Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja.

Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process.

• [1:25] Learn more about Brian Gunia
• [2:07] The difference between bartering and bargaining
• [4:13] Why did bartering become popular during the pandemic?
• [6:54] Why Brian wrote a book about bartering
• [9:27] The mistakes people make in the bartering process
• [14:08] Map out the full range of available partners
• [16:17] Tap into why something is valuable to a counterparty
• [18:46] Common objections to the bartering mindset

• BarterPay

• The Bartering Mindset
• Brian’s website
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Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it! 

Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja.

• [2:14] Learn all about Simon Rycraft
• [3:28] The importance of empathy in a negotiation
• [10:11] A conversation about information asymmetry 
• [15:35] How failure is critical to learning
• [25:30] Learn about Simon’s upcoming books

• Simon’s book, “Negotiation Hacks”
• Simon’s previous episode on Negotiations Ninja
• Ego is the Enemy by Ryan Holiday
• The Four-Hour Workweek by Tim Ferriss
• The Four-Hour Body by Tim Ferriss
• F*ckUp Nights

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Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja!

Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone. 

It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s going on so we know how to help. Learn more in this episode.

What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “The Catalyst: How to Change Anyone’s Mind” to introduce a revolutionary new approach. Here’s a hint: A catalyst is required to push someone to change. Jonah shares more about his unique approach in this throwback edition of the Negotiations Ninja podcast. Don’t miss it!

You’re supposed to lead and serve your clients—so how is one-upping your customers a good thing? Being one-up is one of the many topics Anthony Iannarino covers in his new book, “Elite Sales Strategies.” It’s not about creating an unfair advantage but instead leading from a position of authority and expertise in your field. Listen to this episode of Negotiations Ninja to hear us discuss Anthony’s unique concept. 

• [1:38] Learn more about Anthony Iannarino 
• [3:00] The concept of one-upping your Customers
• [6:53] The process of learning what you need to know
• [10:14] The truth at any price is key
• [15:42] Anthony’s triangulation strategy
• [21:48] How to teach someone without offending them
• [26:45] The importance of embracing intellectual humility
• [30:07] Learn more about Anthony’s Outbound Sales Conference

• Outbound Sales Conference 2022

• Elite Sales Strategies
• The Only Sales Guide You'll Ever Need
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Anthony Sarandrea is a fan of getting things done quickly. His negotiation style has been described as blunt—but it works for him. His straightforward nature helps move negotiations forward toward resolution. He also believes that a blunt negotiation style can help you achieve your goals. While this style doesn’t work for everyone, there are some aspects that every negotiator can embrace to excel in their role. Listen to this throwback with Anthony to improve your negotiation techniques now. 

How do you learn to recognize opportunities to negotiate? Or do you see opportunities, but choose to ignore them for a variety of reasons? In this episode of Negotiations Ninja, Suzanne de Janasz shares some of the underlying issues she sees that keep people from negotiating. She also shares how you can learn to recognize and take advantage of opportunities to negotiate in your everyday life. Don’t miss it! 

• [1:38] Learn all about Suzanne de Janasz
• [2:26] Recognizing opportunities to engage in negotiation 
• [6:14] What drives the lack of awareness?
• [7:59] Why people believe negotiation will lead to conflict
• [12:47] The gender disparities in conflict
• [15:47] How cultural biases change perceptions
• [21:22] The premise of Suzanne’s transformative workshops
• [24:02] How to connect with Suzanne de Janasz

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