Negotiations Ninja Podcast

If you want a glimpse into the conversations experienced negotiators have on a daily basis—a sort of “scotch talk”—tune in to this episode of Negotiations Ninja! Dan Oblinger and Allan Tsang join me for a Q&A session where we dispel some common myths about negotiation. We chat about changing your mindset and viewing negotiation as a craft—not a gimmick.  Dan Oblinger is a business consultant and negotiation coach with 10+ years of crisis negotiation experience under his belt.  Allan Tsang, by day, is a negotiation coach and trainer to executives, entrepreneurs, and professionals. By night...he is also a negotiation coach and trainer—working with people in Asia. Outline of This Episode [0:32] Dan Oblinger and Allan Tsang Hijack the show! [1:53] Dan Oblinger’s background in crisis negotiation [3:03] Allan Tsang’s background in negotiation coaching [4:25] How did their Q&A’s on LinkedIn start [7:44] Their biggest negotiation pet peeves [13:20] There is no easy button in negotiation  [18:28] The interpla

How do you apply an Eastern mindset in negotiation? What are some of the core principles that Eastern cultures base their negotiations on? How can an American embrace some of these principles to create long-term and successful relationships? Mala Subramaniam joins me in this episode of Negotiations Ninja to educate us on Indian and East-Asian negotiation and how it differs from American and/or European styles. She also shares seven successful behaviors you can embrace from an Eastern mindset that will have a long-term impact on your negotiations.  Mala Subramaniam is an executive coach, corporate speaker, and cross-cultural trainer who has spent over 20 years blending Eastern and western negotiation styles. She is also the author of the book: Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations. Don’t miss her expertise and insight in this informative episode.  Outline of This Episode [1:47] Mala Subramaniam’s background in negotiation  [4:15] The difference between an Eastern mindset and

Are you a car salesman or sales negotiator? Do you understand what the car sales process should look like? Even if you aren’t a car salesman, this episode of Negotiations Ninja is packed with some amazing insight on sales negotiation. Tim Kintz—the President of the Kintz Group—shares how to make the sales process more effective from a different perspective. Tim offers consulting for the retail side of the automotive industry—everything from training, to seminars, to workshops at Top Golf. If you want to get into the mind of your buyer, don’t miss this episode of Negotiations Ninja! Outline of This Episode [1:24] Tim Kintz brings a different perspective to the podcast [2:55] What does ‘negotiation is optional’ mean? [3:50] Why don’t salespeople ask for full price? [4:37] Avoid letting your emotions cloud the process [5:36] Negotiate out of inspiration—not desperation [7:04] Whoever cares the least about a deal... [11:44] The right questions to ask customers [14:23] Whoever starts the negotiation has the advan

Dr. Elouise Epstein is a digital futurist and dot-connector in the world of procurement. She believes if you’re going to bring a new procurement operating model into this new world—and operate in the 21st century—it’s all got to start with digital. Dr. Elouise focuses specifically on digital excellence in procurement and supply chain. She’s a proponent of understanding emerging innovation in digital technologies. She has over 20 years of experience designing digital procurement and supply chain strategies for fortune 500 companies. Listen for a fascinating conversation directed towards those ready for a continuous shift into the future.  Outline of This Episode [2:27] Dr. Elouise Epstein specializes in digital procurement transformation [5:00] It’s not about what’s happening, it’s about what you do next [7:37] Where innovation in procurement is happening  [12:36] The opportunities being taken advantage of [17:37] The positive disruption through the process of collaboration [21:05] Have large companies lost t

Do you avoid resolving conflict in negotiations? Do you avoid any and all conflict in general? This is a common tendency and human nature for most, but not what you want to embrace to be a successful negotiator. In this episode of Negotiations Ninja, Dr. Jennifer Goldman-Wetzler shares some of her conflict resolution strategies that you can use to become aware of and change your own behaviors. Don’t miss her expertise and insight into resolving conflict.  Dr. Jennifer Goldman-Wetlzer is the founder and CEO of the Alignment Strategies group. She holds a Ph.D. in Organizational Psychology from Columbia University—and is now a professor at the same university. She specializes in helping individuals and organizations find freedom from challenging conflict. She recently penned the book: Optimal Outcomes: Free Yourself from Conflict at Work, at Home, and in Life. Outline of This Episode [0:34] Introducing Dr. Jennifer Goldman-Wetzler  [2:36] The relationship between conflict and negotiation [3:38] The #1 mistake p

The negotiation strategies and tactics that you utilize can make a powerful difference in the outcome of your negotiation. How do you handle objections? What is the focus of your negotiation? Do you ask open-ended questions? Every step of the process is helped by the right negotiation strategies. In this episode of Negotiations Ninja, Alexandra Carter shares her insight into the world of negotiation. Don’t miss it!  Alexandra Carter is the Director of the Columbia Law School’s Mediation Clinic. She is a professor that focuses on teaching mediation and dispute resolution in negotiation. She recently published her book: Ask for More: 10 Questions to Negotiate Anything. Alexandra is a world-renowned negotiation trainer for the United Nations and has taught numerous negotiation workshops to hundreds of diplomats. Her expertise is unquestionable. Outline of This Episode [1:36] Alexandra’s background in negotiation  [2:06] Public negotiations vs. business negotiations [3:41] Shift the focus toward determining the

Do you have a blunt negotiation style? Or are you more diplomatic in your approach? While negotiation styles can vary greatly, Anthony Sarandrea is an advocate for cutting the crap and getting down to business. What does that look like? How does his blunt negotiation style move the negotiation forward? Listen to this episode of Negotiations Ninja to find out.  Anthony Sarandrea is an entrepreneur extraordinaire that helps entrepreneurs scale their business(es). He’s recognized as one of the top lead generators in the world focusing in the health, finance, and legal space. One of his businesses—SiteFlood—generates thousands of inbound leads a day. He’s been recognized as one of Forbes 30 Under 30. Don’t miss this solid conversation.  Outline of This Episode [2:50] Why should entrepreneurs excel at negotiating? [4:56] Knowing yourself must be your starting place  [8:55] Achieve goals by embracing a blunt negotiation style [12:15] Why we need to have more blunt conversations [14:28] Overcoming dominance plays i

A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book Gap Selling: Getting the Customer to Yes is the special guest on this episode of Negotiations Ninja. Listen to this episode as we talk about the ins and outs of his gap selling sales strategy. Keenan is the CEO of “A Sales Guy Consulting” and “A Sales Guy Recruiting.” He’s also the best-selling author of multiple books (Gap Selling and Not Taught). His strategy is a game-changer for sales organizations, geared towards helping them find long-term success. Don’t miss his unique and successful take on sales!  Outline of This Episode [1:36] Keenan’s background in sales [2:48] The major difference between sales and procurement [4:05] Where sales and procurement miss the mark [7:13] Keenan’s mission to banish open-ended answers [11:52] Why ‘objections’ should never be an issue [18:08] Understand that the sales process is based on emotion [

Most lawyers are not properly trained in legal negotiations. In many law schools, negotiation classes are offered—but not mandatory. So how does a lawyer cultivate the necessary skills and learn to negotiate effectively? Dr. Claudia Winkler joins me today to open the discussion about legal negotiation. We talk about the perception of lawyers’ abilities, managing emotion, planning a legal negotiation—and more. Don’t miss this episode of Negotiations Ninja! Dr. Claudia Winkler is the founder and lead trainer at The Negotiation Academy™. She holds a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She desires to help lawyers leverage their communication and negotiation skills to become the super-negotiators of tomorrow. Listen for a glimpse of her story and an overview of negotiations for lawyers.  Outline of This Episode [2:08] Dr. Claudia Winkler’s background in law and negotiation [3:58] The public expectation that lawyers are super-negotiat

Negotiators don’t always take into consideration the importance of understanding cultural intelligence. Culture isn’t just an outlying factor, but it’s pervasive and impacts every moment of a negotiation. In this episode of Negotiations Ninja, Mark Davis joins me to talk about the impact of culture, the lens through which we can understand it, and how it influences your decision-making. Mark Davis is a negotiator who emphasizes the importance of cultural intelligence. Negotiating with people from different cultures—and organizational cultures—is becoming more and more common. To be effective at what we do, we must learn to adjust and adapt our negotiation techniques to find success for both parties. Listen for his expertise in cultural intelligence.  Outline of This Episode [0:45] Culture and how it impacts negotiations [2:00] Mark’s background in negotiation [3:56] What negotiation is—and what it isn’t [6:29] Why it’s important to understand culture [8:40] Adaptation of perspective in the midst of conflict

Those in sales management know it can be a difficult task. Managing sales teams, working with business owners, and managing integration with the rest of the business can be rough to navigate. Many sales managers have mastered their craft, while others are in the position simply for more money. But good sales managers can teach us a lot about communication, conversation, and negotiation.  Rene Zamora joins me in this episode of Negotiations Ninja to share his expertise in sales management and communication. Rene is an expert sales management consultant who specializes in working with small business owners and their sales teams to redefine their relationships—and begin to sell more effectively. Over the years, Rene has learned what transforms sales teams and pushes them to excel. Don’t miss his expert advice! Outline of This Episode [1:13] Rene’s background in sales management [2:47] Do good sales people make good managers? [3:47] The major challenges sales managers face [4:54] THE basic selling tool: conversa

Conflict resolution in negotiation is important for a negotiator to master—or at the very least learn to understand. You must be able to find confidence in the conflict, which is one of the main themes running through Kwame Christian’s new book: Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict. Listen to this episode for an inside look at his book. We also cover conflict resolution—both internally and externally—and a psychological aspect of negotiation often overlooked.  Kwame Christian is a Negotiation & Conflict Resolution Training Consultant as well as a business lawyer, mediator, and skilled negotiator. He is the Director and Lead Trainer at the American Negotiation Institute as well as the host of the Negotiate Anything podcast. He is passionate about empowering professionals to find confidence in conflict and navigate difficult conversations like master negotiators. Don’t miss his unique and engaging insight into the world of negotiation.  Outline of This

The Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NEED to change our tactics? What are some strategies we can use to navigate this pandemic? Today’s episode of Negotiations Ninja is a Q&A with Gary Noesner and Allan Tsang, with Shane Ray Martin moderating.  Gary Noesner is a former FBI Negotiator and author of “Stalling for Time: My Life as an FBI Hostage Negotiator.”  Allan Tsang is a negotiation coach for entrepreneurs and professionals and the founder of 88 Owls. He helps negotiators get what they want without unnecessary compromise. Shane Ray Martin is a speaker who’s passionate about negotiation, sales, and positivity. His goal is to help entrepreneurs become more self-confident and be more fulfilled. Outline of This Episode [5:20] Don’t rush the negotiation [9:45] Should you prepare differently during COVID-19? [11:58] The foundational principle of relationship building [17:56] Reaching out to existing

Why people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode of Negotiations Ninja, David Priemer joins me to share some of the science behind buying behavior. We talk about buyer experience, the importance of listening, and leveraging technology to help you learn. David Priemer started his career as a research scientist and landed in the sales world by accident. After 20 years of working with 4 different startups and at Salesforce, he launched Cerebral Selling. His goal is to equip salespeople to become modern sellers who think like their buyers and are more effective because of it. Don’t miss the stellar insight he has to offer. Outline of This Episode [0:33] The science behind why people buy` [1:30] David Priemer's background and experience [3:49] The buying experience IS the product [4:50] The importance of listening to prospects [6:32] Servicing the relationship beyond the original solution [8:50] How Technology acce

Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills.  Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who’s been in sales for over 20 years. Outline of This Episode [3:19] Paul Watt’s background in sales and podcasting [4:51] Planning is the most important element of negotiation [7:36] Prese

What can a mentalist teach negotiators about their craft? A mentalist can be thought of like a magician or psychic—someone who exhibits abilities that seem supernatural. Banachek describes his craft, in short, as the ability to “Take my five known senses to create the illusion of a sixth sense”. It’s a combination of experience, intuition, and known means of persuasion. In this episode of Negotiations Ninja, Banachek joins me to share how his skills can be useful in negotiation—be sure to listen.  Banachek is a magician and mentalist, who instantly became known around the world for convincing scientists that his abilities were genuine psychic powers. His goal was to prove their standards weren’t rigorous enough even though they thought they were smart enough to see through an illusion. In the end, when they were convinced, he explained it was all a sham. He’s gone on to find a lucrative career as a mentalist, astounding people with his unique skill. Outline of This Episode [1:27] Banachek’s background as a m

As an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it’s hard to see a light at the end of the tunnel. As business owners and entrepreneurs, how do we communicate with our employees and our customers during this time? How do we step up as leaders and reassure those we are responsible for? My friend and mentor, Marty Park, joins me in this episode of Negotiations Ninja to share his insight. Marty refers to himself as a “chronic entrepreneur” with over 25 years of experience. He’s owned and operated 13 different companies in multiple industries. He’s also lived through the housing market crash. Listen to this episode as we share our perspective on the crisis we all find ourselves entrenched in.  Outline of This Episode [2:30] How to communicate in times of crisis [4:23] “Chronic” entrepreneur Marty Park joins me [6:43] How to communicate with your employees [13:30] What do you say to investors?  [17:21] Simply making an effort has i

Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, you don’t always know who to trust and who to learn from. In this episode of Negotiations Ninja, the well-trusted procurement professional Josh King joins me to share some strategies for negotiation planning, managing your emotions, and improving your negotiation skills.  Josh King is the Vice President and Chief Procurement Officer at American Water. After college, he joined the navy where he was a submarine officer for 7 years. During his last two years of service, he got his MBA at Villanova. While there, he took a supply chain class and loved it. He got into consulting and focused on supply chain for utilities, eventually ending up in utilities, where he is now. Outline of This Episode [1:13] Josh King’s impressive background [4:46] The art and science of a negotiation [7:10] Compensation based on results [9:04] Procurement or internal management consulting?

The use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform called Bid Ops. Bid Ops is one of the first companies to use artificial intelligence to fully automate supplier negotiations. Edmund Zagorin joins me in this episode of Negotiations Ninja to talk about how Bid Ops forecasts the outcome of a negotiation, develops quotes, and helps smooth the negotiation process.  Edmund is the founder and CEO of Bid Ops. He started his career as a procurement officer as well as the Assistant Program Director for Debate at the University of Iowa. It was there he learned to see the correlation between debate and negotiation tactics. He researched procurement with ProductBio and became a Bid Manager at Electronic Auction Services. Listen to this episode to hear how his combined experience led him to create a sourcing enablement platform making waves in the industry. Outline of This Episode [1:58] Edmund Zagorin’s background in procureme

Are you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything.  Oren is the Director of Capital Markets at Intersection Capital where he provides training, management, and advisory services. He is the President and CEO of Pitch Anything, and author of the books Pitch Anything and Flip the Script: Getting People to Think Your Idea Is Their Idea. He’s all about getting deals done efficiently and effectively. If you’re ready to engage and persuade on a higher level, don’t miss this fun-filled episode! Outline of This Episode [1:42] Oren Klaff’s background [5:10] Neediness kills deals [13:15] Establish yourself as a peer [17:32] Run a meeting properly [19:59] Take it to the next level [24:40] Prove you understand the problem [26:34] Is the Coronavirus an opportunit