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:
Episode 9 – Scout on the Future of Procurement
SUMMARY Stan Garber, Alex Yakubovich and Greg Tennyson can see the future. In this episode we discuss technology's role in procurement and negotiations, where we are, where we're going, how do we get there. Stan and Alex started Scout, which is an intuitive Cloud based platform which encompasses everything from project intake through sourcing pipeline to contract and supplier management, RFX, and reverse auction tools. This conversation blew my mind....
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Episode 8 – Mark Hunter on Asking the Right Questions
SUMMARY The “Sales Hunter” himself, Mr. Mark Hunter, joins us today. Mark is one of the Top 50 Most Influential Sales and Marketing Leaders in the World and as the author of two best-selling books. In this interview we talk about how to negotiate better in a sales context, asking the right questions and we also talk about some of Mark’s failures around negotiation. Mark has conducted thousands of events...
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Episode 7 – Drew Green on Entrepreneurship Negotiation
SUMMARY Drew Green is the CEO of Indochino - the largest bespoke suit retailer in the world. Between 2015 and 2017, Drew increased the market capitalization of Indochino by approximately $200 million. He says focus, dedication and decisiveness are what have led the company to achieving record growth year over year. Execution is everything to Drew. His knowledge on entrepreneurial financing and deal making and how to think about deals...
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Episode 6 – Anthony Iannarino on Negotiation in Sales
SUMMARY Did you ever have a conversation with someone you hardly knew, but for some reason it just feels like you've known them for forever? That's what my conversation with Anthony Iannarino was like. Anthony is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo,...
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Episode 5 – Angus McIntosh on Negotiation in Procurement
SUMMARY Angus McIntosh may be one of the most eloquent speakers on procurement specific negotiation I've spoken to. We cover a ton of content on procurement specific negotiation in this episode and talk about how less than half the outcomes of negotiations are determined by the predictable factors like relative power and relationship history and the rest is actually about situation awareness and control (control of the self and control...
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Episode 4 – Stephany Lapierre on Supplier Intelligence
SUMMARY In this episode we interview Stephany Lapierre, the founder and CEO of Tealbook, a supplier intelligence company. Steph’s been recognized as an influencer by PharmaVOICE 100, was selected as the 2017 Provider Pro To Know by Supply & Demand Chain Magazine and has won many awards for her innovative approach to supplier intelligence. We focus on that value of supplier intelligence, the leverage it creates in negotiations and what separates...
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Episode 3 – Don Klock on the Importance of Planning
SUMMARY In this episode, we interview Don Klock, a professor of Supply Chain Management at Rutgers Business School. Don has over 30 years of international and domestic experience with major multinational consumer products corporations like Mars and Colgate Palmolive, where he was most recently their Chief Procurement Officer. As you'll hear, he has fantastic advice around the value of planning in negotiation. He’s a legend in the world of procurement...
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Episode 2 – Greg Tennyson on Negotiating Intelligently
SUMMARY In this episode, we interview Greg Tennyson, a man called the most forward-thinking procurement executive in the U.S.. Greg is a recognized global executive with extensive experience leading transformative change across a wide range of organizations for Fortune 500 companies. He’s currently the Chief Procurement Officer at VSP Global and previously held the same role at Salesforce.com and Oracle. (more…)
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Episode 1 – Dominic Rubino on Franchise Negotiations
SUMMARY Dominic is a serial entrepreneur who also happens to be a business coach. He has built and sold two multinational businesses in the last two years. He is the global franchisor for a company called Focal Point Coaching which is a company that he took from 6 units to 200 units in just a few short years. Dominic is also the host of the ZorBusiness Podcast, where he educates other franchisors...
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negotiations.ninja exists to develop and deliver the most engaging negotiation training programs and content in the world and to have fun doing it (because no one likes boring training!). Part of our business is to evangelize good negotiation, procurement and sales practices and provide tools to people to become better negotiators. We fully believe that good negotiation skills can empower people in their lives to get more out of business and...
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