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Blog page: 24

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

Negotiating with the Dark Side: Business Bullies

We've all encountered bullies in our lives. Whether it was on the playground as kids, or later in life at work, they come in all shapes and sizes. Some will confront you head-on and give you the proverbial punch to the face. While others are passive-aggressive, finding a more indirect way to knock you down. Bullies are a pain in the ass, but we must learn to deal with them.... Read more

Empathy In Negotiation

Listening to our counterparts is imperative to negotiation, but it is meaningless if the right questions aren’t being asked. People often disguise commands as questions or use a tone that evokes accusations instead of empathy. Most people think they ask great questions, but questions that already supply an answer, or are engineered to get the answer we want, are low-value questions.  Dan Oblinger, a recurring guest on Negotiations Ninja, calls... Read more

Never Split The Difference

Chris Voss has been a recurring guest on Negotiations Ninja. As the former Chief Hostage Negotiator of the FBI, Chris has highly specialized insights into human behavior. Neuroscience plays a role in all decision making, including at the negotiating table. A lot of how-to books present theories that are opposite to what Chris has learned throughout his extensive career. But do they hold up? Through his book, Never Split the... Read more

Getting The Meeting

The business world is saturated with people trying to get each other’s attention. What if there were a way to secure your meeting without cold calls, cold emails, or random social media interactions? Cue contact marketing. In its simplest form, contact marketing is the act of giving a stranger a gift with the intention of getting a meeting. It is an elevated approach that artfully gets the attention of your... Read more

Social Engineering In Negotiation

Social engineering is defined as the use of centralized planning in an attempt to manage social change and regulate the future development and behaviour of a society. What if the idea of social engineering was used on a micro-scale to steer or influence the behaviour of one person? In a recent episode of Negotiations Ninja podcast, I spoke with Chris Hadnagy, CEO, founder, and chief human hacker of Social-Engineer and... Read more

Franchise Sales and Negotiations

Franchising is a unique business model. As the franchisor, you are relying on strangers with money to carry out your vision. As a franchisee, you are doing all of the work to get a startup to success based on someone else’s vision and goals. Negotiations and difficult conversations between franchisor and franchisee are inevitable and different from traditional business negotiations. I had the former vice president of 1-800-GOT-JUNK, Evan Hopkins,... Read more