Negotiations Ninja Podcast

In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:  Data: Get some facts Issue: Determine the issue between the two parties Solution: Get people to think outside the box Consequence: Ask pain-point and goal-oriented questions Outcome: Pain-point and goal-oriented questions Value: Determine what is important to the other person Example: Share examples to get them thinking and processing Rationale: Ask questions to understand the buyer’s decision-making process. Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!

As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time they moved—she was simply thrown into it. After building 20 years of experience in the corporate world, she moved into academics and is currently a professor at the University of Illinois in Chicago. Eliane wrote an amazing book called “The Negotiation Process Before, During, and After You Close the Deal” based on her life experiences living in and negotiating with different cultures. In this episode of Negotiations Ninja, we talk about what it takes to succeed with intercultural negotiation.  Outline of This Episode [2:39] Learn more about Eliane Karsaklian [3:52] What is a sustainable negotiation? [5:09] How to think strategically about the future  [6:39] Create short-term milestones that feed the vision [9:41] What happens after you close the deal?  [11:54] How to develop a long-term relationship [13:34] How foundational beliefs of a culture tie in [21:51] Operat

Picture this: You’ve got a great idea for a business that you’re excited about. Your business plan has been perfected and your focus is on securing money to get it off the ground. But have you started planning your exit? In this throwback edition of Negotiations Ninja, Erik Kostelnik—the founder and CEO of Postal.io—shares why planning your exit should be part of planning your business. Don’t miss it!

Are you willing to walk away from a negotiation? Would you push your chair back from the table and walk out the door? In Ed Brodow’s experience, most people “say” they’re willing to walk away, but when it comes down to it, they’re glued to their seats. They’re too scared to walk away. So in this episode of Negotiations Ninja, Ed shares how to overcome your inner negotiation and walk out that door. Don’t miss it! Outline of This Episode [2:21] Always be willing to walk away from a negotiation [8:45] How to win the negotiation with yourself [13:43] How Ed answers, “Why should I hire you?” [18:37] The importance of listening to and addressing needs Connect with Ed Brodow Ed’s website Negotiation Boot Camp Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

What is your prospect’s desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling—once you calculate the gap that needs to be crossed, you can help guide your prospect to their desired outcome. Sounds easier said than done, right? So in this episode of Negotiations Ninja, we are revisiting this special episode about bridging the gap with none other than Keenan.

Carson Heady is the best-selling author of “Salesman on Fire” and is recognized as the #1 Social Seller globally at Microsoft. He’s found success in every level of sales. On this episode of Negotiations Ninja, one of the most recognizable names in sales today shares what setting the foundation for the deal looks like. It starts with getting the right people “on the boat with you” and caring about the “why” that drives them. What else? Find out in episode #321 of Negotiations Ninja! Outline of This Episode [2:13] Learn more about Carson Heady [3:37] Setting the foundation for the deal [6:37] Get people on the boat with you [11:22] Understanding the customer’s “why”  [15:27] Does Carson’s notoriety impact him? [19:05] Learn more about “Salesman on Fire” [22:26] Overcoming the perception of others  Resources & People Mentioned Salesman on Fire Connect with Carson Heady Check out Carson’s books Connect with Carson on LinkedIn Follow Carson on Twitter Connect With Mark Follow Negotiations Ninja on Twitt

Svitlana Kalitsun is a Ukrainian negotiation expert and lawyer who teaches people how to create trusting relationships to get better deals and more satisfying results. In this episode, we talk about how to handle politically divisive conflicts. In part, it comes by tying emotions to logical commitments. Listen to this episode for an interesting conversation about flexibility, adaptability, and emotional commitments in negotiation.  Note: We’re recording this episode on 10/21/22. As the Russo-Ukrainian War is a fluid situation, things may have drastically changed by the time this episode airs.  Outline of This Episode [1:13] Learn more about Svitlana Kalitsun [2:07] Svitlana’s thoughts on the Russian-Ukraine War [5:18] Have negotiations already begun? [6:59] What flexibility looks like in negotiations [14:19] Logical versus emotional commitments  Resources & People Mentioned Think Again: The Power of Knowing What You Don't Know Connect with Svitlana Kalitsun The Negotiation Academy Connect on LinkedIn

What do you do if you feel like an employee isn’t listening to you? What do you do if they disagree with you? Conversation expert Debra Roberts believes that the impact of listening and creating trust through disagreements is key. Taking responsibility for your role as a leader is also imperative. So what should those conversations look like? Learn more in this episode of Negotiations Ninja.  Outline of This Episode [2:03] Learn all about Debra Roberts [2:57] Communicating through disagreements [6:43] Take responsibility for your role as a leader [8:09] Shared belonging as an organization [10:57] How to communicate when nothing’s changed  [12:13] Important conversations leaders need to have [15:59] Simple things that can be done to create trust [19:25] Navigate change by building relationships first [23:27] Learn about The Communication Protocol Resources & People Mentioned Debra Roberts’ Articles on Inc.com Connect with Debra Roberts The Relationship Protocol Book The Relationship Protocol Website C

Dr. Claudia Winkler has a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She leverages her degrees and experience to help lawyers become better negotiators. She strives to help them hone their skills, manage their emotions, and negotiate effectively. She shares what that looks like in this throwback edition of the Negotiations Ninja podcast. 

How does crisis negotiation actually work? Dr. Andy Young has both trained and engaged in crisis negotiation for over 20 years. A common thread among these scenarios is the necessity of employing empathy for the counterparty regardless of what they’ve done. He explains why empathy in the face of crises is so impactful in this episode of Negotiations Ninja! Outline of This Episode [2:02] Learn about Dr. Andy Young [3:05] The three types of crises Dr. Young sees [4:20] Comparing and contrasting business and crisis negotiations [8:10] Dr. Young’s approach to crisis situations  [11:51] Dr. Young’s role in hostage negotiations [13:41] The role of power dynamics in hostage negotiations [16:58] Mental exercises to reestablish perspective  [17:58] What to do when it’s clear there isn’t a “win” [20:09] The #1 thing the business world can learn [22:56] How to get your hands on Dr. Young’s book Resources & People Mentioned Episode #120: Learning from Failed Negotiations with Terrorists Connect with Dr. Andy Youn

Are you approaching negotiations from a rigid viewpoint? Are you applying a zero-sum mindset where there can only be one winner? In this throwback episode of Negotiations Ninja, Keld Jensen shares why it’s time to rethink your approach to negotiations—starting by rebuilding negotiation training. His outside-the-box approach will help you approach negotiation with a different lens, providing more value than you thought possible.  

“Scope of work” clauses may not be complex, but they are often misunderstood in a contract. It’s where I see the most mistakes and opportunities for future conflict. That’s why Jeanette Nyden is back! In this episode of Negotiations Ninja we talk about how to negotiate scopes of work correctly, the common screw-ups that we see, AND what to do about them. Don’t miss it!  Disclaimer: I am not a lawyer. This episode is for informational purposes only and does not constitute legal advice. Seek proper legal counsel if needed.  Outline of This Episode [2:15] Learn more about Jeanette Nyden [4:00] Make sure your business objective is clear [6:01] Collaboration is key with scope of work [10:15] Overcoming the fears procurement has [12:52] What, where, when, why, and who [17:33] Building “TBDs” into the scope of work [20:14] Creating a provision for unknown unknowns  [23:38] When error creeps into the scope of work [26:47] Take your time to address the right KPIs and SLAs Make sure your business objective is clear T

Why is storytelling a powerful negotiation tool? Stories are powerful because they’re how humans communicate. Stories are memorable and drive home concepts that can be otherwise difficult to understand. Stories can make real-world applications seem tangible and make a buyer interested in a solution. So in this throwback edition of Negotiations Ninja, we revisit why storytelling is a powerful negotiation tool that must be in your arsenal. Don’t miss it!

Zack Storms runs a non-profit called Startup TNT, a community that works with local angel groups, early-stage VC funds, and seed funds to educate potential investors. They teach entrepreneurs how to raise money and how to be better entrepreneurs overall. In this episode of Negotiations Ninja, we have a great conversation about Startup TNT, what they do, and how they’re bridging the gap between investors and founders.  Outline of This Episode [1:58] Learn more about Zack Storms and Startup TNT [5:34] Make sure you research your business [7:38] The early stages of negotiations? [11:12] Access is the #1 factor in successful investing [13:09] Why you want to be firm but pleasant [14:32] How to win friends & influence people [18:57] What’s up next for Startup TNT [20:11] The struggle to access seed funding The Roots of Startup TNT Three years ago, Zack launched “Thursday Night Tradition,” now known as Startup TNT. It was a happy hour to have fun, make friends, and bring like-minded people together to focus o

Dan Oblinger and Allan Tsang are the masters of busting negotiation myths. In this special throwback episode of Negotiations Ninja, they do just that. The negotiation myth-busters cover everything from negotiation pet peeves to role-playing, strategies, tactics, and mindsets. They drive home important negotiation concepts in a fun and light-hearted manner that everyone can enjoy. Check it out!

What is framing? How do you use framing in negotiations? How do you use framing to win arguments? In this episode of Negotiations Ninja, Joel Trachtman joins us to methodically dissect the topic.  Joel Trachtman is a Law Professor, who practiced for 9 years on Wall Street before shifting to teaching international law for the last 30+ years. He wrote the book, “The Tools of Argument: How the Best Lawyers Think, Argue, and Win” to simplify the use of legal arguments in other contexts.  Outline of This Episode [1:27] Learn more about Joel Trachtman [2:20] The basics of framing in negotiations [4:16] Framing is a matter of imagination and preparation [6:51] The best ways to win arguments with contracts [12:08] If you can’t win on substance—argue procedure [15:53] Who does the burden of proof fall on? [17:38] The mistakes lawyers make in developing arguments [20:35] Don’t ignore the importance of checklists The basics of framing in negotiations Are the words you use important? Or is it how you use those words th

How do we begin to alter the animosity that can exist between procurement and sales? How do we begin to facilitate open dialogue? John Barrows believes that it’s time to address the elephant in the room. It’s time to change the conversation. Changing the narrative begins with having simple, genuine conversations. Learn what you can do to bridge the gap in this throwback episode of the Negotiations Ninja podcast!

David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating.  What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the science of social proof in this episode of Negotiations Ninja. Outline of This Episode [1:34] Learn more about David Hoffeld [2:23] Leveraging the science of social proof [6:26] What to do when you trigger reactance [10:13] How to “boost the mood” of the buyer [14:29] The presentation versus the perception of value [20:04] Learn about David’s book, “Sell More with Science”  [21:04] The detriment of a fixed mindset The basics of social proof There are simple strategies everyone can follow to influence others. Social proof is one example. Social proof conne

We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are they conversational? Do they communicate well? Do they understand the different facets of negotiation? These are just a few of the qualities that Rene Zamora believes you need to look for in a candidate. He shares what excellence looks like in a sales manager in this throwback episode of Negotiations Ninja. Check it out! 

Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blend the corporate world and behavioral psychology to help negotiators realize success.  What is the difference between intelligence (IQ) and emotional intelligence (EQ)? How is a blend of both of them important to the success of a negotiation? In this episode of Negotiations Ninja, Joanna shares why negotiation without EQ is useless. Don’t miss it!  Outline of This Episode [1:24] Learn all about Joanna Shea [2:26] Negotiation without EQ is useless [3:38] How to deal with conflict in a negotiation [6:24] How to ask better questions to uncover information [13:42] Why negotiators default to blaming others for mistakes [17:11] Intelligence versus emotional intelligence [22:09] Why people fear dissecting their mistakes [26:28] The proximity complex explained [29:06] Use your power of persuasion for good Resources &