Negotiations Ninja Podcast

By Mark Raffan

What's Negotiations Ninja Podcast about?

Interviewing the best negotiators in the world, we explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success.

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Negotiations Ninja Podcast episodes:

03.28.2024
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 every interaction looking for cues to confirm what they felt (correct or not)....
03.25.2024
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 100 years ago. Joe Hart took the course as a young lawyer, and it...
03.21.2024
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 you react—i.e. your “style under stress”— in tense situations to change how...
03.18.2024
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 Split the Difference” has become the book on negotiation. The vast majority of people read the top-selling book(s)...
03.14.2024
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 learned this firsthand from living in different countries. In this throwback episode, she shares how...
03.11.2024
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 “Speak Up Storytelling” and “Story Worthy MD” to help people learn to become better...
03.07.2024
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 true for the prediction to be accurate The level of confidence of...
03.04.2024
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 it as what it is: A skill. Intuitively, people connect through stories. It’s...
02.29.2024
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 do we leverage emotion to help people make logical commitments? Svitlana Kalitsun—a...
02.26.2024
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. In this episode of Negotiations Ninja, we talk about what he’s learned throughout his storied...
02.22.2024
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 do you start? According to Debra Roberts, you need to get to...
02.19.2024
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 shares how he put everything on the line to make this deal a reality in...
02.15.2024
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: empathy. Developing true empathy for the other party—though exceedingly difficult—can sometimes mean the difference between...
02.12.2024
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. He thought he was a great negotiator but realized he was unconsciously incompetent. It...
02.08.2024
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 is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her...
02.05.2024
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 neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology,...
02.01.2024
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 the potential of your solution? Help them...
01.29.2024
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 different people depending on different things. What makes James qualified to address this...
01.25.2024
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 do if you trigger reactance. According to David, reactance is “Psychological...
01.22.2024
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 have. They like to employ likability, authority, and trust. They can’t always wrap...
01.18.2024
Negotiation Training in Wartime, Throwback with Mark Lowther, Ep #426
Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage...
01.15.2024
Finding Success by Being Customer-Obsessed with Alex Yakubovich and Stan Garber, Ep #425
What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It’s the mindset they’re embracing in their newest venture, Levelpath. Alex and Stan share how being customer-obsessed...
01.11.2024
How Body Language Can Reveal Lies, Throwback with Susan Ibitz, Ep #424
The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury would swing in favor of Depp....
01.08.2024
Navigating the World of SaaS Renewal Negotiations with Adam Mansfield, Ep #423
How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you walk through the process and arm yourself with everything you need...
12.21.2023
Rags-to-Riches: Shaahin Cheyene’s Rise to Millionaire, Ep #422
Shaahin Cheyene, the founder and president of Accelerated Intelligence, is known for being an Amazon Guru. He’s spent the last two decades helping others leverage the platform to find success. But before he built his Amazon empire, he led a...
12.18.2023
Tackling Buyer Requests with Hamish Knox, Ep #421
What do you do when a buyer makes a request? It can be easy to quickly say, “Sure, I’ll do that,” and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to...
12.14.2023
How to Balance IQ and EQ in Negotiation, Throwback with Joanna Shea, Ep #420
How you perceive value will always be different than how a seller sees it. They’re emotionally attached to the companies they’ve built. But you have to be careful that you don’t get overly attached, either. The more attached you become...
12.11.2023
The Impact of Identity on Negotiation per Enda Young, Ep #419
The cost of workplace conflict in Northern Ireland (with a population of 1.9 million people) is almost 1 billion pounds per year. Those costs are astronomical. That’s why Enda Young and Northern Ireland Mediation have created an immersive conflict resolution program to train mediators...
12.07.2023
Barter Your Way to an Agreement, Throwback with Brian Gunia, Ep #418
What is the difference between bargaining and bartering? What mistakes do people make in the bartering process? Why does Brian Gunia view negotiation as bartering? In this throwback episode of Negotiations Ninja, Brian shares how bartering forces negotiators to think...
12.04.2023
Donald Kelly’s LinkedIn Prospecting Process, Ep #417
Are salespeople doing prospecting all wrong? Are the days of cold-calling and emailing officially over? Is there a better way? Donald Kelly—also known as the “Sales Evangelist”—sure thinks so. He shares why leveraging LinkedIn in the prospecting process is the best route...
11.30.2023
How to Make Negotiations Second Nature, Throwback with Julia Ewert, Ep #416
Negotiations can become second nature through diligent practice and honing of your skills. But what are the necessary skills you need to focus on? According to Julia Ewert, learning to ask open-ended questions is a great place to start. What...
11.27.2023
Nobody’s Fool with Chris Chabris, Ep #415
Why are people so easily misinformed or manipulated? In hindsight, it’s easy to question “How did that fool me?” But when you’re “in it” you don’t realize it. Why? Why are people taken in by things that are absurd? There...
11.23.2023
When Taking Risks Transforms Your Career, Throwback with Patrick Tinney, Ep #414
How do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in...
11.20.2023
Developing Internal Sales & Negotiation Coaches with Steve Benson, Ep #413
How can sales managers help their teams be better negotiators? How can you develop internal coaches who can help their team members improve their sales and negotiation skills? Steve Benson—the Founder and CEO of Badger Maps—shares how you can empower...
11.16.2023
The Biggest Problem with Procurement Data, Throwback with Susan Walsh, Ep #412
According to Susan Walsh, “The quality of your data determines the quality of your negotiation.” Procurement professionals need a classification system in place to ensure that they’re not relying on dirty data. Your data needs to be consistent, organized, accurate,...
11.13.2023
Resolving Conflict Begins with Self-Awareness According to Ryan Dunlap, Ep #411
Self-confidence and self-control in conflict are difficult things to master. And you can’t resolve conflict with others until you learn to resolve conflict within yourself. This takes an incredible amount of self-awareness. In this episode of Negotiations Ninja, Ryan shares how...
11.09.2023
Negotiating with Artificial Intelligence, Throwback with Martin Rand, Ep #410
In 2020, we had a conversation about how AI could positively impact negotiations. Now, three years later, artificial intelligence is front and center, seemingly in every corner of society. Martin Rand’s thoughts on the use of artificial intelligence in negotiation...
11.06.2023
J. Paul Nadeau’s PIER Negotiation Framework, Ep #409
Paul Nadeau is a former hostage negotiator, international peacekeeper, and interrogator. During this time, he learned a lot about how the human mind works. He’s taken his decades of experience and applied it to a negotiation framework that every negotiator...
11.02.2023
Overcoming Information Asymmetry in Negotiation, Throwback with Simon Rycraft, Ep #408
Information asymmetry occurs when one side has more information than the other. In any negotiation, each side has more knowledge than the other in specific areas. It’s your job to ask the right questions to fill in the gaps and...
10.30.2023
5 Ways to Get, Stay, and Act in Front of Clients with Glenn Poulos, Ep #407
How do you build rapport with clients? How do you be someone who’s a pleasure to do business with? How do you employ active listening? How do you get, stay, and act in front of clients? Glenn Poulos covered these...
10.26.2023
How to Stand Out in B2B Sales, Throwback with Anthony Iannarino, Ep #406
How do you stand out in B2B sales? You stand out by one-upping your customers by learning what you need to know about them. You will always know something that someone else doesn’t. You can take that knowledge and expertise and help...
10.23.2023
How to Negotiate Your Salary with Confidence with Kelli Thompson, Ep #405
Why do women hesitate to negotiate? How do you prep, practice, and make your ask? How do you determine your unique value proposition? Leadership and Career Coach Kelli Thompson is on a mission to help women advance in the rooms...
10.19.2023
Finding Everyday Opportunities to Negotiate, Throwback with Suzanne de Janasz, Ep #404
Most people miss everyday opportunities to negotiate. Many of us are psychologically wired to accept things as they are. We don’t try to negotiate bills or ask for discounts and miss out on everyday negotiation opportunities. Suzanne de Janasz believes...
10.16.2023
Stoicism in Negotiation with Doug Witten, Ep #403
What is stoicism? What is its background and context? How can the philosophical lessons of stoicism be applied to negotiation? According to Doug Witten, there are many lessons we can learn from famous stoics that we can apply to negotiation. ...
10.12.2023
Combating Procurement Vulnerabilities, Throwback with Rich Ham, Ep #402
Because the growth of procurement teams in organizations isn’t prioritized, they’re being taken advantage of. Expense management and the development of important internal and external relationships are being neglected. Suboptimal short-term contracts are being signed out of pure necessity. What...
10.09.2023
The Life and Work of Roger Dawson as told by Gisela Dawson, Ep #401
Roger Dawson was an amazing negotiation professional, prolific author, the founder of the Power Negotiation Institute, and someone that I thought of very highly. In this special episode of Negotiations Ninja, Roger’s wife, Gisela shares a behind-the-scenes look at a...
10.05.2023
IP Clauses Simplified with Jeanette Nyden and Lawrence Kane, Ep #400
Intellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets?...
10.02.2023
Donald Kelly’s Platinum Rule of Sales Negotiations, Ep #399
How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through...
09.28.2023
How to Ask for What You’re Worth, Throwback with Fotini Iconomopoulos, Ep #398
How do you know what you’re worth? How do you ask for what you’re worth? Salary negotiations are tricky to navigate. Luckily, Fotini Iconomopoulos shares some foolproof strategies in this throwback episode of Negotiations Ninja. She covers overcoming imposter syndrome,...
09.25.2023
Understanding the Role of Gender in Negotiations with Beth Fisher-Yoshida, Ep #397
What is the role of gender in negotiations? What narratives influence negotiations? Sometimes, we forget that we have agency in how we negotiate. As an expert in negotiation and conflict resolution, Beth Fisher-Yoshida has learned that one thing is foundational: to...

What's Negotiations Ninja Podcast about?

Download our free app to listen on your phone

Negotiations Ninja Podcast episodes:

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

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

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

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

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

How to Gather Stories with Matthew Dicks, Ep #441

Predictive Procurement with Edmund Zagorin, Ep #440

How Storytelling Increases Credibility per Mark Carpenter, Ep #439

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

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

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

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

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

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

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

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

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

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

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

Mastering the Value Sale with Ian Campbell, Ep #427

Negotiation Training in Wartime, Throwback with Mark Lowther, Ep #426

Finding Success by Being Customer-Obsessed with Alex Yakubovich and Stan Garber, Ep #425

How Body Language Can Reveal Lies, Throwback with Susan Ibitz, Ep #424

Navigating the World of SaaS Renewal Negotiations with Adam Mansfield, Ep #423

Rags-to-Riches: Shaahin Cheyene’s Rise to Millionaire, Ep #422

Tackling Buyer Requests with Hamish Knox, Ep #421

How to Balance IQ and EQ in Negotiation, Throwback with Joanna Shea, Ep #420

The Impact of Identity on Negotiation per Enda Young, Ep #419

Barter Your Way to an Agreement, Throwback with Brian Gunia, Ep #418

Donald Kelly’s LinkedIn Prospecting Process, Ep #417

How to Make Negotiations Second Nature, Throwback with Julia Ewert, Ep #416

Nobody’s Fool with Chris Chabris, Ep #415

When Taking Risks Transforms Your Career, Throwback with Patrick Tinney, Ep #414

Developing Internal Sales & Negotiation Coaches with Steve Benson, Ep #413

The Biggest Problem with Procurement Data, Throwback with Susan Walsh, Ep #412

Resolving Conflict Begins with Self-Awareness According to Ryan Dunlap, Ep #411

Negotiating with Artificial Intelligence, Throwback with Martin Rand, Ep #410

J. Paul Nadeau’s PIER Negotiation Framework, Ep #409

Overcoming Information Asymmetry in Negotiation, Throwback with Simon Rycraft, Ep #408

5 Ways to Get, Stay, and Act in Front of Clients with Glenn Poulos, Ep #407

How to Stand Out in B2B Sales, Throwback with Anthony Iannarino, Ep #406

How to Negotiate Your Salary with Confidence with Kelli Thompson, Ep #405

Finding Everyday Opportunities to Negotiate, Throwback with Suzanne de Janasz, Ep #404

Stoicism in Negotiation with Doug Witten, Ep #403

Combating Procurement Vulnerabilities, Throwback with Rich Ham, Ep #402

The Life and Work of Roger Dawson as told by Gisela Dawson, Ep #401

IP Clauses Simplified with Jeanette Nyden and Lawrence Kane, Ep #400

Donald Kelly’s Platinum Rule of Sales Negotiations, Ep #399

How to Ask for What You’re Worth, Throwback with Fotini Iconomopoulos, Ep #398

Understanding the Role of Gender in Negotiations with Beth Fisher-Yoshida, Ep #397