How to “Say Less, Get More”
“Say Less, Get More” is Fotini Iconomopoulos’ latest book where she teaches negotiators unconventional ways to get what they want—i.e., say less to get more. But the average person avoids negotiating. Anything that could bruise egos, cause conflict, or make someone feel a sense of loss, can cause people distress. When this happens, Fotini sees people go into flight, fright, or freeze. It makes them tongue-tied and timid. No one... Read more
How a KGB Sleeper Agent became an Asset for the United States
Jack Barsky was born in 1949 in Eastern Germany as “Albrecht Dittrich.” At the time, Eastern Germany was occupied by the Soviets. Jack spent 26 years of his life in a Communist regime. He even obtained a Master’s Degree in Chemistry. But before he could start a career as a college professor, he was recruited by the KGB. In 1978—after five years of training in Moscow and Berlin—he was launched... Read more
Putting the Principles of Influence into Practice
Brian Ahearn is the Chief Influence Officer at Influence PEOPLE. He’s a keynote speaker, trainer, coach, and consultant who specializes in the science of influence and persuasion popularized by Robert Cialdini. Brian has written multiple books on the science of influence, including “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical” and “Persuasive Selling.” To reach an entirely new audience, Brian decided to try his hand at writing... Read more
Buying and Selling a Business: Common Structures to Know
Many entrepreneurs may not have thought of ways to make a deal more beneficial. Or they don’t know the best way to structure a sale. That’s where a coach or advisor like Joe Valley comes into play. Joe points out that cash is a type of offer but there’s also cash plus a hold deck, cash plus a stability payment, cash plus a seller note, cash plus an earnout, cash... Read more
Trust in Negotiation is NOT a Necessity
Everyone has heard some version of the phrase, “We only do business with people we know and trust.” Many negotiators believe that trust is the thread that holds negotiations together. Allan Tsang and Dan Oblinger believe that is a lie. Trust is a luxury. Is it trust—or rapport? Trust is fragile. No one trusts anyone when they just meet them. You may have a gut feeling. You may like or dislike... Read more
Edmund Zagorin’s Three Keys to Attracting and Retaining Procurement Talent
Procurement leaders are being asked to do more than ever before with very few resources available. There aren’t enough hours in the day to complete everything on their plates. Digital projects are being added to their workload. Procurement is being asked to work harder now to save time eventually. But what do they prioritize? If everything is a priority, then nothing is a priority. When you get down to it,... Read more
Assessing Liquidated Damages in the SaaS Space
In a recent episode of Negotiations Ninja, Jeanette Nyden returned to talk about liquidated damages. She also addresses what liquidated damage(s) clauses look like in the SaaS space. So what are liquidated damages? Liquidated damages are not a penalty; It is money that a customer receives from a supplier for a value not received. You need to conduct a cost-analysis In Jeannette’s book, “The Contract Professional’s Playbook,” she talks about activity-based... Read more
The Power of Open Ended Questions
Anyone who’s been involved in negotiations or sales knows the power of a well-phrased question. But a simple focus on asking more questions won’t improve your results unless you work to ask the right kind of questions. You’ve likely heard of “open” and “closed” questions. But do you understand what those labels mean on a deeper, practical level? Keep reading if you want to put the power of open ended... Read more
Sellers: Are you the Brown Box or the Custom Package?
In your industry, who are the stand-out experts? They probably come to mind immediately. That’s because they’ve done a fantastic job positioning themselves as experts. Of course, they have the experience and knowledge to back up their position, but nobody can deny that their personal branding and positioning has also paid off. Now step back for a moment and ask yourself a simple question: How does that person’s reputation as... Read more
The Contract Professional’s Role In Indemnification, Hold Harmless, and Risk Analysis
What is indemnification? How about a “hold harmless” statement? No idea? Alright, then maybe you’ll be able to describe a situation when you, as a contract professional, are obligated to “defend” a company you’re working for? If you find those questions absurd or incomprehensible, keep reading. You need the information below. On a recent episode of the Negotiations Ninja podcast, I had a conversation with Jeanette Nyden, a former lawyer... Read more