Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths fact—or fiction? In this episode of Negotiations Ninja, the myth-buster has returned. Allan Tsang joins me to shed some light on these long-believed negotiation myths (including the fallacy of win-win). Don't miss this eye-opening conversation!

• The Trust Factor: Negotiating in SMARTnership by Keld Jensen
• Life or Death Listening by Dan Oblinger
• Social Engineering by Chris Hadnagy
• Start with NO by Jim Camp

• 88 Owls
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• The Win-Win Trap

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In this throwback edition of Negotiations Ninja, we revisit a great episode with Molly Bloom. Molly spent years organizing high-stakes poker games for celebrities. It eventually led to a very public arrest and trial. If you haven't heard her story—and what she learned from her life choices—you're missing out. Check out this throwback to hear her provocative story and learn how to overcome adversity and persevere.

The biggest mistake that business owners make is that they don't plan their exit from their business. People don't think about the planning and preparation that goes into negotiating the sale of their business. Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines exactly what you need to do to get top dollar for your business in her book, "Exit Rich." Michelle covers much of that process in this episode of Negotiations Ninja. Don't miss it!

• [1:55] Who is Michelle Seiler Tucker?
• [3:57] The flip-flop of statistics
• [5:46] Formulating an exit plan
• [7:43] Michelle's GPS Exit Model
• [12:14] The 6 pillars of proprietary
• [20:31] The 6 P Method to exit rich
• [28:34] How to get Michelle's book + membership

• ExitRichBook.com (Get the book now)
• BOOK: Exit Rich
• Text "Michelle" to 888-526-5750 for more resources
• Michelle's website
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In this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of "The Contract Professional's Playbook." They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much more. Don't miss this fascinating conversation!

If you don't know how to negotiate, you won't make a profit, right? You'll just be giving things away. If you don't negotiate well, you're essentially giving away your paycheck and company profit. But because the western world is so unaccustomed to negotiating every single day, they struggle to close. In this special episode swap, Paul Watts has a conversation with Jeb Blount about crafting a powerful negotiation strategy. This episode is packed with information you can use to become a better negotiator—don't miss it!

Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called Sales Reinvented. His mission is to change the negative perception of salespeople with a vision to create a world where selling is a profession to be proud of.

Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He's a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast.

• [0:33] Episode swap with Sales Reinvented
• [1:43] Who is Jeb Blount?
• [2:26] Jeb's definition of negotiation
• [3:27] Negotiation = the precursor to profit
• [4:35] Why salespeople find negotiation uncomfortable
• [6:44] How Jeb prepares for a high-stakes negotiation
• [11:23] Emotional discipline is paramount to success
• [14:40] The MLP Strategy (motivation, leverage, and power)
• [18:38] Important negotiation dos and don'ts
• [21:55] Jeb's eye-opening negotiation story

• The Sales Gravy Podcast
• Jeb's Book: INKED

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• The Sales Reinvented Podcast

• Jeb's Website
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• Watch on YouTube

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In this throwback, we take a look back at episode #123 with international negotiator Mihai Isman. In this episode, we covered negotiating across cultures. Negotiating through culture and language differences adds a level of complexity that is often overlooked. Religious beliefs, mindsets, concepts, and even words and phrases can be understood differently. So what do you do? Mihai shares some advice and things to be mindful of when negotiating with a different culture. Don't miss this special replay!

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.

• [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 Jones

• Influence: The Psychology of Persuasion by Robert Cialdini
• Just Listen by Dr. Mark Goulston
• You Can Negotiate Anything by Herb Cohen

• Phil's Book: Exactly What to Say
• Phil's website
• Connect on LinkedIn
• Follow on Twitter

• Text me at 587-315-5948 for negotiation advice!
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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!

• [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 Isman

• I&P Negotiation Consulting
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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!