How can we create situations to elicit more information from someone where they don’t even realize they’re giving away that information? For the longest time, that was Jack Schafer’s job at the FBI as a behavioral analyst. Through years of experience turning foreign agents into informants, he built up a unique skill set. Through the use of certain behavioral techniques and cues, Jack teaches us how to gain and leverage...
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I’ve had a stack of people reach out to me and ask how to negotiate a raise or a new salary. The raise/salary negotiation is likely the most foreboding negotiation most people ever have to go through. And it’s something that almost everyone will have to face. So in this episode of Negotiations Ninja, I’ll be laying out, step-by-step, exactly how to negotiate a raise or new salary. It’s not...
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Many people in procurement are data-driven, analytical, and tend to be introverted. So how do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, needs, and their wants? In this episode of Negotiations Ninja, I’ll walk you through a formulaic process to guide the conversation to get what you need (and assess what the other party needs). You can then use...
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I’ve been waiting to have this conversation for a long time. Full confession, I’m a huge magic fan. And one of my favorite acts is a guy named Brian Brushwood. He’s a magician, podcaster, author and television personality. Brian also has a great show called Scam School where he teaches viewers how to use magic to scam beers off of friends in the bar—but for a good reason. (more…)
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Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades. His clients range from Juno-winning bands, record labels, publishers, and managers, to the smallest up-and-coming artists. He tours the country regularly with his band “One Bad Son,” working with some of the biggest names in the music business, like Def Leppard and Judas Priest. Kurt and I talk about negotiating in...
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SUMMARY Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset. (more…)
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SUMMARY Mr. Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to. (more…)
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SUMMARY How do you handle "no"? Because that's ultimately what we all want to know. The word "no" is scary because it feels like we're being rejected. And rejection hurts! But maybe there's a way to re-frame "no". Does "no" actually mean "no"? Or is it an opportunity to reflect and re-frame and find an opportunity to be creative to meet the needs of your customer more? This is the...
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SUMMARY We talk about the tech industry as being a disruptive space a lot. But what about the cannabis industry? This interview is with Bruce Linton, the Founder, CEO and Chairman of Canopy Growth Corporation. Canopy is the largest cannabis producer in the world and Bruce has been largely responsible for it's growth as well as the growth of the cannabis industry in general. (more…)
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SUMMARY Caroline Hubbard, a young Harvard grad who works at LinkedIn as a strategy analyst is on the show to talk about enacting change in the work place and the negotiation skills required to do so. But more than that, it was about how different generations in the work place can work together to generate better results. Of course we talked about Millennials and their impact on the work place and she was...
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