In this Thursday Throwback we jump to episode #108 with the amazing Dr. David Matsumoto. We talk about his astounding career and research. We take a deep-dive into micro-expressions and how to detect deception in someone's face. It's astounding that your face can give away everything someone needs to know. Dr. David Matsumoto shares how you can improve your observational skills and learn to read people's faces. He gives away so much in this informative episode. Do not miss it!

Michael van Keulen (MVK) was born and raised in Amsterdam. He was at Foot Locker 15 years ago when they embraced e-sourcing with Iasta. He started in financing but fell in love with procurement. He set up the procurement function in Europe at VF Corp which caught the eye of corporate. So they asked him to lead their global transformation. He then joined Lululemon five years ago and built their procurement infrastructure from the ground up. He brought them into the modern era. 

Now, MVK is the Chief Procurement Officer at Coupa Software. With over 20 years in procurement and finance—on both sides of the table—he knows the industry inside and out. In this episode of Negotiations Ninja, we take a deep dive into digital implementation, getting stakeholders on board, and the best practices to follow. 

• [2:15] MVK’s background in procurement
• [4:44] Similarities from the inside and outside 
• [6:45] The resistance to digitally transform 
• [9:22] The right stakeholders to get on board
• [14:33] The questions to ask technology partners
• [18:32] Where procurement tech is going 
• [21:30] Benchmarking data at scale
• [28:06] Stakeholder engagement is the key to success
• [29:19] How to connect with MVK

• VF Corporation

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It’s become fairly evident that emotions play a large part in negotiations. Being able to manage your emotions is one of the most important parts of a negotiation. When things go sideways, frustration builds, and tempers flare, what do you do? How do you keep your emotions from spinning out of control? 

Svitlana Kalitsun realized through her career as a lawyer that negotiation techniques aren’t taught—but they’re expected of lawyers. So she sought out negotiation training and found her calling. Now, Svitlanais a trainer at the Negotiation Academy, based in Vienna, Austria. She has 10+ years of experience working in leading law firms and large corporations. Svitlana is one of the leading women in the world at what she does. 

• [2:30] Svitlana Kalitsun’s background in negotiation
• [4:57] Why we counter emotion with emotion 
• [6:52] How to counteract an angry response
• [11:41] How to deal with a counterparts emotion
• [17:11] What happens after you’ve cooled down?
• [18:24] Why “I feel” versus “you are”
• [22:00] Emotion is a distraction from the negotiation 
• [22:52] How to connect with Svitlana Kalitsun

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How do you negotiate like an entrepreneur? Marty Park—my business coach and entrepreneur extraordinaire—has built 14 companies over two decades. You don't build that many businesses from the ground up without being an expert negotiator. So in this special Throwback Thursday episode, we take a look back at episode #117. Marty shares what he thinks is often overlooked in negotiation. He shares an example of a failed negotiation—as well as his favorite negotiation (HINT: It included free beer). He also shares how to leverage Logos, Pathos, and Ethos. Don't miss this episode!

What is happening between Israel and the United Arab Emirates? Is the U.S. part of the negotiations? What has led to the trade deals that are being formalized? This is a massive and historically relevant deal that’s been overshadowed by the coronavirus. Dr. Shira Mor shares a boots on the ground perspective of what’s happening in Tel Aviv. Get the inside scoop on the trade negotiations in this episode of Negotiations Ninja. 

Dr. Shira Mor is an Israeli-American who graduated from the Columbia Business School in 2013 with a Ph.D. in Management. She has worked with executives and start-ups to obtain funding. She negotiated with a European central bank in 2014. She is an organizational consultant, lecturer, content writing specialist, and an expert in multi-cultural negotiations. She brings unique expertise and perspective to this episode. Don’t miss it!

NOTE: The United Arab Emirates will be referred to as UAE, Emirates, and the Union throughout the episode. 

• [1:52] Dr. Shira Moor’s background in negotiation
• [4:27] Why is this trade deal monumental?
• [6:39] How did the first deal happen
• [8:10] Capitalism breaks down barriers
• [9:45] The cultural similarities between the nations
• [12:30] North American negotiations with the Emirates
• [18:17] The key differences to overcome
• [20:40] What can the formalized process be attributed to
• [22:26] What’s the next thing on the horizon
• [25:42] How to develop relationships with people in the UAE
• [28:51] How to connect with Dr. Shira Mor

• StartupNation
• Weizmann Institute
• Jewish Council of the Emirates
• Think Again by Adam Grant

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In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #120 with Cal Chrustie. Cal was with the Royal Canadian Mounted Police for 34 years, served as a Negotiations Mediator for the United Nations, and has been involved in high-stakes negotiations around the world. 

In this episode, Cal shares the story of a failed negotiation with a terrorist group that sadly led to the death of multiple hostages. He shares how to assess failed negotiations, how to understand the needs and wants of the other party, and the importance of debriefing. Don't miss this powerful episode.  

What is the difference between influence and manipulation? Many people define them the same way—but that’s a mistake. They are fundamentally different. Bog Burg explains why in this episode of Negotiations Ninja. Bob Burg got his start as a radio broadcaster, had a stint on tv, and then dove into sales. He is the co-author of The Go-Giver series, written with John David Mann. They wrote the books in story-form to convey the idea of giving versus getting in sales. But they also talk about the difference between influence and manipulation. Listen to learn more!

• [2:18] The difference between influence and manipulation
• [6:18] Learn how to master your emotions
• [11:55] How to practice emotional management
• [15:11] The importance of having a mentor
• [16:54] See things from the other person’s perspective
• [22:23] The most influential thing you can do
• [24:17] Above all—communicate with empathy 

• The Art of Talking So That People Will Listen
• The Go-Giver
• Go-Givers Sell More
• The Go-Giver Leader
• The Go-Giver Influencer

• The Go-Giver Website
• Bob’s Website
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In this special Throwback Thursday episode of the Negotiations Ninja podcast, we take a look back at episode 124 with Kim Orlesky. Kim is the President of KO Advantage Group and is a master of B2B sales. In this episode she shares insight into the negotiation process from a sales standpoint. We cover everything from emotional intelligence to consultative selling. For a great refresher on the sales perspective, check it out!

What can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job availability in your region just isn’t there? The procurement industry is growing into a global force and procurement professionals need to adapt to their changing world. 

Martin Smith—the Managing Director of Talent Drive in the U.K.—joins this episode of the Negotiations Ninja podcast to share a fascinating outside perspective into the procurement industry. He is a high-level top-tier procurement recruiter. Martin is also the host of the Talent Talks podcast, where procurement people in the field give unreal tips about staying relevant in the market. Don’t miss his insight into the world of procurement. 

• [2:43] Martin Smith’s background in the industry
• [3:37] Why procurement people don’t like talking about themselves
• [4:21] How the market is changing in the U.K.
• [6:54] How to approach a raise or position change
• [8:53] How to approach the interview
• [10:28] Geo arbitrage: cheaper labor?
• [14:30] How is an interview similar to a negotiation?
• [19:09] Contrasting candidates in the U.K. and the U.S.
• [21:25] The rapid move towards implementing AI
• [23:43] Be authentic + be yourself
• [24:28] How to connect with Martin

• Talent Talks Podcast
• Bid Ops

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• TalentDrive

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In this special throwback episode of the Negotiations Ninja podcast, we jump back to episode 141 with Alexandra Carter. She is the Director of the Columbia Law School’s Mediation Clinic, the author of Ask for More: 10 Questions to Negotiate Anything, and a world-renowned negotiation trainer for the United Nations. She covers important negotiation strategies and tactics. She also touches on the influence of fear and guilt on the outcome of a negotiation and talks about the power of silence. Lastly, she discusses her new book. Don't miss it!