What is a Group Purchasing Organization? How can it benefit procurement in numerous businesses? How does a Group Purchasing Organization fit into your overall procurement strategy? In this episode of Negotiations Ninja, Anthony Clervi joins us to answer these questions and convey the usefulness of a partnership with your business. 

Anthony Clervi is the president and CEO of Una. He helps companies of all shapes and sizes save money on indirect products—from office supplies to telecommunications. His goal is to connect with their supplier partners and members in a way that offers value to all parties.

• [2:32] Who Anthony is and what he does
• [3:35] What is a Group Purchasing Organization?
• [6:33] What’s been happening in the industry amid the COVID crisis
• [9:31] The biggest factors that lead to success with supplier-partners
• [13:33] What’s happening in the group purchasing space
• [17:08] The general business community is missing out
• [19:54] How to ascertain what a business needs from the GPO

• Una Group Purchasing 

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If you want a glimpse into the conversations experienced negotiators have on a daily basis—a sort of “scotch talk”—tune in to this episode of Negotiations Ninja! Dan Oblinger and Allan Tsang join me for a Q&A session where we dispel some common myths about negotiation. We chat about changing your mindset and viewing negotiation as a craft—not a gimmick. 

Dan Oblinger is a business consultant and negotiation coach with 10+ years of crisis negotiation experience under his belt. 

Allan Tsang, by day, is a negotiation coach and trainer to executives, entrepreneurs, and professionals. By night...he is also a negotiation coach and trainer—working with people in Asia.

• [0:32] Dan Oblinger and Allan Tsang Hijack the show!
• [1:53] Dan Oblinger’s background in crisis negotiation
• [3:03] Allan Tsang’s background in negotiation coaching
• [4:25] How did their Q&A’s on LinkedIn start
• [7:44] Their biggest negotiation pet peeves
• [13:20] There is no easy button in negotiation 
• [18:28] The interplay between strategies, tactics, and mindset
• [23:41] The importance of role-playing negotiations
• [25:23] Dan’s takeaway for the audience
• [27:28] Allan’s takeaway for listeners

• eBook: Sharpen Your N-Factor
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• Leadercraft

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How do you apply an Eastern mindset in negotiation? What are some of the core principles that Eastern cultures base their negotiations on? How can an American embrace some of these principles to create long-term and successful relationships? Mala Subramaniam joins me in this episode of Negotiations Ninja to educate us on Indian and East-Asian negotiation and how it differs from American and/or European styles. She also shares seven successful behaviors you can embrace from an Eastern mindset that will have a long-term impact on your negotiations. 

Mala Subramaniam is an executive coach, corporate speaker, and cross-cultural trainer who has spent over 20 years blending Eastern and western negotiation styles. She is also the author of the book: Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations. Don’t miss her expertise and insight in this informative episode. 

• [1:47] Mala Subramaniam’s background in negotiation 
• [4:15] The difference between an Eastern mindset and Western mindset
• [6:18] The differences in communicating the word ‘no’ 
• [8:34] Seven behaviors that set you up for success
• [16:52] Meditation and mindfulness as part of negotiation training
• [19:52] The concept of Chakra in negotiation
• [22:04] Why the intention doesn’t align with an Eastern Mindset
• [25:21] One negotiation style does NOT fit all
• [27:33] How to connect with Mala Subramaniam online 

• BOOK: Never Split the Difference
• BOOK: Getting to Yes

• BOOK: Beyond Wins
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Are you a car salesman or sales negotiator? Do you understand what the car sales process should look like? Even if you aren’t a car salesman, this episode of Negotiations Ninja is packed with some amazing insight on sales negotiation. Tim Kintz—the President of the Kintz Group—shares how to make the sales process more effective from a different perspective. Tim offers consulting for the retail side of the automotive industry—everything from training, to seminars, to workshops at Top Golf. If you want to get into the mind of your buyer, don’t miss this episode of Negotiations Ninja!

• [1:24] Tim Kintz brings a different perspective to the podcast
• [2:55] What does ‘negotiation is optional’ mean?
• [3:50] Why don’t salespeople ask for full price?
• [4:37] Avoid letting your emotions cloud the process
• [5:36] Negotiate out of inspiration—not desperation
• [7:04] Whoever cares the least about a deal...
• [11:44] The right questions to ask customers
• [14:23] Whoever starts the negotiation has the advantage
• [17:23] What are removable objections?
• [19:47] Don’t be afraid to negotiate

• Herb Cohen
• John F. Kennedy

• BOOK: Frictionless: Closing and Negotiating with Purpose
• The Kintz Group
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Dr. Elouise Epstein is a digital futurist and dot-connector in the world of procurement. She believes if you’re going to bring a new procurement operating model into this new world—and operate in the 21st century—it’s all got to start with digital. Dr. Elouise focuses specifically on digital excellence in procurement and supply chain. She’s a proponent of understanding emerging innovation in digital technologies. She has over 20 years of experience designing digital procurement and supply chain strategies for fortune 500 companies. Listen for a fascinating conversation directed towards those ready for a continuous shift into the future. 

• [2:27] Dr. Elouise Epstein specializes in digital procurement transformation
• [5:00] It’s not about what’s happening, it’s about what you do next
• [7:37] Where innovation in procurement is happening 
• [12:36] The opportunities being taken advantage of
• [17:37] The positive disruption through the process of collaboration
• [21:05] Have large companies lost the ability to innovate? 
• [25:48] Whoever can deliver innovation in procurement will win
• [28:08] Why it’s time to embrace the shift towards digitalization
• [31:23] How to connect with Dr. Elouise Epstein

• Procurement Foundry
• Mike Cadieux
• SupplyHive
• tealbook

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• Elouise on Kearney

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Do you avoid resolving conflict in negotiations? Do you avoid any and all conflict in general? This is a common tendency and human nature for most, but not what you want to embrace to be a successful negotiator. In this episode of Negotiations Ninja, Dr. Jennifer Goldman-Wetzler shares some of her conflict resolution strategies that you can use to become aware of and change your own behaviors. Don’t miss her expertise and insight into resolving conflict. 

Dr. Jennifer Goldman-Wetlzer is the founder and CEO of the Alignment Strategies group. She holds a Ph.D. in Organizational Psychology from Columbia University—and is now a professor at the same university. She specializes in helping individuals and organizations find freedom from challenging conflict. She recently penned the book: Optimal Outcomes: Free Yourself from Conflict at Work, at Home, and in Life.

• [0:34] Introducing Dr. Jennifer Goldman-Wetzler 
• [2:36] The relationship between conflict and negotiation
• [3:38] The #1 mistake people make when faced with conflict
• [5:25] Why do negotiators—and people in general—avoid conflict?
• [8:01] How your family of origin impacts your behavior
• [12:00] 8 Practices to use when you find yourself in conflict
• [22:51] Tactical advice on resolving conflict in the workplace
• [25:33] Sometimes conflict resolution is ended counter-culture behavior
• [27:13] Resolving conflict using Jennifer’s method isn’t for the faint of heart

• TEDx Talk on Optimal Outcomes
• Book: Optimal Outcomes
• Optimal Outcomes Assessment
• OptimalOutcomesBook.com

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• Alignment Strategies Group

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The negotiation strategies and tactics that you utilize can make a powerful difference in the outcome of your negotiation. How do you handle objections? What is the focus of your negotiation? Do you ask open-ended questions? Every step of the process is helped by the right negotiation strategies. In this episode of Negotiations Ninja, Alexandra Carter shares her insight into the world of negotiation. Don’t miss it! 

Alexandra Carter is the Director of the Columbia Law School’s Mediation Clinic. She is a professor that focuses on teaching mediation and dispute resolution in negotiation. She recently published her book: Ask for More: 10 Questions to Negotiate Anything. Alexandra is a world-renowned negotiation trainer for the United Nations and has taught numerous negotiation workshops to hundreds of diplomats. Her expertise is unquestionable.

• [1:36] Alexandra’s background in negotiation 
• [2:06] Public negotiations vs. business negotiations
• [3:41] Shift the focus toward determining the core problem
• [6:32] The power of silence in the negotiation process
• [11:32] How fear and guilt influence a negotiation
• [17:00] A discussion of Alexandra’s book: Ask for More

• Indie Bound
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• BOOK: Ask for More

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Do you have a blunt negotiation style? Or are you more diplomatic in your approach? While negotiation styles can vary greatly, Anthony Sarandrea is an advocate for cutting the crap and getting down to business. What does that look like? How does his blunt negotiation style move the negotiation forward? Listen to this episode of Negotiations Ninja to find out. 

Anthony Sarandrea is an entrepreneur extraordinaire that helps entrepreneurs scale their business(es). He’s recognized as one of the top lead generators in the world focusing in the health, finance, and legal space. One of his businesses—SiteFlood—generates thousands of inbound leads a day. He’s been recognized as one of Forbes 30 Under 30. Don’t miss this solid conversation. 

• [2:50] Why should entrepreneurs excel at negotiating?
• [4:56] Knowing yourself must be your starting place 
• [8:55] Achieve goals by embracing a blunt negotiation style
• [12:15] Why we need to have more blunt conversations
• [14:28] Overcoming dominance plays in negotiation
• [17:51] How to improve your negotiation techniques

• Tony Robbins
• Mark Cuban

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A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation process. The author of the book Gap Selling: Getting the Customer to Yes is the special guest on this episode of Negotiations Ninja. Listen to this episode as we talk about the ins and outs of his gap selling sales strategy.

Keenan is the CEO of “A Sales Guy Consulting” and “A Sales Guy Recruiting.” He’s also the best-selling author of multiple books (Gap Selling and Not Taught). His strategy is a game-changer for sales organizations, geared towards helping them find long-term success. Don’t miss his unique and successful take on sales! 

• [1:36] Keenan’s background in sales
• [2:48] The major difference between sales and procurement
• [4:05] Where sales and procurement miss the mark
• [7:13] Keenan’s mission to banish open-ended answers
• [11:52] Why ‘objections’ should never be an issue
• [18:08] Understand that the sales process is based on emotion
• [19:38] A sales negotiation is all about the desired outcome
• [21:47] Where to connect with Keenan

• BOOK: Gap Selling
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• A Sales Guy on LinkedIn
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Most lawyers are not properly trained in legal negotiations. In many law schools, negotiation classes are offered—but not mandatory. So how does a lawyer cultivate the necessary skills and learn to negotiate effectively? Dr. Claudia Winkler joins me today to open the discussion about legal negotiation. We talk about the perception of lawyers’ abilities, managing emotion, planning a legal negotiation—and more. Don’t miss this episode of Negotiations Ninja!

Dr. Claudia Winkler is the founder and lead trainer at The Negotiation Academy™. She holds a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She desires to help lawyers leverage their communication and negotiation skills to become the super-negotiators of tomorrow. Listen for a glimpse of her story and an overview of negotiations for lawyers. 

• [2:08] Dr. Claudia Winkler’s background in law and negotiation
• [3:58] The public expectation that lawyers are super-negotiators
• [8:10] Where legal negotiations tend to derail
• [9:53] Fight or flight: how to teach lawyers to manage their emotions
• [11:49] How Claudia recommends improving negotiation skills
• [14:44] Planning and preparation for a legal negotiation
• [16:40] Cultivate open communication between lawyers and clients
• [20:17] Negotiating during times of crisis
• [23:41] Enactment of a Force Majeure clause
• [26:52] How to connect with Dr. Claudia Winkler

• What is a Force Majeure?
• COVID-19 Force Majeure?

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