Where are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract negotiations and dispute resolution. Saving YOU money is their bread and butter. It's all about investigative research and digging into the details. They find the truth and present the data to their clients. It's up to the client to take action—or ignore it. In this episode of Negotiations Ninja, Richard Ham—the CEO of Fine Tune—shares some of the strategies they use to successfully resolve conflict.

• [2:27] Rich's background in journalism
• [6:39] The move from journalism to dispute resolution
• [10:00] Overarching themes in conflict
• [12:28] Fine Tune's proprietary system: EMOAT
• [15:26] Woking your way through disputes
• [18:11] 3 things that are critical to successful negotiations
• [21:45] When solidarity falls apart: dealing with the situation
• [24:57] What happens after the dispute is solved?
• [27:13] Rich's closing three pieces of advice
• [27:13] Rich's closing three pieces of advice
• [28:28] Connect with Fine Tune + Rich

• Fine Tune Knowledge Center
• Cintas

• Rich on LinkedIn
• Fine Tune on LinkedIn
• Fine Tune

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In this Throwback Thursday episode we return to episode 113 with Marty Latz, the CEO of Latz Negotiation. Marty shares some priceless negotiation wisdom. Marty emphasizes the necessity of deeply listening to the other party—that negotiation is more about listening than persuading. He delves into the importance of asking the right questions. What are the core influencers behind their positions? Do you have the insight necessary for a successful outcome? Have you prepared properly for the negotiation? Don't miss this insightful throwback!

How can AI make your negotiations more efficient? How can it improve outcomes for your organization? What will the ongoing role of AI be moving forward? These are some of the questions Martin Rand—Founder and CEO of Pactum AI—answers in this episode of Negotiations Ninja. While AI is still considered a new frontier to some, it is quickly becoming more applicable to the everyday functions of a business. Tune in to this episode to find out how it could impact you—positively OR negatively.

• [1:24] Martin Rand's background
• [4:09] How cognitive biases impact negotiations
• [4:40] Creating value from neglected areas
• [8:43] Do people want to negotiate with a bot?
• [11:52] The future of bots in negotiation
• [17:40] The ideal client for AI negotiations
• [21:04] How to connect with Martin/Pactum

• Pactum
• e-Residency

• Connect on LinkedIn
• Follow on Twitter
• Martin(at)Pactum.com

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In this special Throwback Thursday episode of the Negotiations Ninja podcast we jump back to episode #43 with Chris Voss. Chris Voss is a HUGE name in the field of negotiations. In this episode we take a deep-dive into the nuances of his book: Never Split the Difference. It's full of tactical tips + strategies that every negotiator needs to hear. Don't miss it!

Why are people reluctant to change? What are the barriers to change? How do you overcome them? According to Jonah Berger, you have to find the catalyst that's needed to create the change to overcome those barriers. In this episode of Negotiations Ninja, Jonah talks about the 5 most common barriers and how to overcome them to create lasting change. Don't miss it!

Jonah has been a marketing professor at the Wharton School of Business at the University of Pennsylvania for 13 years. He researches social influence, word of mouth, and why products, ideas, and behaviors catch on. A couple of years ago he wrote Contagious: Why Things Catch On and more recently wrote the book The Catalyst: How to Change Anyone's Mind.

• [1:53] Jonah's background in the industry
• [3:42] Change minds by reducing reactants
• [6:30] Bypassing the anti-persuasion radar
• [9:30] How many choices should be available
• [13:14] Endowment: stick with what you know
• [19:28] How to frame the cost of inaction
• [20:18] How corroborating evidence is a catalyst
• [23:00] How to connect with Jonah Berger

• BOOK: The Catalyst by Jonah Berger
• BOOK: Contagious by Jonah Berger
• Pareto Optimality

• Jonah's Website
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• Connect on LinkedIn

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This week's Throwback Thursday is a reboot of episode #118 with the one and only Gary Noesner. Gary was the lead negotiator at the Waco Siege. In this episode, he shares what contributed to the regrettable outcome, how to deal with negotiation standoffs, and the similarities between business and hostage negotiations. The negotiation lessons you'll receive from this conversation are priceless. Don't miss this throwback!

How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcome? We all have an inherent bias that influences every question we ask and how we interact with others. In this episode of Negotiations Ninja, Dan Lappin—the CEO of Lappin 180—shares some insight from a sales perspective. Listen to hear his thoughts on how to overcome bias in negotiation.

• [1:35] Dan Lappin shares his background
• [3:18] The way we sell isn't the way people interact
• [5:43] How to remove your attachment to the outcomes
• [10:12] The most common biases to overcome
• [15:40] Change the intent behind your questions
• [19:00] Three mindsets you need to align with
• [20:53] Dan's biggest piece of advice about negotiation
• [23:01] How to connect with Dan Lappin

• Lappin 180
• The Breaking Sales podcast

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• Connect on LinkedIn
• Follow on Facebook

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This Throwback Thursday episode takes us back to episode #100 with Robert Greene. This episode is a discussion around negotiating power and why the motives behind power moves aren't always bad. Robert also touches on the topics of misdirection, masked intentions, predictability, action vs. planning in negotiation, and much more. Don't miss this throwback!

Josh Weiss believes very deeply in the power of story. When you tell a story, there isn't debate because they're real things that really happened—not just theory. When people are skeptical of negotiation, its value, or its applicability it's often based more on myth than fact.

So Josh set out to show people what negotiation looks like in real-life in his new book, The Book of Real-World Negotiations. In this episode of the Negotiations Ninja podcast, Josh shares some of the stories that can bring immense value to the negotiation process. Don't miss it!

Josh co-directs a project with William Ury at Harvard called the Global Negotiation Initiative. He directs Bay Path's Master of Science in Leadership and Negotiation (which is completely online). Josh is also a negotiation consultant who works with numerous organizations.

• [2:22] Josh Weiss background in negotiation
• [3:24] Josh talks about the power of story
• [7:19] How to make an agreement better
• [15:18] The value of the relationship
• [21:27] Hostage negotiations and onions
• [25:16] Team-based negotiations and deal fatigue
• [27:09] How to connect with Josh

• Howard Raiffa
• Getting to Yes by William Ury
• Getting to Yes with Yourself by William Ury
• Association for Conflict Resolution

• Josh's Website
• The Book of Real-World Negotiations

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Many people are struggling in the midst of the Coronavirus crisis. Some have lost their jobs and were the only source of income for their family. Others have become ill or know someone who has passed away. Many people feel lonely and isolated from loved ones and are struggling with thoughts of suicide. What do you do if a friend or family member is suicidal? What are some suicide prevention tips? What resources are available to guide you? Scott Tillema shares important suicide prevention strategies in this episode of Negotiations Ninja. Do not miss it.

Scott is a Police Lieutenant currently serving as the Department Coordinator of Training and Emergency Services in the Chicago suburbs. Scott spent many years in police hostage and crisis negotiation. Now, Scott works with the Schranner Negotiation Institute as a trainer and with the BigSpeak Speakers Bureau as a keynote speaker. Scott also travels the country speaking to police hostage negotiators, offering insight and training.

• [0:34] Crisis negotiation and suicide prevention
• [2:28] Scott Tillema's background in negotiation
• [4:33] Scott's 4-Step suicide risk assessment
• [13:10] If a loved one is on the edge—what do you do?
• [16:22] Words or phrases to avoid in difficult conversations
• [18:33] Scott's volunteer work with the crisis text line
• [21:15] Connect with Scott online

• National Suicide Prevention Lifeline
• Suicide Assessment Five-Step Evaluation and Triage
• Suicidal Ideation Risk Assessment
• BigSpeak Speakers Bureau
• Schranner Negotiation Institute

• Connect on LinkedIn
• Scott's Ted Talk

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