hostage negotiation expert Cal Chrustie. 

Where are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract negotiations and dispute resolution. Saving YOU money is their bread and butter. It’s all about investigative research and digging into the details. They find the truth and present the data to their clients. It’s up to the client to take action—or ignore it. In this episode of Negotiations Ninja, Richard Ham—the CEO of Fine Tune—shares some of the strategies they use to successfully resolve conflict. Outline of This Episode [2:27] Rich’s background in journalism [6:39] The move from journalism to dispute resolution [10:00] Overarching themes in conflict [12:28] Fine Tune’s proprietary system: EMOAT [15:26] Woking your way through disputes [18:11] 3 things that are critical to successful negotiations [21:45] When solidarity falls apart: dealing with the situation  [24:57] What happens after the dispute is solved? [27:13] Rich’s closing three pieces of advice [27:1

In this Throwback Thursday episode we return to episode 113 with Marty Latz, the CEO of Latz Negotiation. Marty shares some priceless negotiation wisdom. Marty emphasizes the necessity of deeply listening to the other party—that negotiation is more about listening than persuading. He delves into the importance of asking the right questions. What are the core influencers behind their positions? Do you have the insight necessary for a successful outcome? Have you prepared properly for the negotiation? Don't miss this insightful throwback!

How can AI make your negotiations more efficient? How can it improve outcomes for your organization? What will the ongoing role of AI be moving forward? These are some of the questions Martin Rand—Founder and CEO of Pactum AI—answers in this episode of Negotiations Ninja. While AI is still considered a new frontier to some, it is quickly becoming more applicable to the everyday functions of a business. Tune in to this episode to find out how it could impact you—positively OR negatively.  Outline of This Episode [1:24] Martin Rand’s background [4:09] How cognitive biases impact negotiations [4:40] Creating value from neglected areas [8:43] Do people want to negotiate with a bot?  [11:52] The future of bots in negotiation [17:40] The ideal client for AI negotiations [21:04] How to connect with Martin/Pactum Resources & People Mentioned Pactum e-Residency Connect with Martin Rand Connect on LinkedIn Follow on Twitter Martin(at)Pactum.com Connect With Mark Follow Negotiations Ninja on Twitter: @Negotia

In this special Throwback Thursday episode of the Negotiations Ninja podcast we jump back to episode #43 with Chris Voss. Chris Voss is a HUGE name in the field of negotiations. In this episode we take a deep-dive into the nuances of his book: Never Split the Difference. It’s full of tactical tips + strategies that every negotiator needs to hear. Don’t miss it!

Why are people reluctant to change? What are the barriers to change? How do you overcome them? According to Jonah Berger, you have to find the catalyst that’s needed to create the change to overcome those barriers. In this episode of Negotiations Ninja, Jonah talks about the 5 most common barriers and how to overcome them to create lasting change. Don’t miss it!  Jonah has been a marketing professor at the Wharton School of Business at the University of Pennsylvania for 13 years. He researches social influence, word of mouth, and why products, ideas, and behaviors catch on. A couple of years ago he wrote Contagious: Why Things Catch On and more recently wrote the book The Catalyst: How to Change Anyone's Mind.  Outline of This Episode [1:53] Jonah’s background in the industry [3:42] Change minds by reducing reactants [6:30] Bypassing the anti-persuasion radar [9:30] How many choices should be available [13:14] Endowment: stick with what you know [19:28] How to frame the cost of inaction [20:18] How corrobora

This week's Throwback Thursday is a reboot of episode #118 with the one and only Gary Noesner. Gary was the lead negotiator at the Waco Siege. In this episode, he shares what contributed to the regrettable outcome, how to deal with negotiation standoffs, and the similarities between business and hostage negotiations. The negotiation lessons you’ll receive from this conversation are priceless. Don't miss this throwback!

How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation.  Outline of This Episode [1:35] Dan Lappin shares his background [3:18] The way we sell isn't the way people interact [5:43] How to remove your attachment to the outcomes [10:12] The most common biases to overcome [15:40] Change the intent behind your questions [19:00] Three mindsets you need to align with [20:53] Dan’s biggest piece of advice about negotiation [23:01] How to connect with Dan Lappin Resources & People Mentioned Lappin 180 The Breaking Sales podcast Connect with Dan Lappin Follow on Twitter Connect on LinkedIn Follow on Facebook Connect With Mark Follo

This Throwback Thursday episode takes us back to episode #100 with Robert Greene. This episode is a discussion around negotiating power and why the motives behind power moves aren't always bad. Robert also touches on the topics of misdirection, masked intentions, predictability, action vs. planning in negotiation, and much more. Don't miss this throwback!

Josh Weiss believes very deeply in the power of story. When you tell a story, there isn’t debate because they’re real things that really happened—not just theory. When people are skeptical of negotiation, its value, or its applicability it's often based more on myth than fact.  So Josh set out to show people what negotiation looks like in real-life in his new book, The Book of Real-World Negotiations. In this episode of the Negotiations Ninja podcast, Josh shares some of the stories that can bring immense value to the negotiation process. Don’t miss it!  Josh co-directs a project with William Ury at Harvard called the Global Negotiation Initiative. He directs Bay Path’s Master of Science in Leadership and Negotiation (which is completely online). Josh is also a negotiation consultant who works with numerous organizations. Outline of This Episode [2:22] Josh Weiss background in negotiation [3:24] Josh talks about the power of story [7:19] How to make an agreement better [15:18] The value of the relationship 

Many people are struggling in the midst of the Coronavirus crisis. Some have lost their jobs and were the only source of income for their family. Others have become ill or know someone who has passed away. Many people feel lonely and isolated from loved ones and are struggling with thoughts of suicide. What do you do if a friend or family member is suicidal? What are some suicide prevention tips? What resources are available to guide you? Scott Tillema shares important suicide prevention strategies in this episode of Negotiations Ninja. Do not miss it.  Scott is a Police Lieutenant currently serving as the Department Coordinator of Training and Emergency Services in the Chicago suburbs. Scott spent many years in police hostage and crisis negotiation. Now, Scott works with the Schranner Negotiation Institute as a trainer and with the BigSpeak Speakers Bureau as a keynote speaker. Scott also travels the country speaking to police hostage negotiators, offering insight and training. Outline of This Episode [0:34

What is a Group Purchasing Organization? How can it benefit procurement in numerous businesses? How does a Group Purchasing Organization fit into your overall procurement strategy? In this episode of Negotiations Ninja, Anthony Clervi joins us to answer these questions and convey the usefulness of a partnership with your business.  Anthony Clervi is the president and CEO of Una. He helps companies of all shapes and sizes save money on indirect products—from office supplies to telecommunications. His goal is to connect with their supplier partners and members in a way that offers value to all parties. Outline of This Episode [2:32] Who Anthony is and what he does [3:35] What is a Group Purchasing Organization? [6:33] What’s been happening in the industry amid the COVID crisis [9:31] The biggest factors that lead to success with supplier-partners [13:33] What’s happening in the group purchasing space [17:08] The general business community is missing out [19:54] How to ascertain what a business needs from the G