How to Negotiate with a Venture Capitalist
When choosing between different venture capitalist funds, how do you negotiate if there’s a gap? What if you like one over the other, but they’re offering far less? In a recent episode of Negotiations Ninja, Tim Schigel pointed out that it depends on the gap and the other terms being negotiated. If the terms are the same—but there’s a 20% gap in the value—have a transparent good-faith conversation. It’s your fiduciary... Read more
How to Avoid Manipulation—While Staying Vulnerable
When people who are uncomfortable with conversation see someone really good at it—someone who can read verbal cues, body language, etc.—they feel at odds and weak. They’re afraid that they’ll be manipulated. How do you overcome that fear? If you feel you’re being manipulated by someone, what cues do you watch out for? Chris Hadnagy shares that everyone is vulnerable. As a security consultant and hacker, Chris has sent over... Read more
How to Strategically Use Nonverbal Behavior the Right Way
Nonverbal behaviors (such as facial expressions and body language) are things that we aren’t always consciously aware of. But when negotiators jump on video conferencing, it’s important to continue to be mindful of your nonverbal behavior. In an episode of Negotiations Ninja, Dr. David Matsumoto points out that some people forget they’re on video—or ignore the fact entirely. This can lead to incongruent behavior or giving away information unintentionally because... Read more
Deep Conversations Close Deals
Many salespeople and negotiators don’t close deals because the other party can tell they don’t care. They can tell it’s just another push to meet a quota. People know when they’re just another checkmark. But what if you employed a different strategy that isn’t a strategy at all? What if you learned to truly care about your prospect? Hoe do you convince someone to care? How do we learn to... Read more
How to Have Conversations About the Sacred
Now that you’ve agreed to negotiate, you need to learn what things are sacred to the counterparty. How can you avoid attacking or questioning those areas? When you have to, what do you do? How do you have conversations about the sacred? According to Daniel Shapiro, it always comes back to building a relationship. If you want to talk about something deeply meaningful, everyone needs to feel safe. They need... Read more
Sales Simplified: It’s The Transfer of Enthusiasm
Movies like The Wolf of Wall Street and Boiler Room highlight everything that’s wrong with the sales profession. They’re the worst sales movies. Those salespeople tried to manipulate and convince people with tactics that trap them. Yes, 20% of the profession are charlatans just trying to make a buck. But 80% are just trying to make a connection. There’s a huge difference between influence and manipulation John states “I don’t... Read more
The Four Tiers of Tim David’s T.R.U.E. Hierarchy
Tim David is a magician turned influence and communication expert. He frequently works with businesses and salespeople to master the art of connection. He takes the knowledge of persuasion and influence and makes it scalable and usable across the business realm. In the process, Tim covers the T.R.U.E hierarchy. What does it consist of? The T.R.U.E hierarchy of needs Technique. A lot of books, coaches, and websites stop with the... Read more
The Secret Sauce in Every Negotiation
What is the secret sauce in every negotiation? How do you go from prospect to business partner? Cody Lowry—the President of Intermark Automotive—has learned the secret in his 25+ years in the marketing industry. It’s all about the schmooze. Schmoozing isn’t meant to be manipulative or coercive. It doesn’t mean you’re a smooth-talker. What does it mean? Schmooze—or you lose How do you find success in the negotiation and sales... Read more
What does the Cost of Inaction Really Cost?
Most people don’t truly understand what the cost of inaction is costing their organization. Conversely, it’s quite easy to see what an action is costing them. So how do you bridge the gap? How do you get someone to embrace necessary change when the cost seems so high? Professor and noted author Jonah Berger shares his thoughts that are outlined in his most recent book: The Catalyst: How to Change... Read more
The 4 Most Common Types of Bias
What are the most common types of Bias? How do they influence a negotiation negatively? In episode 151 of the Negotiations Ninja podcast, Dan Lappin talked about the dangers of the biases that we bring into the sales process. Your inherent bias influences every question you ask and decision you make. The best way to overcome bias is to cultivate an awareness of the baggage you’re bringing to the negotiating... Read more