Negotiations Ninja Podcast

You’ve gotten to a place where you point-blank asked someone what their values are. You have the answer—but it wasn’t the one you were looking for. It’s clear that you have differing beliefs. Now you’re at a crossroads: What do you do? You can’t persuade someone to change their beliefs. Negotiating over differing beliefs is a far different process than negotiating over interests. You can’t just say “Let’s split the difference” or you’ll insult them. You can provide arguments, evidence, justifications, rationales, stories, etc. but will it make an impact?  Author and Professor G. Richard Shell dives into this complicated topic in this throwback episode of Negotiations Ninja. Don’t miss it!

How do you know when you’re dealing with a narcissist? How is negotiating with a narcissist different from negotiating with a rational person? What do you need to do to not only prepare for your negotiation but win it? Rebecca Zung—one of the best lawyers in America—shares what negotiating with narcissists is like in this episode of Negotiations Ninja.  Outline of This Episode [2:15] Learn more about attorney Rebecca Zung [3:55] The definition of a narcissist/narcissistic behaviors  [9:20] What got Rebecca interested in narcissism? [16:22] What it’s like negotiating with a narcissist  [20:13] How to create leverage with a narcissist [23:56] Why you have to focus on yourself Resources & People Mentioned Go to WinMyNegotiation.com for a free 15-page eBook: Crush My Negotiation Worksheet Negotiations Ninja episode #231 with Rebecca Zung Connect with Rebecca Zung Rebecca’s website Watch on YouTube Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

David Perry is a sales and business development expert and the author of the book “The Game of Sales.” David wanted to share everything he learned from working with Adobe, Amazon, Google, and IBM and arm readers to overcome the “inner game” they face when they negotiate.  A lot of someone’s success comes down to the concept “Dare to care.” Caring is a quality that top salespeople have. Many books only focus on tactics and strategy—very few focus on caring. David shares his thoughts on “Daring to care” in this throwback episode of Negotiations Ninja.

How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiating with cultures from around the world, I’m chatting with Michael Van Keulen (MVK), the Chief Procurement Officer at Coupa Software. We’re focusing on negotiating with Dutch people. Listen to this episode of Negotiations Ninja to learn the steps you can take to negotiate the right way with the Dutch.  Outline of This Episode [1:45] Learn more about Michael Van Keulen [3:21] The Dutch mindset in negotiations [6:59] Why are Dutch people so direct?  [10:42] How to negotiate with the Dutch [13:26] Do the Dutch make decisions quickly?  [18:34] How to generate rapport with the Dutch [22:27] The Dutch likely speak better English than you [26:51] Dutch people are open and welcoming Resources & People Mentioned Formula 1: Drive to Survive  Connect with Michael Van Keulen Coupa Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after business expert, known for his proven methodology, “The Value Builder System™,” which he created to help entrepreneurs build businesses worth buying. In this throwback episode of Negotiations Ninja, John shares some strategies to help you build and exit your business the way you want!

How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation everything? Melissa Fortunato retired from the FBI after 23 years. She spent her career as a crisis hostage negotiator and did undercover work. Now, she offers negotiation and conflict resolution training. We talk about learning to adjust your mindset when you get uncomfortable in this episode of Negotiations Ninja.  Outline of This Episode [1:48] Learn more about Melissa Fortunato [2:47] How to adjust your mindset for negotiation [6:32] How Melissa prepared for undercover work [10:17] Melissa’s experience working undercover [11:42] How to step out of your comfort zone [15:42] Focus on the power of connection [17:24] Learn to manage your emotions Resources & People Mentioned Chris Hadnagy Influence: The Psychology of Persuasion Connect with Melissa Fortunato Connect on LinkedIn Alchemy Team The Negotiations Collective Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that helps women negotiate better salaries. Sadly, Victoria sees a lot of women (and men) make mistakes because they forge ahead too quickly, lured by the promise of stock options.  During the pandemic, startups had ample funding. They started recruiting from big-name brands with the promise of stock options. But the salaries they offered were often dismal. If you were in that scenario, how should you have negotiated your salary?  Victoria shares common mistakes CEOs, CFOs, etc. make when negotiating their salaries and what they should be doing to negotiate better salaries in this throwback episode of Negotiations Ninja!

Everyone has faced adversity at some point in their life, especially in recent years with the Covid pandemic. But we all handle adversity differently. Lousin Mehrabi found herself faced with unimaginable adversity: Her six-year-old son was diagnosed with Duchenne Muscular Dystrophy (DMD).  DMD is an incurable genetic disorder characterized by progressive muscle degeneration and is life-limiting. Lousin was faced with a choice: How was she going to face this news? In this episode of Negotiations Ninja, Lousin talks about how you use your negotiation skills to face adversity.  Outline of This Episode [1:53] Learn more about Lousin Mehrabi [2:52] How to negotiate with yourself [5:07] Get clear on your “why” to remove limiting thoughts  [6:00] You can unconsciously derail a negotiation  [7:29] Diagnose the problem before you try to solve it [12:14] You have to understand the language of your counterpart [16:15] Using negotiation skills to face adversity  Connect with Lousin Mehrabi Connect with Lousin on LinkedIn The Life Negotiations Podcast Lousin’s YouTube channel Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you take your business to the next level? How do you master the art of sales? What mistakes should you avoid making? Most entrepreneurs are geniuses and masters of their craft—but struggle with sales. Marty Park has founded 13 successful businesses in seven different industries. Now, with over 16,000 hours of business coaching experience, he’s one of the best people to turn to when you need to boost your sales game. Marty will teach you how to transform from expert to salesman in this throwback episode of Negotiations Ninja. Check it out!   

Gary Noesner ended his 30-year tenure with the FBI as the Chief Hostage Negotiator. He managed 350 FBI negotiators around the country and 10 supervisory negotiators. He responded operationally, provided instruction to agencies, and researched crisis and conflict resolution.  Gary dealt with hijackings, right-wing militia standoffs, prison riots, the Waco siege, and much more. He worked on a lot of high-profile cases. Gary dealt with numerous large-scale conflicts throughout his career. So in this episode of Negotiations Ninja, we delve into how to navigate conflict at scale.  Outline of This Episode [2:27] Learn more about Gary and his background in the FBI [6:02] How to deal with individual conflict and conflict at scale [11:39] How Gary would handle a prison riot [15:13] Why finding a reasonable leader is key [24:25] Patience must be deployed in many negotiations [26:28] Why Gary believes almost all conflict is resolvable Connect with Gary Noesner Gary’s website Connect on LinkedIn Friend on Facebook Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja