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According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once theyâve made their observation, theyâll spend every interaction looking for cues to confirm what they felt (correct or not). So how do you convey trustworthiness? Through nonverbal communication. Dr. Abbie Maroño shares her #1 starting place for appearing more trustworthy through nonverbal communication in this fascinating throwback episode of Negotiations Ninja.
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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 100 years ago.
Joe Hart took the course as a young lawyer, and it changed the trajectory of his life. He left law and went into business, and the course helped him see a different vision for his future.
Joe and Michael Cromm wrote âTake Commandâ because they were profoundly impacted by the Dale Carnegie principles and program. Joe shares how you can implement some of those principles immediately in this episode of Negotiations Ninja.
Outline of This Episode [1:39] Learn more about Joe Hart [4:27] Self-confidence is a mindset shift [9:12] The importance of building good habits [14:32] Taking command of your relationships [17:20] Why you need to stop criticizing others [20:11] Being an intentional leader Resources & People Mentioned âTake Commandâ by Joe Hart and Michael Crom Connect with Joe Hart 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: @NegotiationPodSubscribe to Negotiations Ninja
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How do you handle stressful conversations? Do you know how youâre likely to react? Do you default to being aggressive or combative? Itâs crucial that you understand how you reactâi.e. your âstyle under stressââ in tense situations to change how you show up in the moment. Navigating these conversations is Joseph Grennyâs specialty. He shares where to get started in this throwback episode of Negotiations Ninja.
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Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, âGetting to Yesâ was the book on negotiation. More recently, âNever Split the Differenceâ has become the book on negotiation.
The vast majority of people read the top-selling book(s) in a category and think theyâre fully educated. Thatâs just impossible. In this episode of Negotiations Ninja, Andreas Winheller, a negotiation consultant and trainer, shares why no one way is the âbestâ way.
Outline of This Episode [1:48] Learn more about Andreas Winheller [2:28] The cultural differences at play [4:32] The two main approaches to negotiation [8:47] The economic-grounded negotiation approaches [12:14] Rational versus irrational negotiation [20:18] Account for decision fatigue [25:47] The upcoming training with Gary Noesner Resources & People Mentioned Misbehaving: The Making of Behavioral Economics Experiencing Physical Warmth Promotes Interpersonal Warmth Extraneous Factors in Judicial Decisions Connect with Andreas Winheller Connect on LinkedIn Verhandlungs Performance Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
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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 learned this firsthand from living in different countries.
In this throwback episode, she shares how negotiating with different cultures has to start with a mindset shift. The best way to see success is through working with an expert in that culture. She shares why thatâs the key in this conversation.
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How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. Heâs written several novels and non-fiction, including âStory Worthy.â He owns âSpeak Up Storytellingâ and âStory Worthy MDâ to help people learn to become better storytellersâbecause everyone has stories to tell, they just donât know it. He simplifies the story-gathering process in this episode of Negotiations Ninja.
Outline of This Episode [2:33] Learn more about Matthew Dicks [4:30] Everyone has stories to tell [6:20] Speak on theme, message, or meaning [8:30] Homework for life: gathering stories [14:15] Why location and action are important [19:02] How to weave stories into conflict resolution [23:49] How to make sure your stories connect [27:51] Have we lost the art of storytelling? Resources & People Mentioned Matthewâs âHomework for Lifeâ TedTalk Storytelling Courses & Workshops Storyworthy The Moth The Bluest Eye Connect with Matthew Dicks Matthewâs Website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
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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 true for the prediction to be accurate The level of confidence of the person making the prediction If something changes, is the prediction invalid?Predicting cost savings isnât easy. Thatâs why Edmund Zagorin leverages technology. Learn why you should invest in predictive procurement technology in this throwback episode of Negotiations Ninja.
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Logic and rational thinking donât always work to convince someone to do something. People hear âStorytellingâ and think of novels, movies, TV shows, etc. They donât see it as what it is: A skill. Intuitively, people connect through stories. Itâs how we make sense of the world. Storytelling moves someone toward action. And storytelling increases credibility. Mark Carpenter shares how to craft a simple yet compelling storyâand shares how they boost your credibilityâin this episode of Negotiations Ninja.
Outline of This Episode [2:31] Learn more about Mark Carpenter [4:13] Storytelling increases credibility [7:15] What do great stories include? [10:39] Simplify your storytelling [15:02] How to get comfortable telling stories [17:17] How to turn an experience into a story [20:41] Learn more about Story-catching Resources & People Mentioned The Hero's Journey: Joseph Campbell on His Life and Work Master Storytelling Connect with Mark Carpenter Get Markâs FREE resource: Story Catcher Master Storytelling 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: @NegotiationPodSubscribe to Negotiations Ninja
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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 do we leverage emotion to help people make logical commitments? Svitlana Kalitsunâa Ukrainian negotiation expert and lawyerâshares her thought-process in this throwback episode of Negotiations Ninja.
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William Ury is one of the most well-knownâand experiencedânames in the field of mediation and negotiation. Heâs worked around the globe in every circumstance imaginable. In this episode of Negotiations Ninja, we talk about what heâs learned throughout his storied career, including what heâs learned from the failures.
Outline of This Episode [2:43] Learn more about William and his career [5:11] The negotiation that impacted Williamâs life [8:22] Who influenced Williamâs career [11:17] What William learned from a failed negotiation [22:23] How artificial intelligence is impacting negotiation [26:28] The art of whatâs possible [31:24] Whatâs next for William Resources & People Mentioned Possible: How We Survive (and Thrive) in an Age of Conflict Connect with William Ury Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
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If a conversation with an employee has become a disagreement and you canât seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja.
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Mario Martinezâthe CEO of Vengreso and the host of the Modern Selling podcastânegotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the line to make this deal a reality in this episode of Negotiations Ninja.
Outline of This Episode [1:58] Learn more about Mario Martinez [3:32] Laying the foundation for the deal [12:10] Negotiating the $46 million deal Connect with Mario Martinez Connect on LinkedIn Vengreso FlyMSG The Modern Selling Podcast Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
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Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, thereâs one underlying theme: empathy. Developing true empathy for the other partyâthough exceedingly difficultâcan sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja.
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Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. Heâs been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when youâre hit with the realization dictates whether or not youâll become a competent negotiator. Learn more in this intriguing episode of Negotiations Ninja.
Outline of This Episode [2:05] Learn more about Keld Jensen [3:33] Why most negotiators are unconsciously incompetent [8:56] How do you tell if youâre losing a negotiation? [13:32] Negotiating how to negotiate [19:03] The use of artificial intelligence in negotiation Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving Never Split the Difference The Trust Factor Connect with Keld Jensen Keldâs NEW book: Negotiation Essentials Keldâs 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: @NegotiationPodSubscribe to Negotiations Ninja
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Scope of work clauses arenât technically complex or complicated. But theyâre where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja.
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Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in salesâand extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behaviorâJustin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.
Outline of This Episode [2:20] Learn more about Justin Michael [6:10] Anchoring in negotiation [9:49] Can you anchor too high? [15:03] Is it a matter of confidence? [16:33] How to persuade a C-level individual [19:19] Sales is the transference of belief [22:30] People buy emotionally and rationalize with logic [27:24] Be selective about your clients [30:29] Learn more about Justinâs new book Resources & People Mentioned Tech-Powered Sales: Achieve Superhuman Sales Skills Sales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline Growth Justin Michael Method 2.0 The JOLT Effect Connect with Justin Michael Connect on LinkedIn Follow on Twitter Justinâs Substack Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
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Have you ever heard a counterpart say, âThis is how weâve always done itâ when they donât want to make a change? How can you help them move beyond their argument to see the potential of your solution? Help them see the âprecedentâ or characteristics from past positive outcomes that will be the same for them. Learn how to do just that in this throwback episode of Negotiations Ninja with Joel Trachtman.
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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 different people depending on different things. What makes James qualified to address this unique subject?
James has been in the wine industry for 30+ years in multiple countries with multiple vineyards. He runs âFine Vintageâ with 20 wine schools across North America. He also runs a wine tourism business, taking people on trips around the world. James has earned the âMaster of Wineâ designation, achieving the highest standard of professional knowledge in the world.
James has also been involved in numerous vineyards, wineries, and brand acquisitions. He shares his expertise on buying a vineyard in this episode of Negotiations Ninja!
Outline of This Episode [1:46] Learn more about James Cluer [3:53] Why do you want to buy a winery? [6:40] Buying a winery: Negotiating the intangibles [11:46] Why finding the right site is important [18:45] Buy a winery or start from scratch? [21:10] Due diligence in the wine industry [25:30] Why you should plan before buying Connect with James Cluer Email James at [email protected] Fine Vintage LTD Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
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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 do if you trigger reactance. According to David, reactance is âPsychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.â When youâre told you canât do something, you want to do it even more. But triggering reactance in someone reduces your ability to influence them. Find out how you counteract the psychological phenomenon in this throwback episode of Negotiations Ninja!
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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 have. They like to employ likability, authority, and trust. They canât always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell will share how to do just that in this episode of Negotiations Ninja.
Outline of This Episode [1:26] Learn more about Ian Campbell [2:13] How value fits in the sales funnel [5:39] How to structure value in your funnel [7:24] Definitions of benefits, MPB, ROI etc. [10:37] Translating benefit(s) to ROI [16:57] Ianâs experience in the Ferrari Challenge series Connect with Ian Campbell The Value Sale: How to Prove ROI and Win More Deals 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: @NegotiationPodSubscribe to Negotiations Ninja
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