Negotiations Ninja Podcast

  Procurement chains become increasingly complex the larger an organization becomes, which means that many gaps occur that cost the organization money rather than saving it. Valuable, cost-saving data is missed or lost, processes are elongated, and inefficiencies grow. A.I. and Machine Learning are tools that can be used to address these issues and many others. It’s up to us as the procurement professionals in our organizations to open our minds to the possibilities, learn about what’s happening with A.I. and M.L. now, and begin to integrate what we learn into our current procurement chains for the benefit of our organizations, teams, and customers. Join me as I speak with Kevin Frechette and Tarek Alaruri of Fairmarkit, a company that is using these tools to automate buying decisions, achieving cost savings of over 15% on non-strategic spend. Resources & People Mentioned ServiceNow Grammarly Tethr www.Gong.io Whirlpool General Electric SAP Univision Communications Jack Dorsey (Twitter and Stripe) BOOK:

The negotiations process can seem mysterious and difficult to those looking on from the outside, but Mike Caro says that it’s made up of the same principles and psychological dynamics that everyday life situations contain. Interestingly enough, Mike has developed that belief as one of the world’s foremost authorities on the game of Poker. It’s a tremendous offer to be able to present this conversation with Mike, who’s in seclusion somewhere in the Ozarks working on his latest brainchild. Join me for a fascinating journey into the mind of the Poker Mad Scientist, Mike Caro. Outline of This Episode [0:34] Mike Caro’s amazing work, drawn from a life of poker playing and strategy [3:20] The decision Mike made to move to a remote spot in the Ozarks [6:02] Observations on how poker and life compare and overlap [8:17] Caro’s law of loose wiring [11:00] Learning to make better decisions when it matters most [16:31] The psychology behind poker and the negotiation process [20:13] Misinterpreting body language, nervous

Everyone involved in sales, procurement, or negotiations of any type needs to develop the influencing skills that make them effective. We are all influencers in one way or another (for bad or good) and intentional focus on making those innate skills work for us can have great results. Shane Martin reached out to me because he has found that the same influencing skills he uses in his sales career are also powerfully effective in his role as a volunteer at his local suicide hotline. Join us for this conversation. We dive into influence, persuasion, and spend a good deal of time walking through Robert Cialdini's work on influence as well. Outline of This Episode [0:35] Meet our guest and a fan of the show, Shane Ray Martin [1:25] Why it’s important not only to listen but to apply what you learn from episodes [3:02] Shane’s motivation for volunteering at a suicide hotline [5:48] The right questions to get to the real issues behind the conversation [8:25] Teaching causes people to drop their guard [12:16] The six

If you haven’t heard Molly Bloom’s story you’re missing an incredible lesson in overcoming adversity. You could say she made her own bed—and she’d agree with you. The legal trouble she got into bears it out as well. What did she get into hot water over? She was involved in organizing and managing high-stakes poker games for high-profile and high net worth individuals and she stepped over a legal line. A Federal raid of her home, her arrest, and a very public trial offered her the opportunity to make some new choices and move in a new direction. That’s when everything about her mindset, perception about herself, and personal integrity began to change. Listen to this episode—not just to hear a provocative story but also to hear how overcoming adversity is possible for all of us. Outline of This Episode [3:10] The incredible story that makes Molly an example of overcoming adversity [7:30] Molly’s motivation to speak and inspire people to persist and persevere [9:28] Why Molly rejected the Feds offer for immunit

Stan Garber and Alex Yakubovich have sought venture capital financing more than once and each time they’ve done it, the stakes have been higher. Their most recent round of investment for Scout RFP has drawn the attention of companies like Workday and Salesforce. That’s not only a huge boost of confidence for them but also a good sign of how effectively these two guys are at building the relationships that result in funding. Listen to hear how Alex and Stan have gone about seeking venture capital financing for their startups, how it’s happened for Scout RFP most recently, and what they recommend to anyone who is interested in seeking VC funding for their venture. Outline of This Episode [2:55] How the Scout RFP team discovered and solved for the needs in procurement [6:40] An elegant and simple tool makes for wider adoption within an industry [9:22] How to navigate the venture capital financing maze [12:30] The most important part about raising money [15:19] How does it feel to give up equity to venture capit

There are few people I know who are as competent and smart about how the negotiation questions we use impact the way the conversation goes than Dan Oblinger. Dan’s experience as a hostage negotiator coupled with his drive to understand the impact of deep listening is at the root of this superpower. He’s a fount of nuanced knowledge and he shares it so generously during this conversation. We talk about what he calls “Garbage questions” and why they are so bad, why we need to ask questions that deserve to be answered, and how we can KNOW we are utilizing the best questions possible. There is so much information in this episode you should listen to it twice — and take notes both times! Enjoy! Outline of This Episode [2:05] Dan Oblinger’s insights into the role of negotiators and the power of negotiation [4:22] Most of the questions you ask are based on your preferred approach (and it’s horrible) [5:59] How can we ask questions that deserve to be answered? [13:01] Why questions are super risky but the simplest p

  It’s an extreme pleasure to speak with a person as thoughtful and well-versed in topics pertinent to negotiation as Robert Greene. He’s a prolific author who’s penned works that inform and highlight the timeless principles behind great leadership, power, and influence. In this conversation, we discuss why power is not always built on bad motives, why using misdirection and masked intentions can be beneficial to negotiators, how predictability is the death of good negotiations, action VS planning in negotiation, and more. Join us for this wide-ranging but insightful conversation. In characteristic style, Robert shares his well-researched insights on a number of topics you’ll find applicable to both negotiation and procurement. Outline of This Episode [1:40] Robert’s background and the reasons behind his most recent book [4:31] Is it naive to wonder why we can’t all get along? [8:17] Power is not necessarily corrupt or built upon bad motives [12:09] What does it mean to mask intentions and use misdirection?

The skills required to be a great negotiator are also powerful tools in the arsenal when it comes to getting the meeting with the decision-makers on your list of prospects. Both require savvy, knowledge, and people skills that go beyond the ordinary tactics most salespeople and negotiators are willing to employ. Stu Heinecke explains how those who are willing to go outside the normal channels and to use unorthodox but personalized approaches can not only get the meeting but close sales at unprecedented rates. Listen to hear all the details.  Outline of This Episode [0:30] Why we have a cartoonist on the podcast for this episode [2:48] Why Stu (a cartoonist) wrote a book about booking meetings [8:55] Factors that go into making your outreach stand out [13:12] Personalized, direct, targeted, and in an “open” channel of contact [15:05] Touchpoints for the executive assistant [18:01] Social media — and why most are insignificant and must go offline [20:50] Ideas for how to reach out in creative but effective way

When you hear the term “social hacking” you might think of a covert, manipulative way of prying into someone’s life. That’s not at all what we’re talking about when we apply the term to negotiation. Social hacking is an approach to information gathering that comes from the discipline known as “Social Engineering.” That's a field that my guest, Chris Hadnagy has become known for. Chris is the CEO, Founder, and Chief Human Hacker of Social-Engineering, LLC, and author of the phenomenal book, “Social Engineering: The Art of Human Hacking.” In this conversation, you’re going to learn what social engineering really is, why it doesn’t have to be a negative thing, and how to use its techniques to gather information and gain a competitive advantage that leads to success in your negotiation and procurement responsibilities. Outline of This Episode [0:36] Why you’ll enjoy this insightful and provoking conversation with Chris [1:30] How Chris moved into this realm and what he means by the term “Social Engineering” [3:5

The science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology, and behavior research (combined it's known as neuromarketing). How can procurement professionals use neuromarketing directly in negotiations? How do we influence someone to help them make decisions that are advantageous for us and helpful for them? This is brain science for procurement! Outline of This Episode [0:35] The history of persuasion and negotiation in Roger’s back story [4:49] Why “getting a deal” is a great motivator for higher spending [8:57] Split testing what you say in negotiations can bring great advantages [11:37] Why trusted stories beat statistics and data when it comes to persuasion [16:

We all want to walk away from our negotiations with more value, but for that to happen we’ve got to rethink and reapply a kind of negotiation training that can get us there. Keld Jensen is at the forefront of a movement to rebuild negotiation training from the ground up, starting with a mindset that moves away from the Zero-Sum game that most of us have been taught and toward an approach that adds value to every negotiation for both parties. You will enjoy hearing Keld’s perspective and hearing why he believes that most negotiations can end with up to 40% more value being realized. Does that have your attention? Listen to this great conversation. Outline of This Episode [2:01] Keld’s background in negotiation [4:05] Why today’s negotiation training is only providing hacks, not innovation [6:10] How to help others see that we need to improve when it comes to negotiation? [10:50] Smartnership: What is it? [12:48] We lose up to 40% of the value in any given negotiation. [17:59] “Getting to Yes” was a failure (s

ERP implementation is a difficult and lengthy process that can make or break an organization. So how does an enterprise roll out the implementation effectively and efficiently? What processes or procedures can smooth the transition from an old system to a new one? Shaun Syvertsen with ConvergentIS shares how to make the process easier and how to avoid common failure points. He emphasizes the necessity of getting high-level management involved and invested in the process. Shaun points out that their involvement is a gamechanger. With it, you typically see a successful ERP implementation. Without it, the process is sure to end in disaster. So how do you reach success? Listen to find out. Outline of This Episode [2:33] Shaun Syvertsen’s background [3:55] How to make the ERP implementation process easier [17:41] The nightmare situations of ERP implementations [26:54] Mitigate disaster with risk-management procedures [32:05] How to hire a third-party to aid in the implementation [38:35] What are the most common f

Robert Semethy joins us in this episode of Negotiations Ninja—all the way from Vienna, Austria. Robert is the Chief Procurement Officer at Erste Banke—which is now celebrating its 200th year. We talk about differences in procurement and negotiation between Europe and North America. What do we need to know if we're working or living in Europe? What are the primary differences from the viewpoint of an American now living in Vienna? How do we succeed professionally once we understand the differences? And what should we continuously notice when doing business in Europe? Robert strives to answer these questions and more. Don’t miss this informative episode! Outline of This Episode [2:42] How Robert Semethy ended up in Austria [4:44] What are the biggest differences in styles? [7:38] Addressing someone on a first name basis [11:55] Why is an international style of negotiation becoming the norm?  [13:25] Will BREXIT affect international negotiation styles? [15:10] What can we learn from European negotiators? [19:53

The wonderful Bernice Lee returns to the podcast to share more about Chinese business etiquette. Bernice is an etiquette coach who was raised in Canada, worked in the U.S., and is now based in Hong Kong. She teaches Westerners and the local business communities all about the ins and outs of doing business in Hong Kong and China. She’s an expert on the correct way to greet people, what to avoid, the big no-no’s, and even dinner etiquette. In this episode of Negotiations Ninja, we’re delving even deeper into etiquette concepts like saving face, proximity, physical space, and much more! This is an amazing free lesson that will greatly benefit business and sales professionals working in unfamiliar environments. Outline of This Episode [2:39] Bernice Lee’s professional background in etiquette [3:58] Key differences in body language westerners need to be aware of [5:49] How do you handle the lack of personal space? [6:41] Other body language to be aware of [9:51] Why Chinese will lavish attention on your babies [1

Antonio Humphreys leads marketing procurement at Adobe and joins us to chat about identifying and solving internal challenges. Antonio helps us dispel the myths around challenging internal customers and what we can do to improve these internal relationships. Spoiler alert! A lot of it comes down to Emotional Intelligence (EQ). Antonio delves deep into the human-centered approach procurement professionals need to take to develop great working relationships with internal customers. From there, understanding the relatable elements that are going to establish a good relationship quicker is going to give you a big advantage. You're developing different relationships internally versus with suppliers and Antonio helps us navigate the waters so they don't have to be so stormy! Outline of This Episode [1:43] Anthony’s background in procurement  [4:19] Why procurement people struggle to create relationships  [9:27] Why it’s necessary to develop emotional intelligence [17:58] How to navigate conflict resolution [20:39]

Jason Cammorata joins us to chat about the benefits unique and different backgrounds can have for procurement professionals. As a long-time, high-performing musician, Jason learned a lot about performance, planning, and preparation that he's applied to his procurement and negotiation career. What lessons can we learn from our past experiences? How can we take the skills we've learned and leverage them today? This week we're reflecting on our past to understand how to be more successful today. Outline of This Episode [3:48] Jason’s background in procurement [5:11] A natural orientation towards value [6:54] Jason’s performance career [7:52] The transition from music to procurement [13:33] Know what you’re negotiating for [15:30] How do you know when to stop?  [20:48] Collaboration in procurement [24:36] Use intuition with your counterpart [25:54] How to be in tune with stakeholders needs [29:04] Be brave and take calculated risks [29:52] How to connect with Jason Resources & People Mentioned Brett Colber

In this episode of Negotiations Ninja, we’re talking with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute—about the mistakes that people make in negotiations. We're focusing on the biggest mistake—the avoidance of deadlocks. Why shouldn’t we avoid deadlock? Because sometimes starting in a deadlock gets you to the best possible outcomes. Matthias shares why it's important to start with a deadlock and more importantly, how to get out of them. Outline of This Episode [2:28] Matthias Schanner’s background [4:15] The biggest mistakes made in negotiation [5:46] Why negotiators avoid deadlocks [6:28] How do we move beyond the deadlock [8:35] Why should a negotiation exclude the CEO? [10:27] How to avoid damaging the relationship [14:19] Habits that help you embrace deadlock [16:25] All about the ‘N Conference’  [18:25] 3 tactics to improve negotiation results [20:13] How to connect with Matthias online Resources & People Mentioned The N Conference Connect with

This week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this episode of the Negotiations Ninja, he talks about what he calls the three S’s—strategy, structure, and self. How do we strategize for negotiation? What’s the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren’t) capable of. Most importantly, what does it take to get the deal done from our own viewpoint? This is a fascinating conversation full of insights for professionals who’ve ever wondered how to apply systems thinking to negotiations.  Outline of This Episode [0:33] Cal Chrustie joins the Negotiations Ninja podcast! [2:59] Cal’s history in the field of negotiation [6:04] What is a ‘Wicked’ negotiation? [7:30] What is a dead body exchange? [8:19] Why are ‘good tactics’ not enough? [13:07] The risk of not having a strategy [16:17] Does North America embrace a focus that is

In this episode of Negotiations Ninja, I’m chatting with Eric Germa—one of the most interesting and driven procurement professionals I’ve ever spoken to. Eric is the SVP of Strategic Procurement at Macy’s. This conversation is all about procurement transformation. Transformation is an expansive topic, covering everything from change management, upskilling your team, and becoming the leader that takes your procurement department to the next level. Eric’s experience leading transformation speaks for itself.  In the world of procurement transformation, why should procurement professionals think like consultants? How do they continuously create value? How do they drive innovation? Why is engaging stakeholders and driving change by finding new digital disruptions so important? This is a fascinating and comprehensive look at how we can all develop procurement and supply chain programs in a big way by leveraging innovation, design thinking, and a little bit of disruption. Enjoy a fascinating conversation with one of

What is a win-win negotiation? Is it even appropriate to think a win-win negotiation is achievable? The fantastic Mr. Chris Voss, author of Never Split the Difference, returns to the Negotiations Ninja podcast. Chris was the FBI’s Chief International Hostage Negotiator for many years and is an author and prolific speaker. In this episode, we challenge the widely-held belief of a win-win negotiation.  What does it look like when we move away from win/win negotiations to mutually beneficial negotiations? Should we be more or less transparent about what we want to achieve by the end of a negotiation? Is leverage something we should stop using as a consideration in negotiations? What are our responsibilities as a negotiator? Chris Voss talks about all this and more while sharing real-life examples from his distinguished career. Do NOT miss this.  Outline of This Episode [1:51] Chris Voss’s background [2:58] What Chris believes win-win negotiation is [5:21] Is the definition of win-win too myopic? [7:21] Win-win: