We’re thrilled to have you here and can’t wait to help you become a Negotiations Ninja. Tune in, turn up the volume, and transform your negotiation skills with each episode.
Learn from a diverse range of experts, from top negotiators to renowned authors, who bring their unique perspectives and tips.
Don’t just listen—engage! Challenge your understanding and apply new skills in your negotiations.
Interested in a specific area of negotiation? Use our categories below to find episodes that cover everything from basic negotiation skills to complex strategies.
If a conversation with an employee has become a disagreement and you can’t seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja. (more…)
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Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the line to make this deal a reality in this episode of Negotiations Ninja. (more…)
LISTEN NOWDr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there’s one underlying theme: empathy. Developing true empathy for the other party—though exceedingly difficult—can sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja. (more…)
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Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He’s been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when you’re hit with the realization dictates whether or not you’ll become a competent negotiator. Learn more in this intriguing episode...
LISTEN NOWScope of work clauses aren’t technically complex or complicated. But they’re where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja. https://negotiations.ninja/podcast/how-to-avoid-errors-in-the-scope-of-work-clause-per-jeanette-nyden-ep-315/
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Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja. (more…)
LISTEN NOWHave you ever heard a counterpart say, “This is how we’ve always done it” when they don’t want to make a change? How can you help them move beyond their argument to see the potential of your solution? Help them see the “precedent” or characteristics from past positive outcomes that will be the same for them. Learn how to do just that in this throwback episode of Negotiations Ninja with...
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How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to different people depending on different things. What makes James qualified to address this unique subject? (more…)
LISTEN NOWIn 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...
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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...
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