Mr Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to. Mike and I also get into a discussion about AAR's or After Action Reviews and doing deep dives into your negotiation after the fact to see what you did well, what didn't go well and what can be improved for next time. Mike's even developed a cool little app called the Negotiation 360 app (available on Google Play and the App Store) that allows you to rank and rate your negotiation and take notes on it so you can track your progress on skill set from one negotiation to the next.

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

How does gender affect negotiation? We ignore these types of questions because they can be controversial and inflammatory. But we shouldn't ignore these questions. Only by asking these questions can we understand each other better.

Dr. Shira Mor explains gender stereotyping in negotiations and talks about how those roles limit and enhance some negotiations.

This is the 7th of 7 interviews that I did live in the speaker's room at WIN Summit.

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Michael Cadieux was Chief Procurement Officer of one of the largest communication firms in the world. But he left safe and stable employment to strike it out on his own. Why? I aim to find out.

Mike and I get into the trends that are emerging in the procurement world, the opportunities he sees to reduce cost and improve productivity, and we get into two massive areas of potential savings in tailspend and tax (tax is way bigger than you think).

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

The amazing and incredible Sandra Gault is on the Negotiations Ninja Podcast. To call Sandra a disrupter would be an understatement. She's literally turned the women's shoe industry on it's head. We get into an amazing conversation about raising capital, developing credibility, and negotiating with shoe manufacturers.

This is the 6th of 7 interviews that I did live in the speaker's room at WIN Summit.

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

If you don't know who Chris Voss is, do yourself a favor and pick up a copy of his book: Never Split the Difference. It will change the way you look at negotiation forever. In this episode, Chris and I talk about some of the finer nuances and intricacies behind the tactics he teaches in his book.

Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI's chief international hostage and kidnapping negotiator from 2003 to 2007. Before that, Voss worked on NYC's Joint Terrorist Task Force investigating terrorist activities and attacks. After working on more than 150 international hostage cases he retired from the FBI in 2007 and founded The Black Swan Group.

• [2:18] Chris's background in FBI Crisis Negotiation
• [3:48] Why you want an early "no"
• [6:50] Two needs: to be understood and accepted
• [8:57] What is the late-night DJ voice?
• [12:36] The major failure in negotiation training
• [16:56] Why you should NEVER split the difference
• [20:01] The concept of extreme anchoring
• [21:48] Calibrated "How" questions
• [23:14] Why you want to hear "that's right" NOT "you're right"
• [25:14] Be as assertive but nicer
• [28:02] Don't take yourself hostage

• Book: Never Split the Difference
• Book: Start with No
• Book: Beyond Winning

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How do you handle "no"? Because that's ultimately what we all want to know. The word "no" is scary because it feels like we're being rejected. And rejection hurts! But maybe there's a way to re-frame "no". Does "no" actually mean "no"? Or is it an opportunity to reflect and re-frame and find an opportunity to be creative to meet the needs of your customer more?

This is the 5th of 7 interviews that I did live in the speaker's room at WIN Summit.

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

We talk about the tech industry as being a disruptive. But what about the cannabis industry? This interview is with Bruce Linton, the Founder and CEO of Canopy Growth Corporation.

The questions that I asked myself going into this were, "How does someone take something that was, and still is in many places, illegal and make it something that is now considered mainstream?" and "What are the negotiation techniques he used to make that happen?"

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Caroline Hubbard is a young Harvard grad who works at LinkedIn as a strategy analyst. The conversation we had was all about enacting change at work and the negotiation skills required to do so. More than that, it was about how different generations in the work place can work together to generate more value. Of course we talked about Millennials and their impact on the work place and she was able to get me to reflect on my own biases.

This is the 4th of 7 interviews that I did live in the speaker's room at WIN Summit.

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Stacey Taylor, SVP & Chief Procurement Officer of MGM Resorts International, and I talk about the unique procurement and negotiation challenges that exist in the hotel and casino business. With nearly 30 years of experience in procurement, she has a unique understanding of procurement. She's served in leadership positions with ConAgra and Tyco and serves on the board of ISM and as an adviser to COUPA and WRMSDC. It was a pleasure having her on.

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

This is the third incredible interview I did at the WIN (Women's Insights on Negotiation) Summit. Cary Carbonaro, an award winning, internationally known Personal Finance Expert, with over 25 years of experience, talks about how women can negotiate their personal finances. Cary has been a guest on "Fox & Friends", "The Today Show," CNN, CNBC, CBS, Fox News, ABC, NPR, Fox 5 NY, NY1 and Good Morning Orlando. It was awesome having her on the show.

This is the 3rd of 7 interviews that I did live in the speaker's room at WIN Summit.

ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast