In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it! 

In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the challenges students face when negotiating job offers when they leave universities. We also talk about why young people are hesitant to negotiate and what parents and educators can do to change that. Young people need to learn how to advocate for themselves to succeed in their future. This episode is full of spectacular advice—don’t miss it.

• [1:30] Learn more about Jean Reyt
• [2:14] Why are young people hesitant to negotiate?
• [4:48] The transformation to assertiveness 
• [7:28] Why don’t schools teach these critical life skills?
• [16:30] The end result of negotiating is always better
• [19:33] Why you must negotiate before you sign the contract
• [22:59] How to approach difficult conversations
• [27:25] How to connect with Jean-Nicolas Reyt

• iDecisionGames

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What role does your core identity play in a negotiation? How does it change your approach when there’s conflict? In this special throwback, Daniel Shapiro—the man in charge of the Harvard International Negotiation program—shares how your identity comes into play in every negotiation. Don’t miss his unique perspective that draws examples from all over the world!

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that’s helped hundreds of women use the spoke model negotiation strategy to make more money. In today’s conversation, we talked about negotiating your way into a startup. What are the biggest mistakes that people make? How do you build leverage into the negotiation? What should your plan look like? Listen to hear Victoria’s thoughts!

• [1:46] Learn more about Victoria Pynchon
• [3:25] Moving from a corporate to a startup 
• [4:50] The biggest mistakes people make
• [10:16] Decision quality and negotiation 
• [14:24] Building leverage in the negotiation 
• [22:15] Building a plan is critical
• [23:59] How to connect with Victoria

• She Negotiates
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In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #185 with—believe it or not—magician Tim David. Tim shares the lessons that he’s learned from a life on stage. The basic premise? Everything is about human connection. It’s not about the magic tricks or the skills you employ. Learn all about the power of connection in this throwback!

Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “Influence: The Psychology of Persuasion.” But that doesn’t mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it! 

In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage negotiation trainer, a psychiatrist, and the author of nine books, one of which is the #1 listening book on the planet: Just Listen. In this episode, Dr. Goulston shares actionable tips and strategies to help you be more curious, empathetic, and a better listener. Don’t miss it! 

What are people afraid of when it comes to negotiation? How do you build confidence in your abilities? What are the three R’s of negotiation, and how can it impact your success? Overcoming your fears and developing confidence go hand-in-hand—but how do you conquer them? Lynn Price—Speaker, Author, Consultant & Attorney—covers all of these topics in this episode of Negotiations Ninja. 

• [1:35] Learn more about Lynn Price
• [2:18] The concept of fear in negotiation
• [4:09] How to overcome your fear
• [8:25] The background on the three R’s
• [13:41] Which “R” is the most important?
• [15:06] How to build confidence in negotiation 
• [18:16] The concept of relatability 
• [22:10] How to pivot when you’re flustered
• [23:57] How to learn more about Lynn

• Lynn’s book: Negotiate It!

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• Lynn Price Consulting

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How do you move your audience? How do you influence people? Phil Jones provides the script in his book “Exactly What to Say: The Magic Words for Influence and Impact.” His practical field manual is something that you can reference in your negotiation preparation to help you pinpoint exactly what you need to say to influence ethically. Don’t miss it!

How do you negotiate for yourself, as opposed to an organization or employer? If you’ve been in the game for a while, you know there is a difference. You have an odd emotional attachment to negotiations when they’re for yourself. You may find that you don’t advocate well for your own needs—but do extraordinarily well on behalf of others. So how do you ditch the extra emotion and create some big wins for yourself? Deborah Kolb—Professor Emerita from Simmons School of Management—shares her expertise in this episode of Negotiations Ninja. 

• [1:47] Learn more about Deborah Kolb
• [3:52] Why are your wants and needs difficult to articulate? 
• [8:33] How to turn small wins into big gains
• [13:02] How to work backward from the outcome
• [19:17] Why clearly communicating your value is important 
• [24:03] Searching for creative options for mutual gain
• [27:42] The concept of “Moves and turns”

• Book: Negotiating at Work: Turn Small Wins into Big Gains
• The Negotiation in the Workplace project
• Article: Madam C.E.O., Get Me a Coffee

• Deborah’s website
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