Negotiations Ninja Podcast

Gaetan Pellerin is the author of a new book all about mindful negotiation. We often talk about planning, preparation, strategy, and tactics, right? But the success of many a negotiation often hinges on mindfulness—not many people talk about that. So what is mindful negotiation? Why should you care? What methodology can you use to be more mindful? Learn more in this episode of Negotiations Ninja!  Outline of This Episode [1:50] Learn more about Gaetan Pellerin [3:33] The concept of mindful negotiation [12:24] Gaetan’s 4 Pillars of mindfulness [18:14] How to deal with bias entering a negotiation [20:12] Managing unexpected emotions in others [22:35] How to connect with Gaetan Pellerin Resources & People Mentioned Gaetan’s book: Mindful NEGOtiation Scotwork Connect with Gaetan Pellerin NaviGates Group Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subs

In this throwback, we revisit the all-important question: How do you sell to someone in procurement? According to Tom Williams, you need to understand their mindset to be successful. It's all about embracing the concept of buyer-centered selling. If you'd love to understand how the mind of a procurement professional ticks, don't miss this one! 

Shaahin is the Founder, CEO, and Chairman of Accelerated Intelligence. His story is unbelievable. Shaahin’s family had to escape Tehran during the Iranian revolution in the 1970s. So at 15 years old, he left his home with nothing but the clothes on his back. Since moving to LA, he’s created a company that’s made over a billion in revenue. Hear his fascinating story in this episode of Negotiations Ninja!  Outline of This Episode [2:07] Shaahin Cheyene’s unbelievable story [8:08] Shaahin’s experience working with Chris Voss [9:53] Negotiating with the Yakuza [14:06] Can someone still have a rags to riches story? [22:58] From herbal ecstasy to Amazon guru [26:53] How to learn more from Shaahin Cheyene Resources & People Mentioned Shaahin’s book: “Billion: How I Became King Of The Thrill Pill Cult.”  Connect with Shaahin Cheyene Get a FREE one-hour FBA Seller course by mentioning “ninja” Accelerated Intelligence Inc. Shaahin’s personal website The Hack and Grow Rich Podcast Shaahin’s Podcast: Billion Fol

In this Throwback, we return to the conversation with John Barrows about why he wrote his children's book, "I Want to Be in Sales When I Grow Up!" He wrote the book to teach kids that sales is a legitimate profession to be proud of.  The book is educational and 100% of the profits go to charity. Listen to learn what other purposes John hopes his book serves (and what he plans to write next)!

How do you build a business worth selling? How do you find the right buyers—without falling victim to the “ego-stroke?” John Warrillow joins me in this episode of Negotiations Ninja to answer every entrepreneur's nagging question: How do I exit my business successfully?  John Warrilow is the founder of “The Value Builder System™” and is a business expert sought out for his proven methodology in adding millions to the value of a business. He’s the host of a show called “Built to Sell Radio,” with 300+ episodes. He’s ranked by Forbes as one of the world’s top 10 podcasts for business owners.  Outline of This Episode [2:34] Learn more about John Warrillow [3:14] Don’t fall victim to the ego-stroke  [8:17] What is a roll-up? [11:15] Build a business that’s worth selling [16:12] Find the best fit for your business [19:34] Are ridiculous valuations a sign of the times? [24:08] The importance of pull factors [28:53] Consider the freedom point Resources & People Mentioned Lost and Founder by Rand Fishkin Steph

How do you negotiate ethically while still protecting your interests? Chris Hadnagy—a brilliant master of persuasion and influence—shares some strategies from his latest book in this throwback edition of Negotiations Ninja!

Pat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales Management at Southam Newspapers, Hollinger Newspapers, and Canwest Newspapers. What did he learn in 20+ years in sales? Sometimes you have to take risks to reap the rewards. Pat works with people looking for unique perspectives on sales, negotiations, and a way to be above average. In this episode of Negotiations Ninja, he shares how a positive risk tolerance was a game-changer for him.  Outline of This Episode [3:03] Learn more about Pat Tinney [4:09] Pat’s latest book—The Bonus Round [7:51] The concept of positive risk tolerance [19:13] The creativity component [24:53] How to connect with Pat Tinney Resources & People Mentioned Six Thinking Hats by Edward De Bono Connect with Patrick Tinney Centroid Training and Marketing Connect on LinkedIn Follow on Twitter Unlocking Yes: Sales Negotiation Lessons & Strategy The Bonus Round: Corporate Sales Le

Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why do women struggle to negotiate for themselves? How can they do things differently, feel more comfortable, and be more successful? After writing their first book, “Women Don’t Ask,” Sara and Linda Babcock wrote another book, “Ask for It.” The second book is a how-to of sorts to help women learn to be better negotiators.  But it’s not just a confidence issue; it’s a systemic issue in the workplace. Books like Sara’s are important to help women feel like they aren’t alone—while giving them practical solutions to deal with the issues at hand. In this episode of Negotiations Ninja, we discuss practical ways women can become more effective and successful negotiators. Don’t miss it!  Outline of This Episode [1:32] Learn more about Sara Laschever [3:49] How to ask for the things you want [9:43] Approach a negotiator as an ally [12:57] Women excel at collaboration [13:5

Are you a serial entrepreneur looking to plan your exit from a successful business? Were you even aware that you needed a plan? Michelle Seiler Tucker—a mergers and acquisitions master intermediary—shares that most business owners don't prepare to negotiate the sale of their business. Find out why this is a huge mistake in this Throwback Thursday episode of Negotiations Ninja!

How do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of liability? One of the biggest issues I see is that commercial negotiation professionals don’t understand the fundamentals of where to start with limitations of liability. And determining the proper limitation of liability clause can be daunting. In this episode of Negotiations Ninja, Jeanette Nyden—contract professional and negotiation expert—walks through the concepts with me and shares three simple questions that can simplify the entire process. 

Do you have experience with multiparty negotiations? Do you need experience? In this Throwback Thursday edition of negotiations Ninja, Mihai Isman shares how to tackle multiparty negotiations. Mihai is an expert in political, commercial, and multiparty negotiation. If you missed our conversation the first time—don’t miss it now!

If someone builds their own business, they’re likely an expert in their thing. They are brilliant at that one thing. But now—to get to the next level—they have to sell. How do they make the transition? In this episode of Negotiations Ninja, Marty Park shares what’s required to be great at sales as an entrepreneur.  Marty started his first software company at 21. Since then, he’s operated 13 different businesses in seven different industries. Eighteen years ago, he got started in the coaching space. Marty is actually my business coach. He helps entrepreneurs take their businesses to the next level. Don’t miss his expert insight! Outline of This Episode [2:04] Learn more about Marty Park [6:10] The biggest mistakes entrepreneurs make in sales  [10:01] The transformation from expert to salesperson [16:20] How to overcome a lack of consistency [21:38] What gets people from being average to being great?  [29:32] How to connect with Marty Park Resources & People Mentioned Episode #117: Negotiate Like an Entr

Listen to this special throwback of the Negotiations Ninja podcast for a deep look into the world of venture capitalists. Tim Schigel (the founding and managing partner of Refinery Ventures) shares what investors think about and how they choose what to invest in. Don't miss it!

A lot of baggage exists in the word negotiation. Why does it conjure negativity, tension, and frustration? How do you overcome that? Jean Reyt—assistant professor of organizational behavior at McGill University—returns to share some great advice in this episode of Negotiations Ninja.  Outline of This Episode [1:54] Why does the word “negotiation” carry baggage? [5:07] Why the word itself makes people feel dirty  [11:24] Set a range of acceptable outcomes [15:30] Why HR should never handle job offers [20:22] Learn how to say a positive “no” [24:45] There needs to be a persuasion component [27:48] How to connect with Jean-Nicolas Reyt Resources & People Mentioned The Power of A Positive No by William Ury Connect with Jean-Nicolas Reyt Check out Jean’s website Connect on LinkedIn 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

In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (including the fallacy of win-win negotiations). Don't miss this fun episode!

Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ninja, we talk about some of the concepts in his newest book, “Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You.” If you’re ready to change the way you ethically negotiate, don’t miss this episode!  Outline of This Episode [1:55] Learn about Chris Hadnagy [2:39] The vulnerability of multinational organizations [7:27] Chapter three: Nailing the approach [13:42] Why you need to maintain your pretext [15:46] Make them want to help you [19:01] How to develop rapport quickly [26:50] How to connect with Chris Hadnagy Resources & People Mentioned The Innocent Lives Foundation Connect with Chris Hadnagy Social Engineer Chris’s Book Human Hacking  Register for FREE extras to accompany each chapter of Chris’s book at https://humanhackingbook.com/ Feel free to ask Chris questions on LinkedIn or Twitter Connect With Mark Fo

In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence people, and leave them better off for having met you. Don't miss this episode!

What are the necessary ingredients that make for a successful mediation? Is there a difference between a great mediation and an average mediation? How is mediation different from arbitration and litigation? Harvard-trained negotiator, mediation, and communication specialist Raphael Lapin shares his expert opinion in this episode of Negotiations Ninja. NOTE: None of this is legal advice. Always seek the counsel of a qualified attorney. This is meant for informational purposes only.  Outline of This Episode [1:50] Learn more about Raphael Lapin [4:52] Raphael’s negotiation strategies monthly column [6:40] The difference between arbitration and mediation [13:43] Raphael’s process as a dispute mediator [18:56] How to understand the interests of the other party [22:25] A mediation is an evolutionary process [27:40] How to get each party to follow through on their commitment [29:15] How some people abuse the mediation process [34:37] How to connect with Raphael Lapin Resources & People Mentioned Getting to Y

In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it!