THE NEGOTIATIONS
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How to Successfully Negotiate with Narcissists per Rebecca Zung, Ep #231Why Your BATNA is the Key to Negotiation Planning with George Siedel, Ep #361Episode 43 – Never Split the DifferenceAlso available on:
So You Think You’re Unbiased? Think Again, Ep #286
Everyone strives to be unbiased, right? But the truth is that we all carry inherent biases. Those biases influence everything from our body language to the questions that we ask. While we can unlearn or completely remove those inherent biases, we can learn how to overcome the impact they make on our negotiations. In this throwback episode, Dan Lappin shares the most common biases people have to overcome—and how to...
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Jack Barsky: A KGB Sleeper Agent’s Undercover Life, Ep #285
Jack Barsky—born Albrecht Dittrich—was a sleeper agent for the KGB, operating in the United States from 1978 to 1988. He was exposed after the Cold War, after which he became a resource for US counterintelligence agencies who allowed him to remain in the United States. What was life like as a sleeper agent? How did Jack employ persuasion and influence to gather intel for the KGB? What ultimately led him...
LISTEN NOWJacqueline Twillie’s LATTE Negotiation Framework, Throwback Ep #284
Who runs the world? Women who negotiate. In this Negotiations Ninja throwback, Jacqueline Twillie shares why more women need to negotiate. She points out that women are inherently skilled at negotiation but too many don’t embrace their innate abilities. She’s made it her life’s mission to help women negotiate confidently so they don’t leave anything on the table. If you’re looking to build a foundation for your negotiation skills, she...
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Brian Ahearn: Illustrating the Principles of Influence, Ep #283
Brian Ahearn’s first book, “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical,” is a heavy psychology and business book. Brian points out that a lot of people won’t pick up a sales book, like his second book, “Persuasive Selling.” So he decided to try his hand at writing a business parable, “The Influencer.” He wanted to teach people the same principles of influence but do so...
LISTEN NOWHow to Communicate Effectively in a Crisis per Marty Park, Ep #282
In this special episode of Negotiations Ninja, we look back at an episode with Marty Park where we talked about navigating the Covid-19 crisis. As we’re seemingly coming out on the other side of the pandemic, his perspective on navigating a crisis still rings true. Communication is still the key to guiding your employees and clients through difficult times. Hear Marty’s thoughts on the topic—give this throwback a listen! (more…)
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Your Behavior is the Key to Winning the Deal According to Joe Valley, Ep #281
Joe Valley has built, bought, and sold over a half-dozen of his own companies. After selling his last eCommerce business, he joined the company that sold it—Quiet Light. Then Joe became a partner in the company. Since he’s joined, he’s personally sold $100 million in total transactions. Joe has seen deals fall apart—and other deals exceed all expectations—because of how people behave. What’s the secret to winning a deal when...
LISTEN NOWMaster Your Anger with These Tips [Throwback with Svitlana Kalitsun] Ep #280
When you feel anger rising within you, what do you do? How do you keep your temper from flaring when you’re embroiled in a frustrating negotiation? As she launched her career, Svitlana Kalitsun quickly realized that lawyers don’t know how to negotiate (by no fault of their own). They’re not taught proper negotiation skills. Svitlana’s mission is to help change the way lawyers negotiate—including mastering their emotions. She shares some...
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The Negotiation Mythbusters Tackle 3 Widely Held Beliefs, Ep #279
When a bad idea is enshrined in an industry, the foundation you build your strategy on is weak at best. That’s problematic, right? That’s why you NEED to start questioning conventional “wisdom.” It’s what Dan Oblinger and Allan Tsang have done for years. It’s also the premise of their new book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements.” In their book, they dissect 30 commonly held negotiation...
LISTEN NOWMediation: Raphael Lapin’s Recipe for Success [Throwback], Ep #278
According to Raphael Lapin—a Harvard-trained mediator, negotiator, and communication specialist—there IS a difference between an average and a great mediation. So what is his secret? What strategies does he employ to anticipate the interests of the other party? How does he help parties follow through on their commitments? Get all the details in this throwback edition of the Negotiations Ninja podcast! (more…)
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Predicting and Achieving Cost-Savings in Procurement with Edmund Zagorin, Ep #277
What does predictive procurement mean? Can you truly predict pricing? The ability to predict and achieve cost-savings in procurement and supply chain is where there’s often a gap. How do you make an accurate prediction based on data and then achieve it? Edmund Zagorin, the founder of Bid Ops, shares how you can make accurate predictions and achieve the elusive cost savings in this episode of Negotiations Ninja. (more…)
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