SUMMARY The science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology,...
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SUMMARY Marty Latz, author of The Real Trump Deal: An Eye-Opening Look at How He Really Negotiates, joins us to help understand how Donald Trump negotiates. Marty has analyzed more than 100 Trump negotiations and shares dozens of Trump's strategies - highlighting which to use and which to avoid. Regardless of where you stand politically, that one new Trump tactic you gain may make the difference between walking away a winner...
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Negotiation is a psychological game between individuals. To play it effectively, you have to know the rules of the game, right? What role does trust play in the big game? How do we develop trust? What are the essential components within trust that we need to be aware of? Why is it so important to verbalize trust? Keld Jensen—adviser, professor, speaker, and author of Honest Negotiation—joins us in this episode of...
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This week David Lax—co-author of 3-D Negotiation—joins us. Often negotiators get stuck in the win-win or win-lose debate and focus on face-to-face tactics (the first and second dimensions). What sets the 3-D approach (TM) apart is its “third dimension”. Before showing up at a negotiation, 3-D experts ensure that the right parties have been engaged, in the right sequence, to address the right interests, under the right expectations, and facing...
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This week we're focusing on entrepreneurial negotiation and why entrepreneurs should care about developing negotiation skills. Author, speaker and teacher Samuel Dinnar joins us to discuss the eight common mistakes entrepreneurs make when they focus on scale and growth while neglecting developing their negotiation skills. How can entrepreneurs manage the relationships that determine their business's success? (more…)
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We're getting political at Negotiations Ninja as Dr. Joshua Weiss—a conflict resolution and negotiations expert—joins us to talk about the wall. Dr. Weiss talks about the current situation in Washington and the growing tensions between Democrats and Republicans. How did we get here in the first place? How has positional negotiation backed both sides into a wall? Dr. Weiss shares tactics both parties can employ to diffuse a potential political war...
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In this episode of Negotiations Ninja, Annie Duke—a World Series of Poker champion turned business consultant—talks about increasing decision quality in your negotiation. How? By embracing uncertainty. When you shift your thinking from a need for certainty to a goal of accurately assessing what you know—and what you don't—you'll be less vulnerable to reactive emotions, biases, and destructive habits in your decision-making process. Listen to this special episode with Annie...
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In this episode of Negotiations Ninja, Larry Susskind—MIT professor and co-founder of the Program on Negotiation—joins us to talk about his book “Good for You, Great for Me.” We talk about how to negotiate against the 900-pound gorilla: the organization that seems to have leverage in negotiations because of its size. Larry discusses “the trading zone”—the space where you can create deals that are “good for them but great for you”...
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Happy New Year Negotiations Ninja listeners! I'm excited to share updates and changes coming in 2019. But first, you can't look forward to 2019 without reflecting on 2018. In this special episode of Negotiations Ninja, I present our top five most downloaded podcasts with highlights and insights from each fantastic guest. So sit back as we recap what we've been through and where we're going! (more…)
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SUMMARY Merry Christmas from Negotiations Ninja Podcast. Thank you so much for an amazing year of listening. Without you I wouldn't have a show, so thank you! (more…)
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