Negotiations Ninja Podcast

Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja.

Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process. Outline of This Episode [1:25] Learn more about Brian Gunia [2:07] The difference between bartering and bargaining [4:13] Why did bartering become popular during the pandemic? [6:54] Why Brian wrote a book about bartering [9:27] The mistakes people make in the bartering process [14:08] Map out the full range of available partners [16:17] Tap into why something is valuable to a counterparty [18:46] Common objections to the bartering mindset Resources & People Mentioned BarterPay Connect with Brian Gunia The Bartering Mindset Brian’s website Connect

Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it! 

Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja. Outline of This Episode [2:14] Learn all about Simon Rycraft [3:28] The importance of empathy in a negotiation [10:11] A conversation about information asymmetry  [15:35] How failure is critical to learning [25:30] Learn about Simon’s upcoming books Resources & People Mentioned Simon’s book, “Negotiation Hacks” Simon’s previous episode on Negotiations Ninja Ego is the Enemy by Ryan Holiday The Four-Hour Workweek by Tim Ferriss The Four-Hour Body by Tim Ferriss F*ckUp Nights Connect with Simon Rycraft Simon’s website Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @Negotiat

Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja!

Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone.  It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s going on so we know how to help. Learn more in this episode.

What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “The Catalyst: How to Change Anyone’s Mind” to introduce a revolutionary new approach. Here’s a hint: A catalyst is required to push someone to change. Jonah shares more about his unique approach in this throwback edition of the Negotiations Ninja podcast. Don’t miss it!

You’re supposed to lead and serve your clients—so how is one-upping your customers a good thing? Being one-up is one of the many topics Anthony Iannarino covers in his new book, “Elite Sales Strategies.” It’s not about creating an unfair advantage but instead leading from a position of authority and expertise in your field. Listen to this episode of Negotiations Ninja to hear us discuss Anthony’s unique concept.  Outline of This Episode [1:38] Learn more about Anthony Iannarino  [3:00] The concept of one-upping your Customers [6:53] The process of learning what you need to know [10:14] The truth at any price is key [15:42] Anthony’s triangulation strategy [21:48] How to teach someone without offending them [26:45] The importance of embracing intellectual humility [30:07] Learn more about Anthony’s Outbound Sales Conference Resources & People Mentioned Outbound Sales Conference 2022 Connect with Anthony Iannarino Elite Sales Strategies The Only Sales Guide You'll Ever Need Connect on LinkedIn Follow o

Anthony Sarandrea is a fan of getting things done quickly. His negotiation style has been described as blunt—but it works for him. His straightforward nature helps move negotiations forward toward resolution. He also believes that a blunt negotiation style can help you achieve your goals. While this style doesn’t work for everyone, there are some aspects that every negotiator can embrace to excel in their role. Listen to this throwback with Anthony to improve your negotiation techniques now. 

How do you learn to recognize opportunities to negotiate? Or do you see opportunities, but choose to ignore them for a variety of reasons? In this episode of Negotiations Ninja, Suzanne de Janasz shares some of the underlying issues she sees that keep people from negotiating. She also shares how you can learn to recognize and take advantage of opportunities to negotiate in your everyday life. Don’t miss it!  Outline of This Episode [1:38] Learn all about Suzanne de Janasz [2:26] Recognizing opportunities to engage in negotiation  [6:14] What drives the lack of awareness? [7:59] Why people believe negotiation will lead to conflict [12:47] The gender disparities in conflict [15:47] How cultural biases change perceptions [21:22] The premise of Suzanne’s transformative workshops [24:02] How to connect with Suzanne de Janasz Connect with Suzanne de Janasz Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on Linke

Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja. 

The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided with Johnny Depp. Both sides presented evidence and made statements. Both sides had experts and witnesses testify. So what made the jury side with Johnny Depp? The body language and facial expressions of each of the parties in the trial.  Susan Ibitz has spent the last six weeks studying body language and facial expressions from both sides of the table. In this episode of Negotiations Ninja, she shares what the body language and facial expressions in this trial told her—and what you can learn from the outcome.  Outline of This Episode [3:12] The outcome of the Johnny Depp vs. Amber Heard trial [8:58] How Amber’s body language showed she was lying [14:17] Amber’s team appeared grossly unprepared [17:09] A discussion about Johnny Depp's body language  [20:36] Thoughts on Dr. Hughes and Dr. Curry  [23:02] The major lessons the audience can learn [25:49] How to conn

Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out!

Kim Orlesky is an executive-level content creator, professional speaker, mentor, and successful entrepreneur. Kim has spent the last seven years running her own sales training organization, helping B2B companies find more profitability and productivity through virtual sales.  Now, Kim is up for a brand new challenge. Kim is ready to dive back into the corporate world and transition out of entrepreneurship. Why is Kim making the move? How can her experience as an entrepreneur and her extensive personal brand help her move back into the corporate world? That’s the topic of discussion in this episode of Negotiations Ninja.  Outline of This Episode [1:49] Learn more about Kim Orlesky [3:59] Kim’s transition out of entrepreneurship [7:45] What do you want in your role? [11:01] Treat others how you want to be treated [14:49] The logic and the process of sales [18:15] Personal branding in the corporate world Connect with Kim Orlesky Connect on LinkedIn Kim’s TikTok “exit” video Connect With Mark Follow Negotiat

If someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice just might get you through a crisis—don’t miss it. 

Procurement hasn’t kept pace with overall corporate growth. As a result, today’s procurement leaders are being asked to do the work of 2–3 people. They can’t perform the same tasks that they may have been able to complete 15 years ago. The reality has created new vulnerabilities: the inability to manage expenses, develop required relationships, and the threat of lost business. These are the three issues Rich Ham discusses in this episode of Negotiations Ninja. Outline of This Episode [1:30] Learn all about Rich Ham [2:54] The developing power imbalance [11:25] Why isn’t procurement growing? [13:28] Can service vendors' actions be justified?  [17:07] Areas that are commonly overcharged [21:18] The one thing that is never disputed [23:58] How procurement can defend their interests [28:43] Where should a procurement team start? [31:13] Inflationary considerations are real—so what’s the problem? [33:07] How to connect with Rich Ham Resources & People Mentioned Richard Ham: Journalist to Master Negotiator,

Michael Wheeler’s book, “The Art of Negotiation: How to Improvise Agreement in a Chaotic World,” dives into improvisation in negotiation—something we rarely focus on. We always emphasize in-depth preparation before entering a negotiation. But sometimes, despite your best efforts, you have to improvise. Learn more about how to master the art of improvisation in this special throwback episode.

There’s no beating around the bush—intellectual property clauses are complicated. They’re even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you’re ready for a deep dive into the nuances of IP clauses, give this episode a listen. DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes. Outline of This Episode [2:03] Learn more about Jeanette Nyden + Lawrence Kane [3:16] Learn about The Contract Professional’s Playbook [5:00] The definition of intellectual property [8:33] The difference between intellectual property and work product  [12:34] The differing perspectives of the vendor versus procurement  [22:43] The complex questions of ownership [23:43] How to protect intellectual property clauses

Remember the tariffs that the US leveraged against China in 2018, launching the “Trade War?” The trade negotiations with China were a clash of world powers and a clash of cultures. As we’ve seen the results play out over the last few years, it’s intriguing to look back and see how Allan Tsang thought this situation would play out. Listen to this throwback for an interesting glimpse into the past!

How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja! How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja! Outline of This Episode [1:47] Learn more about Fotini Iconomopoulos [2:39] What holds people back from negotiating? [6:19] How to ask fo