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Negotiations Ninja Podcast

Author: Mark Raffan

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Negotiations Ninja Podcast is the number one negotiation podcast in the world. We develop and deliver the most engaging negotiation content on the planet.

We explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success. We host negotiation experts, business people, and entrepreneurs from all walks of life and discuss which negotiation tactics work, which negotiations tactics don't work and how we can improve our negotiation skills.
201 Episodes
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Do you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move in your direction? In his book, Exactly What to Say: The Magic Words for Influence and Impact, Phil Jones gives us the script for exactly what you can say to influence people. Phil has spoken in 59 different countries on five different continents, helped over 800 different industries, written seven best-selling books, and he’s trained over 2 million people. Phil’s book is a quick practical read that you can carry around with you like a field manual. It’s something you can reference over and over again. In this episode of Negotiations Ninja, we walk through exactly what to say to move your audience. Outline of This Episode[2:00] Just who is Phil Jones?[5:07] “I’m not sure it’s for you, but…”[9:25] “Just imagine…”[17:04] “Before you make up your mind…”[20:17] “Help me understand…” [21:50] “Just one more thing...”[27:49] How to connect with Phil JonesResources & People MentionedInfluence: The Psychology of Persuasion by Robert CialdiniJust Listen by Dr. Mark GoulstonYou Can Negotiate Anything by Herb CohenConnect with Phil JonesPhil’s Book: Exactly What to SayPhil’s websiteConnect on LinkedInFollow on TwitterConnect With MarkText me at 587-315-5948 for negotiation advice!Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In this episode, he talks about his experience(s) in suicide intervention and the harsh realities crisis negotiators live through. A negative outcome isn't always something one might want to face—but it must be acknowledged because it will happen. Learn what you can do to cope with an unexpected outcome in this episode with Mark.
How do you manage multiparty negotiations? What should the preparation process look like? What kind of outcome do you strive for? Multiparty negotiations are a different beast. So how do you manage it? Mihai Isman joins me in this episode of Negotiations Ninja to share how he and his team tackle multiparty negotiations. Mihai is based in Cologne, Germany, where he heads up I&P Negotiation Consulting. They do commercial, political, and even union negotiations. Multiparty negotiations are their bread and butter. Listen to this episode to take advantage of his wide-ranging expertise!Outline of This Episode[1:35] Multiparty negotiations[2:13] Who is Mihai Isman?[3:20] What most people don’t consider[5:32] Align with others to play it safe[6:40] Start with one-on-one conversations[9:11] How you move from “position” to “interest”[11:27] Choose your location(s) wisely[14:29] The outcomes to look for in a multiparty negotiation[17:08] How Mihai’s team works with multiple parties[18:04] The pre-mortem analysis + optimism[22:09] How to work through language differences[24:38] How to connect with Mihai IsmanConnect with Mihai IsmanI&P Negotiation ConsultingConnect on LinkedInConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
In this throwback episode of Negotiations Ninja, we hop back to episode #142 with Dr. Jennifer Goldman-Wetzler. This episode is ALL about resolving conflict. From dealing with conflict avoidance to tactical advice on how to resolve conflict in the workplace—we've got it covered. Don't miss this replay!
How does the venture capital industry work? What do investors think about when they decide who and what to invest in? What is the framework they use? Tim Schigel—the founding and managing partner of Refinery Ventures—is all about investing in fast-growth companies. If you want to get inside the head of someone who runs a venture capitalist fund, this is the episode you need to listen to. Outline of This Episode[2:21] Tim’s background in venture capital[3:22] How the venture capital industry works[9:39] The track record of the investor = an important metric[14:16] The importance of experiencing hyper-growth[18:47] The misconception(s) about raising money[23:38] How does the negotiation process work?[27:20] Key things entrepreneurs need to keep in mind[32:08] How to connect with Tim SchigelResources & People MentionedShare This: https://sharethis.com/NVCA: https://nvca.org/Connect with Tim SchigelRefinery Ventures: https://refinery.com/Tim(at)refinery.comFollow on TwitterConnect on LinkedInConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
Welcome to the Negotiations Ninja version of Throwback Thursday! In this episode, we replay episode #97 with Roger Dooley. Roger explains how to practically apply neuroscience, behavior technology, and behavior research—i.e. neuromarketing—to negotiation. How can we use science to get better deals with our negotiations? How can procurement professionals use neuromarketing? How do we influence to help someone make decisions that are advantageous for us and helpful for them? Listen to learn more!
How do you improve your social experiences? How do you improve your communication? How do you win friends, influence people, and leave them better off for having met you? In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to do just that. If you’re striving to use your influence for the good of others, this is a can’t-miss episode. Outline of This Episode [1:53] From adversarial simulator to human hacker [4:42] The apprehensiveness toward communication [7:56] What additional tools do we need? [11:15] You can’t teach what you haven’t tested [19:40] Overcoming the fear of being manipulated [22:42] How to ask, “Is this safe for me?” [27:17] The Amygdala's role in the emotional landscape [31:23] How to connect with Chris + learn more Resources & People Mentioned How to Win Friends and Influence People Connect with Chris Hadnagy Human Hacking Book Human Hacking on Amazon The Human Hacking Conference Follow on Twitter 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 throwback edition of the Negotiations Ninja podcast, we jump back to episode #132 with Paul Watts. Paul believes that planning in negotiation is an element that is often forgotten yet utterly important. He notes that 80% of success comes from extensive planning. In this episode, we talk about negotiation through the lens of a salesperson, weigh the cost of inaction, and he shares techniques to improve your negotiation skills. Check it out!
How does web conferencing technology alter our ability to read body language and facial expressions in negotiations? What are the advantages and disadvantages? What can we change to master negotiations via web conferencing? Dr. David Matsumoto shares what we can do—and avoid—in this episode of Negotiations Ninja. David is a Professor of Psychology at San Francisco State University, where he’s been for 31 years. He conducts research on emotion, facial expressions, nonverbal behavior, and culture. He does basic research on the nature and function of those topics as well as applied research utilizing investigative interviews. He also runs a company named Humintell, focused on research, consultation, and training leveraging nonverbal behavior. Outline of This Episode [2:13] Dr. Matsumoto’s background [4:00] A discussion around web conferencing [6:48] The disadvantage we’re facing [10:33] The concept of macroexpressions [15:46] The seven basic human emotion categories [19:06] The importance of being congruent [23:04] David’s book: Nonverbal Communication [25:10] How to get more information Resources & People Mentioned BOOK: Nonverbal Communication: Science and Applications Blog Post: Emotions and Critical Thinking Connect with David Matsumoto Humintell Follow on Twitter 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
Why is true curiosity so vital to a successful negotiation? How do you develop a curious and caring mind? How do you move beyond empathetic listening to helping your counterpart feel understood and valued? Dr. Mark Goulston joins me in this episode of Negotiations Ninja to share his valuable insight. This episode is jam-packed with actionable tips and strategies that you can employ today. Don’t miss it! Dr. Goulston is a former FBI and police hostage negotiation trainer. He’s also a psychiatrist with a focus on suicide prevention for 25+ years. He is the author of nine books, one of which is the #1 listening book on the planet: Just Listen. He is nothing short of a legend in his field and a viewpoint you cannot miss.
How do you approach conflict-based situations? How does your core identity impact the negotiation? Daniel Shapiro believes that your relational identity comes into play in a negotiation. What does that mean? We have a deep conversation about identity, tribalism, and taboos in this episode of Negotiations Ninja.  Daniel Shapiro currently runs the Harvard International Negotiation Program. He briefly got involved in a deal 30 years ago doing work in Eastern and Central Europe, helping them transition from a closed to an open society. He’s worked with business, governments, hostage negotiators—a little bit of everything. Don’t miss his expert opinion.  Outline of This Episode [2:01] Who is Daniel Shapiro? [3:42] Identity in the context of negotiation [5:06] The two aspects of identity [7:52] Generate fluidity in the discussion [11:22] Conversations about the sacred [17:04] The lures of tribalism [23:30] What’s so taboo about taboos? [31:55] Embrace the word “appreciate” [36:13] How to connect with Daniel Resources & People Mentioned Tony Blair: https://en.wikipedia.org/wiki/Tony_Blair Connect with Daniel Shapiro Dan’s website BOOK: Negotiating the Nonnegotiable BOOK: Beyond Reason 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 Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #135: Conflict Resolution in Negotiation. In this episode, we talk about Kwame Christian's newest book: Nobody Will Play With Me. Kwame dissects a psychological aspect of negotiation that is often overlooked, shares how to overcome fear to find confidence, and emphasizes how failure changes the game. If you missed it before, don't miss it now!
I Want to Be in Sales When I Grow Up! Is the title of the book John Barrows wrote to teach kids that sales is a legitimate profession—and one to be proud of. I read my boys this book, and they finally understand what I do. It forged a new connection that we’ve never had before. Not only does it serve an amazing educational purpose—but John’s book gives back. 100% of the profits go to the World Wildlife Fund to help them save animals. What other purpose does John hope this book serves? Will he be writing more? What’s the next step in his journey? Listen to this episode of Negotiations Ninja to learn more! Outline of This Episode [0:34] I Want to Be in Sales When I Grow Up! [2:28] Just who is John Barrows?  [5:03] Leverage the technology that’s available to you [9:25] Technology isn’t replacing salespeople—yet [13:14] Why John wrote a children’s book [21:53] There’s a huge difference between sales and manipulation [28:17] Don’t sell what you don’t believe in [35:11] What’s next? Is John writing more? [37:08] The Netflix of sales training [42:35] It always goes back to the “why” Resources & People Mentioned James Buckley Morgan Ingram The World Wildlife Fund Gong.io Pactum G2 Connect with John Barrows Hit John up on Instagram for a FREE book! BOOK: I Want to Be in Sales When I Grow Up! I Want to Be in Sales When I Grow Up website John’s sales training website 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: @NegotiationPod Subscribe to Negotiations Ninja
In this special Throwback Thursday episode of Negotiations Ninja, you’ll get a refresher on how to pitch anything. Oren Klaff—the Director of Capital Markets at Intersection Capital—digs deep into the concept of building power and leverage. If you want to be a more effective and efficient negotiator—operating at THE highest level—give it a listen!
Tim David started his career as a magician. He was traveling and doing up to 350 shows a year. But being a traveling magician and parenting a child wasn’t a great mix. So he sought a career change that could bring about some life balance. But he’d never had a real job—so how could he help people in their real jobs?  He realized that the lessons that he’d learned from a life on stage could be transformed into an occupation. His lesson is simple: it’s all about human connection. It’s not about the magic tricks or the skills—it’s about connecting with people. Learn all about this magical skill in this episode of Negotiations Ninja. Outline of This Episode [2:25] Tim’s journey from magician to communication expert [6:56] How is influence different from manipulation? [13:39] Tim’s biggest takeaway from magic [17:53] The four tiers of the TRUE hierarchy [25:04] How to understand someone else’s perception [28:37] Why salespeople don’t reach an emotional level with prospects [33:07] Connection has to be your motivation [34:11] Why Tim wrote The 7-Day Digital Diet [36:50] How to connect Tim David  Resources & People Mentioned Negotiations Ninja Episode #51 with Brian Brushwood Negotiations Ninja Episode #131 with Banachek Julian Treasure’s Ted Talk Book: Thinking, Fast and Slow Book: Predictably Irrational Book: How We Decide Book: Common Sense Selling Connect with Tim David FREE Influential Cheat Sheet More Influential Tim David’s Books FLIP: The Four Levels of Influencing People Magic Words The 7-Day Digital Diet 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 Throwback Thursday episode of the Negotiations Ninja podcast, we return to episode 131 with Banachek—a famed magician and mentalist. Banachek talks about keeping promises, building connection and trust, and what you can learn from TV Evangelists. Banachek thinks outside the box—listen to learn how you can too.
How do you develop the ability to close deals? According to Cody Lowry, it’s by developing good “schmooze” techniques. It isn’t about your creative strategy. It isn’t about how you can save someone millions of dollars. It all comes down to your ability to do THREE things. What are they? Find out in this episode of Negotiation Ninja! Cody Lowry AKA “Mr. Schmooze” is a Tampa Bay native and the President of Intermark Automotive, based in Birmingham, AL. He recently released his book, “Schmooze: What They Should Teach at Harvard Business School.” Cody takes storytelling to a whole new level in this engaging episode—don’t miss it! Outline of This Episode [1:26] Cody Lowry’s ability to schmooze [4:41] How Cody realized this was his superpower [8:25] The secret sauce in every negotiation [13:32] A relationship that changed Cody’s life [20:48] Dare to be different  [24:07] How to connect with Cody + get his book Connect with Cody Lowry Cody’s Personal Website: http://mrschmooze.com/ Intermark Group: https://intermarkgroup.com/team/cody-lowry/ Cody’s book: https://www.amazon.com/Schmooze-Should-Harvard-Business-School/dp/1642935158 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 throwback edition of the Negotiations Ninja podcast, we jump back in time to episode #144 with Tim Kintz. We talk all things sales negotiation, including why car salesmen get a bad rap. We talk about negotiating from a place of inspiration—not desperation. Tim also shares how to avoid letting your emotions cloud the process, why you should lower your customer’s guard, and how to build-in removable objections. Don’t miss out on Tim’s genius negotiation tactics!
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