In April 2020 we had a great conversation about how the COVID-19 pandemic was impacting negotiation. Now, over 6 months later, the world of negotiation is still evolving. Were Keld’s predictions true? Has the latest and greatest technology available on the market improved the outcomes of negotiations? Check out this throwback to see how far we’ve come in half a year—and learn what still applies to current negotiation strategy. 

Gaetan Pellerin is the author of a new book all about mindful negotiation. We often talk about planning, preparation, strategy, and tactics, right? But the success of many a negotiation often hinges on mindfulness—not many people talk about that. So what is mindful negotiation? Why should you care? What methodology can you use to be more mindful? Learn more in this episode of Negotiations Ninja! 

• [1:50] Learn more about Gaetan Pellerin
• [3:33] The concept of mindful negotiation
• [12:24] Gaetan’s 4 Pillars of mindfulness
• [18:14] How to deal with bias entering a negotiation
• [20:12] Managing unexpected emotions in others
• [22:35] How to connect with Gaetan Pellerin

• Gaetan’s book: Mindful NEGOtiation
• Scotwork

• NaviGates Group
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In this throwback, we revisit the all-important question: How do you sell to someone in procurement? According to Tom Williams, you need to understand their mindset to be successful. It's all about embracing the concept of buyer-centered selling. If you'd love to understand how the mind of a procurement professional ticks, don't miss this one! 

Shaahin is the Founder, CEO, and Chairman of Accelerated Intelligence. His story is unbelievable. Shaahin’s family had to escape Tehran during the Iranian revolution in the 1970s. So at 15 years old, he left his home with nothing but the clothes on his back. Since moving to LA, he’s created a company that’s made over a billion in revenue. Hear his fascinating story in this episode of Negotiations Ninja! 

• [2:07] Shaahin Cheyene’s unbelievable story
• [8:08] Shaahin’s experience working with Chris Voss
• [9:53] Negotiating with the Yakuza
• [14:06] Can someone still have a rags to riches story?
• [22:58] From herbal ecstasy to Amazon guru
• [26:53] How to learn more from Shaahin Cheyene

• Shaahin’s book: “Billion: How I Became King Of The Thrill Pill Cult.” 

• Get a FREE one-hour FBA Seller course by mentioning “ninja”
• Accelerated Intelligence Inc.
• Shaahin’s personal website
• The Hack and Grow Rich Podcast
• Shaahin’s Podcast: Billion
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In this Throwback, we return to the conversation with John Barrows about why he wrote his children's book, "I Want to Be in Sales When I Grow Up!" He wrote the book to teach kids that sales is a legitimate profession to be proud of.  The book is educational and 100% of the profits go to charity. Listen to learn what other purposes John hopes his book serves (and what he plans to write next)!

How do you build a business worth selling? How do you find the right buyers—without falling victim to the “ego-stroke?” John Warrillow joins me in this episode of Negotiations Ninja to answer every entrepreneur's nagging question: How do I exit my business successfully? 

John Warrilow is the founder of “The Value Builder System™” and is a business expert sought out for his proven methodology in adding millions to the value of a business. He’s the host of a show called “Built to Sell Radio,” with 300+ episodes. He’s ranked by Forbes as one of the world’s top 10 podcasts for business owners. 

• [2:34] Learn more about John Warrillow
• [3:14] Don’t fall victim to the ego-stroke 
• [8:17] What is a roll-up?
• [11:15] Build a business that’s worth selling
• [16:12] Find the best fit for your business
• [19:34] Are ridiculous valuations a sign of the times?
• [24:08] The importance of pull factors
• [28:53] Consider the freedom point

• Lost and Founder by Rand Fishkin
• Stephanie Breedlove
• Jodie Cook

• Get a FREE workbook to help you prepare for your business exit! 
• John’s website: Built to Sell
• John’s Podcast: Built to Sell Radio
• The Art of Selling Your Business
• Built to Sell
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How do you negotiate ethically while still protecting your interests? Chris Hadnagy—a brilliant master of persuasion and influence—shares some strategies from his latest book in this throwback edition of Negotiations Ninja!

Pat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales Management at Southam Newspapers, Hollinger Newspapers, and Canwest Newspapers. What did he learn in 20+ years in sales? Sometimes you have to take risks to reap the rewards. Pat works with people looking for unique perspectives on sales, negotiations, and a way to be above average. In this episode of Negotiations Ninja, he shares how a positive risk tolerance was a game-changer for him. 

• [3:03] Learn more about Pat Tinney
• [4:09] Pat’s latest book—The Bonus Round
• [7:51] The concept of positive risk tolerance
• [19:13] The creativity component
• [24:53] How to connect with Pat Tinney

• Six Thinking Hats by Edward De Bono

• Centroid Training and Marketing
• Connect on LinkedIn
• Follow on Twitter
• Unlocking Yes: Sales Negotiation Lessons & Strategy
• The Bonus Round: Corporate Sales Lessons & Strategy
• Perpetual Hunger: Sales Prospecting Lessons & Strategy

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Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why do women struggle to negotiate for themselves? How can they do things differently, feel more comfortable, and be more successful? After writing their first book, “Women Don’t Ask,” Sara and Linda Babcock wrote another book, “Ask for It.” The second book is a how-to of sorts to help women learn to be better negotiators. 

But it’s not just a confidence issue; it’s a systemic issue in the workplace. Books like Sara’s are important to help women feel like they aren’t alone—while giving them practical solutions to deal with the issues at hand. In this episode of Negotiations Ninja, we discuss practical ways women can become more effective and successful negotiators. Don’t miss it! 

• [1:32] Learn more about Sara Laschever
• [3:49] How to ask for the things you want
• [9:43] Approach a negotiator as an ally
• [12:57] Women excel at collaboration
• [13:51] The difference between value proposition and resume
• [16:58] Roleplaying as part of the preparation process
• [21:42] As cultural norms adapt, will negotiation styles change?
• [24:10] Place an emphasis on preparation and research
• [25:49] Learn how to connect with Sara Laschever

• BOOK: Women Don't Ask
• BOOK: Ask For It

• Contact Sara on her Website
• Connect on LinkedIn
• Follow on Twitter

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