How To Make Your Meeting with Procurement More Effective
How To Make Your Meeting with Procurement More Effective So what happens once you’ve gotten past the lunch meeting and actually secured your first sales meeting with procurement? Well, if you’ve gotten the opportunity to present your product/service/company to me (the procurement person), try to line it up for the next time they’re at the production facility/business users location and get them to invite some of the business users who... Read more
Overcoming Adversity And Kicking Ass
Persistence is key in getting where we want to be in life and negotiations. In anything we strive for, we have to persist. In a recent episode of Negotiations Ninja podcast, I had the privilege of speaking with Molly Bloom. You might know Molly from the Academy Award-nominated movie that depicted her life, Molly’s Game. Molly lived her life striving to be the best at something, from the Olympics to... Read more
Perception in Negotiation: A How To Guide
How To Change Perception in Negotiation PERCEPTION IN NEGOTIATION IS EVERYTHING! And, changing the "perceived" value of something or someone can dramatically affect the results of the negotiation. What is Perception in Negotiation (or to be more precise: Perceived Value)? What do I mean by perception in negotiation and perceived value? How you value your service or product and how a buyer values your service or product may be... Read more
Improvisation In Negotiation
Planning, preparation, strategy, and tactics are things we often talk about as important when going into a negotiation. They are important but equally important is the ability to think on your feet, to adapt, to read a room and act accordingly. Improvisation is a critical skill that many negotiators overlook. On one of my earlier episodes on Negotiations Ninja, I spoke with Michael Wheeler, Harvard Business School professor and author... Read more
Why Your Cold Calls To Procurement Don’t Work
Why Your Cold Calls to Procurement Don't Work Most cold calls to procurement don’t work. Not because they can’t work, but because most salespeople have no idea how to actually cold call procurement. The quality of cold calls that procurement people get on a daily basis are terrible. Sales people fumbling over their opening lines, talking about how golly gee wonderful their products are and ultimately plummeting into the abyss... Read more
Why You Should Negotiate Everything
Why You Should Negotiate Everything Seriously, I believe you should be actively negotiate everything. Or at least thinking about how you can actively getting more out of your daily interactions. "Why?" you may ask. Because you already do, so you may as well get good at it. Think about it. Your life as one negotiation after another. From the time you wake up to the time you go to sleep,... Read more
Negotiating Venture Capital
Securing financing for a startup is a formidable task. Even for a seasoned veteran, obtaining financing can be daunting. Unfortunately, no set method works in every situation, but there are things you can to make it more successful. My recent guests on Negotiations Ninja, Alex Yakubovich and Stan Garber, are something of experts when it comes to securing funding. Together they have launched more than one startup, most recently procurement... Read more
Nonverbal Communications in Negotiation
Some people believe body language’s power is a fictional concept. They say things like, “Every person is different, every person has ticks or nuances. How can we say that if any person looks down and to the right, they are lying? How can we say that any person who has their arms crossed in a conversation is feeling abrasive?” Past guest on the Negotiations Ninja podcast, Joe Navarro, is a... Read more
The Development of Patience
Movies represent hostage negotiations as high stakes, dangerous, and high tension. Business negotiations can have the same attributes, depending on the deal. Both carry a lot of risks and a lot of stress. My past guest on Negotiations Ninja, Jack Cambria, was a member of the NYPD for 34 years, the last 14 of those years as a hostage negotiator. Wondering if police negotiations are as the movies would have... Read more
Power In Negotiation
The idea of power for the average Joe insights fear, anxiety, and maybe a little bit of excitement. For many, power makes people think of tyranny, authority, or dominance, which, in our “woke” society are things people are running from. In a recent episode of Negotiations Ninja, I spoke with Robert Greene, author of six books, including The 48 Laws of Power, The Art of Seduction, and The 33 Strategies... Read more