Negotiations Ninja Podcast

How to Appear More Trustworthy through Nonverbal Communication, Throwback with Dr. Abbie Maroño, Ep #446

According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once they've made their observation, they'll spend

Take Command of Your Mindset with Joe Hart, Ep #445

Dale Carnegie is a global training organization with 200 operations in 86 countries. Its instructors teach the Dale Carnegie course following the model he developed over

What is Your Style Under Stress? Throwback with Joseph Grenny, Ep #444

How do you handle stressful conversations? Do you know how you're likely to react? Do you default to being aggressive or combative? It's crucial that you understand how y

The Right Way to Negotiate with Andreas Winheller, Ep #443

Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, "Getting to Yes" was the book on negotiation. More recently, "Never

The Key to Negotiating with Different Cultures with Eliane Karsaklian, Ep #442

Every culture has different foundational beliefs. We may recognize the same brands and use the same products worldwide but we behave far differently. Eliane Karsaklian le

How to Gather Stories with Matthew Dicks, Ep #441

How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He's written several novels and non-fiction, including "Story Worthy." He owns "Spea

Predictive Procurement with Edmund Zagorin, Ep #440

One of procurement's roles is to achieve cost savings while balancing the needs of the company. Predictive procurement starts with defining things like: What has to be

How Storytelling Increases Credibility per Mark Carpenter, Ep #439

Logic and rational thinking don't always work to convince someone to do something. People hear "Storytelling" and think of novels, movies, TV shows, etc. They don't see i

Emotional vs. Logical Commitments, Throwback with Svitlana Kalitsun, Ep #438

When it comes to tense emotional situations, getting a commitment from the counterparty can be tough. We know that a commitment usually leads to positive outcomes. So how

Lessons Learned from a Failed Negotiation with William Ury, Ep #437

William Ury is one of the most well-known—and experienced—names in the field of mediation and negotiation. He's worked around the globe in every circumstance imaginable.

Communicating through Disagreements, Throwback with Debra Roberts, Ep #436

If a conversation with an employee has become a disagreement and you can't seem to work through it, what do you do? Communicating through disagreements is tricky. Where d

How Mario Martinez Negotiated a $46 Million Deal, Ep #435

Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario share

Is Empathy the Key to Successful Crisis Negotiation? Throwback with Dr. Andy Young, Ep #434

Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there's one underlying theme: empa

Are You an Unconsciously Incompetent Negotiator? Keld Jensen Weighs In, Ep #433

Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He's been negotiating since 1998. Before that, he was the CEO of a tech company.

Jeanette Nyden Uncomplicates Scope of Work, Throwback, Ep # 432

Scope of work clauses aren't technically complex or complicated. But they're where people repeatedly make mistakes. Jeanette starts by making sure the business objective

Anchoring in High-Stakes Negotiations with Justin Michael, Ep #431

Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguis

How to Argue Precedent in Negotiations, Throwback with Joel Trachtman, Ep #430

Have you ever heard a counterpart say, "This is how we've always done it" when they don't want to make a change? How can you help them move beyond their argument to see t

Buying a Vineyard: Negotiating the Intangibles with James Cluer, Ep #429

How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to differen

What Do You Do When You Trigger Reactance? Throwback with David Hoffeld, Ep #428

In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to d

Mastering the Value Sale with Ian Campbell, Ep #427

Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to ha