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Joana Matos Cultural Context

Cultural Context in Negotiation with Joana Matos, Ep #335

How does culture impact negotiations? Why does culture matter? Why should you care? Joana Matos—a negotiation trainer, consultant, and guest lecturer at Reykjavík University—was born in Portugal and has lived in Iceland for over a decade. In this episode of Negotiations Ninja, she shares some of the cultural differences she’s learned and why understanding someone’s cultural context is important. (more…)


Sales Training for Both Sides of the Table, Throwback with Joe Paranteau, Ep #334

Joe Paranteau is the author of “Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons,” which he wrote to be a comprehensive sales training guide. He was constantly seeing sales people blow it in the sales cycle and knew there had to be a better way. In this throwback episode of Negotiations Ninja, Joe shares the importance of genuine curiosity, physical positioning, and selling through the close—for the customer. Don’t...

Persuasion in Negotiation Andy Luttrell

Persuasion in Negotiation with Andy Luttrell, Ep #333

Are persuasion tactics effective in negotiation? How do you develop persuasiveness that isn’t overtly obvious? Persuasive rhetoric can be compelling—or it can completely backfire. So how do you effectively persuade someone to consider your side of an argument? Andy Luttrell—a Psychologist in the field of opinion science—joins me in this episode of Negotiations Ninja to dive into persuasion in negotiation. (more…)


Overcome Ego with Mindfulness, Throwback with Gaetan Pellerin, Ep #332

Does your ego get in the way of successful negotiation outcomes? Do you find yourself becoming emotional when someone takes a shot at your character? Gaetan Pellerin wrote the book, “Mindful NEGOtiation: Becoming More Aware in the Moment, Conquering Your Ego and Getting Everyone What They Really Want,” to help you conquer your emotions when it really matters. The best way to do that? Practicing mindfulness. Learn more in this...


Building Trustworthiness with Nonverbal Communication with Dr. Abbie Maroño, Ep #331

How does nonverbal communication make or break a negotiation? How do you appear more trustworthy? What skills can you utilize to improve your nonverbal communication? In this episode of Negotiations Ninja, Abbie Moreno—who has a Ph.D. in Human Behavior—talks about the science behind nonverbal communication and how it drives trustworthiness. (more…)


How to Infuse Creativity in Negotiations, Throwback with Dr. Josh Weiss, Ep #330

How do you embrace creativity in negotiations? How do you approach problem-solving with a different mindset? Dr. Josh Weiss wrote “The Book of Real World Negotiations” to help demonstrate a more effective approach to negotiation. Through sharing real-world examples, he not only drives his points home but opens your mind to a more creative approach to negotiation. Don’t miss this throwback episode of Negotiations Ninja as he lays out how...


Identifying and Navigating Your Emotional Triggers with Dr. Klaus Lassert, Ep #329

What are the emotional triggers that you struggle with in a negotiation? How will they influence your negotiations? How do you keep your emotional triggers from derailing your performance? For over 15 years, Dr. Klaus Lassert has leveraged psychology to help professionals overcome what’s holding them back to successfully navigate tough negotiations. In this episode of Negotiations Ninja, he’ll help you think through identifying and navigating your emotional triggers. Check...


Mastering the Psychology of Persuasion, Throwback with Brian Ahearn, Ep #328

Have you heard of Cialdini’s principles of influence from his book, “Influence: The Psychology of Persuasion?” If you’re in the world of sales and negotiation, you’re likely familiar with some of these principles. But the psychology of persuasion isn’t easy to master. In this special throwback edition of Negotiations Ninja, Brian Ahearn shares how negotiators can leverage the psychology of persuasion and transform the way they sell. Check it out!...

Crucial Conversations with Joseph Grenny

Navigating Crucial Conversations with Joseph Grenny, Ep #327

According to the author of “Crucial Conversations,” Joseph Grenny, crucial conversations are a discussion between two or more people where the stakes are high. Sometimes our opinions vary, and our emotions run strong. How do we deal with conversations like that? Learn how to navigate crucial conversations successfully—while maintaining your relationships—in this episode of Negotiations Ninja! (more…)


Deb Calvert’s DISCOVER Framework (Throwback), Ep #326

In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s DISCOVER framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process: (more…)