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Podcasts page: 4

Why Storytelling is a Powerful Negotiation Tool According to Josh Weiss, Ep #314

Why is storytelling a powerful negotiation tool? Stories are powerful because they’re how humans communicate. Stories are memorable and drive home concepts that can be otherwise difficult to understand. Stories can make real-world applications seem tangible and make a buyer interested in a solution. So in this throwback edition of Negotiations Ninja, we revisit why storytelling is a powerful negotiation tool that must be in your arsenal. Don’t miss it!...


How Startup TNT is Positively Impacting Both Investors and Founders (Zack Storms), Ep #313

Zack Storms runs a non-profit called Startup TNT, a community that works with local angel groups, early-stage VC funds, and seed funds to educate potential investors. They teach entrepreneurs how to raise money and how to be better entrepreneurs overall. In this episode of Negotiations Ninja, we have a great conversation about Startup TNT, what they do, and how they’re bridging the gap between investors and founders. (more…)


The Return of the Negotiation Myth-Busters (Throwback), Ep #312 

Dan Oblinger and Allan Tsang are the masters of busting negotiation myths. In this special throwback episode of Negotiations Ninja, they do just that. The negotiation myth-busters cover everything from negotiation pet peeves to role-playing, strategies, tactics, and mindsets. They drive home important negotiation concepts in a fun and light-hearted manner that everyone can enjoy. Check it out!  (more…)


How to Use Framing in Negotiations with Joel Trachtman, Ep #311

What is framing? How do you use framing in negotiations? How do you use framing to win arguments? In this episode of Negotiations Ninja, Joel Trachtman joins us to methodically dissect the topic. Joel Trachtman is a Law Professor, who practiced for 9 years on Wall Street before shifting to teaching international law for the last 30+ years. He wrote the book, “The Tools of Argument: How the Best Lawyers...


Bridging the Gap Between Procurement and Sales with John Barrows, Ep #310

How do we begin to alter the animosity that can exist between procurement and sales? How do we begin to facilitate open dialogue? John Barrows believes that it’s time to address the elephant in the room. It’s time to change the conversation. Changing the narrative begins with having simple, genuine conversations. Learn what you can do to bridge the gap in this throwback episode of the Negotiations Ninja podcast! (more…)


Leveraging the Science of Social Proof in Negotiation with David Hoffeld, Ep #309

David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating. What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the...


What Makes a Great Sales Manager? Throwback with Rene Zamora, Ep #308

We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are they conversational? Do they communicate well? Do they understand the different facets of negotiation? These are just a few of the qualities that Rene Zamora believes you need to look for in a candidate. He shares what excellence looks like in a sales manager...


Why Negotiation Without Emotional Intelligence Misses the Mark per Joanna Shea, Ep #307

Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blend the corporate world and behavioral psychology to help negotiators realize success. What is the difference between intelligence (IQ) and emotional intelligence (EQ)? How is a blend of both of them important to the success of a negotiation? In...


Automating Supplier Negotiations with Arkestro, ThrowBack with Edmund Zagorin, Ep # 306

Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja. (more…)


Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia, Ep #305

Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it...