The Realities of Crisis Negotiation
Never underestimate the importance of trust in a team. In a recent episode of Negotiations Ninja podcast, I talked with Mark Lowther, negotiation and communication coach and former law enforcement crisis and hostage negotiator, about one of his best moments as a crisis negotiator and one of his worst. The biggest advice he could offer after going through these moments in is his life was to ensure you have ultimate... Read more
Developing a Contract Playbook
In the heat of business, the importance of contracts can often get lost. We make side deals on handshakes and “our word,” and we can forget the benefits of having everything in writing. Jeanette Nyden and Lawrence Kane have written a new book called The Contract Professional’s Playbook. I spoke with Jeanette and Lawrence on a recent episode of Negotiations Ninja about some ways in which contracts are crucial in... Read more
Keeping It Old School
Optimism in business is not universal. People are always preparing, thinking about worst-case scenarios, and planning for the negative to ensure the negative doesn’t happen. But optimism is an attitude, which leaves room for preparedness and planning. On a recent episode of Negotiations Ninja, I spoke with Ed Brodow, a negotiation expert, professional speaker, author of seven books, and a former professional movie actor. Ed is a big proponent of... Read more
Meltzer’s Guide to Negotiation
“Radical humility” is something often left out of a negotiation. Our mindsets going into negotiation are usually, “How can I get what I want out of this?” What if instead, our mindset was, “How can I give the most?” On a recent episode of Negotiations Ninja podcast, I spoke with David Meltzer, CEO and co-founder of Sports1 Marketing and author of multiple best-selling books, including Connected to Goodness: Manifest Everything... Read more
Detecting Deception in Negotiation
We can all tell when someone is angry, sad, happy, etc. because it is part of human nature to be able to detect each other’s emotions. However, people can also decide to hide their feelings, or sometimes there are too many emotions or thoughts going on in our minds to let them all out at once. A recent guest on the Negotiations Ninja podcast, David Matsumoto, has been studying non-verbal... Read more
Negotiating Down Under
Value is a concept often debated in business. How is value determined? Is it solely monetary? How can we monetize non-monetary value? Is that necessary? On a recent episode of Negotiations Ninja podcast, I spoke with Stephen Kozicki, Australian negotiations consultant and author of multiple books, including, The Creative Negotiator. Stephen believes value can come in many different forms and can be used to help negotiations as long as you... Read more
Automating Negotiation in Procurement
The ideas of machine learning and artificial intelligence are terrifying for many people. But, the boundless potential of technology is exciting, especially when it can add to efficiency in our work. Does this mean the world will be taken over by robots? No. But where machine learning and artificial intelligence can play a role in making people’s jobs more comfortable, there is mostly upside. On the latest episode of Negotiations... Read more
Applying Negotiation To Daily Life
I’ve said before that the ability to negotiate well is a skill that can be learned over a lifetime. An important part of that learning is application. Taking what you learn out into the world and applying it to situations outside your field or what you’re used to will only help enhance what you know and show you new sides and perspectives. This is what Shane Martin, a recent guest... Read more
Negotiation, Poker, and Philosophy
There are countless books, studies, and essays written about negotiation techniques and strategies. The topic has had significant time and effort donated by experts across all industries. Negotiation often goes hand-in-hand with other hobbies and activities, poker being one of the most prominent examples. High-level poker players are often incredible negotiators, as they are masters of probability and human behavior. Mike Caro, my recent guest on Negotiations Ninja, is the... Read more
Developing Trust in Negotiations
I often talk and hear about trust in negotiation as a key element to ensuring you achieve the outcome you desire. In a past episode of Negotiations Ninja podcast, I spoke with Keld Jensen, internationally recognized expert and advisor on negotiation and behavioral economics, about the importance of trust in negotiation. I believe we take trust for granted in negotiation. Business often comes down to numbers. Trust is a belief,... Read more