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What Do You Do When You Trigger Reactance? Throwback with David Hoffeld, Ep #428

In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. According to David, reactance is “Psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.” When you’re told you can’t do something, you want to do it even...

Ian Campbell Mastering the Value Sale

Mastering the Value Sale with Ian Campbell, Ep #427

Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likability, authority, and trust. They can’t always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell...


Negotiation Training in Wartime, Throwback with Mark Lowther, Ep #426

Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage in dialogue to avoid escalating to disputes.  In this throwback episode of Negotiations Ninja, Mark gave us a firsthand look at what was happening in the war zone. As the...

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Finding Success by Being Customer-Obsessed with Alex Yakubovich and Stan Garber, Ep #425

What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It’s the mindset they’re embracing in their newest venture, Levelpath. Alex and Stan share how being customer-obsessed has shaped their past successes and their current project in this episode of Negotiations Ninja. (more…)


How Body Language Can Reveal Lies, Throwback with Susan Ibitz, Ep #424

The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury would swing in favor of Depp. Just how did she know? Amber wasn’t likable, warm, or believable. She lied. It was written all over her body language. Susan shares what she looked for and how she...

SaaS Renewal Negotiations

Navigating the World of SaaS Renewal Negotiations with Adam Mansfield, Ep #423

How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you walk through the process and arm yourself with everything you need to know to succeed in million-dollar SaaS negotiations. He shares his expertise in this episode of Negotiations Ninja. (more…)


Rags-to-Riches: Shaahin Cheyene’s Rise to Millionaire, Ep #422

Shaahin Cheyene, the founder and president of Accelerated Intelligence, is known for being an Amazon Guru. He’s spent the last two decades helping others leverage the platform to find success. But before he built his Amazon empire, he led a rag-to-riches story that you have to hear to believe. Hear his fascinating story in this throwback episode of Negotiations Ninja!  (more…)

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Tackling Buyer Requests with Hamish Knox, Ep #421

What do you do when a buyer makes a request? It can be easy to quickly say, “Sure, I’ll do that,” and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to what they want faster. In this episode of Negotiations Ninja, Hamish tackles all things buyer requests, including understanding why they’re making a request and how to hold them accountable. (more…)


How to Balance IQ and EQ in Negotiation, Throwback with Joanna Shea, Ep #420

How you perceive value will always be different than how a seller sees it. They’re emotionally attached to the companies they’ve built. But you have to be careful that you don’t get overly attached, either. The more attached you become to the outcome you desire, the less desirable the outcome. Joanna Shea shares how to balance IQ and EQ in this throwback episode of Negotiations Ninja.  (more…)

The Impact of Identity on Negotiation per Enda Young

The Impact of Identity on Negotiation per Enda Young, Ep #419

The cost of workplace conflict in Northern Ireland (with a population of 1.9 million people) is almost 1 billion pounds per year. Those costs are astronomical. That’s why Enda Young and Northern Ireland Mediation have created an immersive conflict resolution program to train mediators and negotiators. You learn your skills and repeatedly practice them in a simulation center. Enda seeks to apply the work in the field of simulation to the field of mediation...