What is an indemnity clause? Why do companies have indemnity clauses? What do contract professionals need to be aware of? Jeanette Nyden has spent the last 18+ years teaching people how to negotiate the word of complex contract negotiations. She shares how you can navigate indemnity clauses in this throwback episode of Negotiations Ninja! 

https://negotiations.ninja/podcast/understanding-indemnities-with-jeanette-nyden-ep-270/

What do most sales books get wrong? What levers of influence are necessary to move people in your direction? What is the mindset shift required to move from novice to successful salesperson? These are all things that Douglas Cole covers in his newest book, “The Sales MBA,” and we’re lucky enough to discuss them in this episode of Negotiations Ninja. 

• [1:45] Learn more about Douglas Cole
• [2:20] Learn more about Douglas’s book: The Sales MBA
• [5:51] How you can become a change agent 
• [8:58] The energy of where change is
• [13:28] Becoming a decision architect
• [16:32] The principle of self-interest
• [19:56] Levers to create influence
• [23:37] Why people forget to leverage unity

• The Sales MBA: How to Influence Corporate Buyers
• Influence: The Psychology of Persuasion 
• Pre-Suasion: A Revolutionary Way to Influence and Persuade

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What do you focus on when negotiating labor categories? People often leave money on the table because they prioritize convenience. But what they should really focus on is bringing in an industry insider that understands every component—including cost structure—so they can help you optimize costs.  Matt Smith and Rich Hamm take a deep dive into negotiating labor categories in this throwback episode of Negotiations Ninja! 

What is it costing you to not listen? Over time, when you stop listening, it erodes your relationships. It might be at work, it might be at home, but it impacts every facet of your life. 

That’s why listening is at the heart of learning to resolve conflict. Conflict resolution isn’t always about agreement—it’s about alignment. You need to be able to respect each other’s viewpoints and decisions. 

And it’s why “The Power of Understanding” is the subtitle of Christine’s book. When you understand, you earn the right to lead, influence, and resolve problems. But most people aren’t wired to do this naturally. People assume they know how to listen, but Christine emphasizes this couldn’t be further from the truth. 

Learn more about the interplay between listening and understanding in this episode of the Negotiations Ninja podcast!

• [1:39] Learn more about Christine Miles
• [2:37] What is it costing you to not listen?
• [5:45] Story is the engine of EQ
• [7:57] Why is it so hard to listen?
• [9:46] How to pull stories out of people
• [13:55] Mapping out your own story
• [16:22] Earning the right to sell
• [19:25] Try to embrace curiosity

• The Cost of Not Listening with Christine Miles, Ep #359

• What Is It Costing You Not To Listen
• Equipt

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Interrogations get a bad name but the truth is an interrogation conversation is about one thing: communication. How? You need to communicate effectively to compel someone to tell you the truth. So how do you master the interrogation conversation? Michael Reddington shares how you can get to the truth while building trust and rapport in this throwback episode of Negotiations Ninja! 

Why did Greg Nutter write “P3 Selling: The Essentials of B2B Sales Success?” What are the key concepts? How can they help B2B sellers be more successful? B2B sales are far different from B2C. So to be effective with B2B sales, you need to do things differently. Greg’s three-step process, when done correctly, can help you improve your sales success. Learn all the specifics in this episode of Negotiations Ninja. 

• [1:49] Learn more about Greg nutter
• [2:32] Why Greg wrote “P3 Selling”
• [3:20] P#1: Problems
• [6:10] Creating awareness of problems 
• [10:32] Tying it back to the need
• [12:46] Problem importance = Impact x Urgency
• [14:29] P#2: People
• [17:23] P#3: Process

• P3 Selling: The Essentials of B2B Sales Success
• The JOLT Effect: How High Performers Overcome Customer Indecision

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Let’s say you’re navigating a tricky divorce. Tensions are high and there’s a lot at stake. You don’t want to make mistakes that could change the trajectory of your future. 

Rebecca Zung is a divorce attorney that helps people prepare for navigating tricky circumstances just like this. 

Rebecca shares a few things you should avoid in divorce negotiations:

• Giving away anything too early
• Assuming that the other side will win
• Giving away powerful leverage
• Getting too emotional

What else do you need to know? Find out in this throwback episode of Negotiations Ninja!

Dr. Charlotte de Brabandt has been in procurement for 14 years and worked in five different industries on three different continents. During this time, the world has undergone massive changes—and so has the world of procurement. 

The crises we’ve faced have led to a further reliance on technology to navigate supplier negotiations, but it’s also led to a shift in relationships. Procurement needs to move away from impersonal numbers-based negotiations toward collaborations. We actually need to build relationships with vendors to remain competitive. 

Charlotte explores this idea—and delves into the future of technology and AI in procurement—in this fascinating episode of Negotiations Ninja. 

• [1:35] Learn more about Dr. Charlotte de Brabandt
• [5:55] Embracing changes in communication
• [8:11] Embrace the shift toward supplier relationships
• [15:28] Procurement hinges on relationships 
• [17:45] Charlotte’s conversation with Sophia the robot
• [19:49] The future of AI in procurement 
• [22:58] The implications of technological advancement 

• Sophia the Robot
• Amazon Go

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What three things are critical to successful negotiations? Richard Ham believes that you must do three things:

1. Master the subject matter: You need all of the supporting details completely mastered before you enter a dispute or a negotiation.
2. Prepare: If you’ve spent 30+ years in an industry, you still have to take the time to be prepared for every specific negotiation.
3. Embrace Solidarity: Solidarity with your clients is critical. It is the hardest of the elements to control.

But what does all of this mean? How do you apply it? Richard Ham shares some of the strategies his company uses to successfully resolve conflict in this throwback episode of Negotiations Ninja. Don’t miss it! 

What is authentic persuasion? How do salespeople employ authentic persuasion to make sales and consistently meet their quota? What kind of mindset shift is required? Jason Cutter is a mindset and scalability expert who focuses on helping sales teams be more effective. In this episode of Negotiations Ninja, he tackles the concept of authentic persuasion to help you move past barriers and help more people. 

• [1:37] Learn more about Jason Cutter
• [2:58] What is authentic persuasion?
• [6:21] Mindset problems salespeople face
• [8:54] The line between persuasion and manipulation
• [13:29] Salespeople should be the guide, not the hero 
• [19:20] Why you should stop stopping

• Selling With Authentic Persuasion: Transform from Order Taking to Quota Breaker

• Jason(at)CutterConsultingGroup.com
• Cutter Consulting Group
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