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The Secret Life of a Spy, Throwback with Jack Barsky, Ep #396

Everyone loves a good spy movie, right? The intrigue, the danger, the mystery…it’s fascinating. In this special throwback episode of Negotiations Ninja, we revisit a special conversation with Jack Barsky, who was originally a sleeper agent for the KGB. After being exposed, Jack became an asset for United States intelligence. He shares what undercover life was really like in this episode. Don’t miss it! (more…)

Tim Castle’s H.U.M.A.N. Approach to Negotiation

Tim Castle’s H.U.M.A.N. Approach to Negotiation, Ep #395 

Castle—a sales coach, professional development coach, and best-selling author—embraces an unusual approach in his negotiations. His H.U.M.A.N. approach to negotiations emphasizes hearing, unlocking, moving, aligning, and networking. Tim will break down some of these concepts to help transform the way you think about negotiations in this episode of Negotiations Ninja! (more…)


Influence is A Way of Life, Throwback with Brian Ahearn, Ep #394

According to Brian Ahearn, influence is a way of life. Embracing the principles of influence— reciprocity, commitment or consistency, consensus or social proof, authority, liking, and scarcity—allows you to look at life through a different lens. And each principle builds on the other. When you focus on getting to know and like the people around you, you’ll learn what’s meaningful to them. According to Brian, “The foundation of everything is the...

Commercial vs Community Negotiation with Nokukhanya Nox Ntuli

Commercial vs Community Negotiation with Nokukhanya Nox Ntuli, Ep #393

Multiparty and multi-stakeholder negotiations are complex. Community negotiation is even more so. The process is mind-boggling. And it’s one that Nokukhanya (Nox) Ntuli navigates regularly. Nox is a South African lawyer, mediator, process facilitator, and the Head of Dispute Resolution at Compliance Advisor Ombudsman, part of the World Bank Group. Her role is an accountability mechanism within the World Bank Group. Its purpose is to accept complaints from communities that feel negatively...


Trust is a Luxury, Throwback with Dan Oblinger and Allan Tsang, Ep #392

In Dan Oblinger and Allan Tsang’s book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements,” they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, they cover a few, including a commonly held belief:  That trust is a necessity. They contend that trust is a luxury. And trust is a luxury that most negotiators don’t have. What should you focus on instead? Learn more in...

Chris Hadnagy’s 7 Principles of Elicitation

Chris Hadnagy’s 7 Principles of Elicitation, Ep #391

If we went back 15 years and looked up “Social Engineering,” it was defined as something malicious and manipulative. But as Chris Hadnagy studied psychology, influence, persuasion, and human decision-making, he saw that social engineering wasn’t always negative. So Chris came up with a new definition: Human hacking, i.e. social engineering, is “Any act that influences a person to take an action that may or may not be in their...


Calculating the Value of Liquidated Damages, Throwback with Jeanette Nyden, Ep #390

How do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden, “If you don’t have a good risk analysis or cost analysts on the customer side, then you use formulas.” Jeanette shares what this could look like in this throwback episode of Negotiations Ninja!  (more…)

Derek Gaunt

How to Use Emotional Intelligence Like a Hostage Negotiator with Derek Gaunt, Ep #389 

Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it home in his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.” In this episode of Negotiations Ninja, we get into the specifics of the hostage negotiation framework, tactical...


Virtual Sales Mastery, Throwback with Steve Brossman, Ep #388

So much of the sales world has moved online because of the Covid pandemic. But even before that, virtual sales were becoming more prevalent. Now, it’s more important than ever to develop virtual sales mastery. That’s why we’re returning to this poignant episode with Steve Brossman in this throwback episode of Negotiations Ninja. Tune in to hear him unpack the art and science of virtual sales! (more…)

Matthias Schranner Difficult Negotiations

Master Difficult Negotiations with Matthias Schranner, Ep #387

Matthias Schranner specializes in especially difficult negotiations, those that you can’t simply win with preparation and a good argument. Coming to an agreement in a difficult negotiation often requires wildly different strategies than a simple business negotiation. Matthias was a hostage negotiator in Germany for over 14 years before he started his own business focusing on difficult negotiations in the Global World. He sheds light on the process of navigating...