Negotiations Ninja Podcast

In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ask throughout the sales process:  Data: Get some facts Issue: Determine the issue between the two parties Solution: Get people to think outside the box Consequence: Ask pain-point and goal-oriented questions Outcome: Pain-point and goal-oriented questions Value: Determine what is important to the other person Example: Share examples to get them thinking and processing Rationale: Ask questions to understand the buyer’s decision-making process. Learn more about Deb’s framework and how it can help you in sales and negotiations in this throwback episode of Negotiations Ninja!

As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time they moved—she was simply thrown into it. After building 20 years of experience in the corporate world, she moved into academics and is currently a professor at the University of Illinois in Chicago. Eliane wrote an amazing book called “The Negotiation Process Before, During, and After You Close the Deal” based on her life experiences living in and negotiating with different cultures. In this episode of Negotiations Ninja, we talk about what it takes to succeed with intercultural negotiation.  Outline of This Episode [2:39] Learn more about Eliane Karsaklian [3:52] What is a sustainable negotiation? [5:09] How to think strategically about the future  [6:39] Create short-term milestones that feed the vision [9:41] What happens after you close the deal?  [11:54] How to develop a long-term relationship [13:34] How foundational beliefs of a culture tie in [21:51] Operate through the lens of the other culture [29:44] Hire someone to coach you on intercultural business Resources & People Mentioned Chinese Business Negotiating Style Connect with Eliane Karsaklian Connect with Eliane on LinkedIn The Negotiation Process Before, During, and After You Close the Deal 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

Picture this: You’ve got a great idea for a business that you’re excited about. Your business plan has been perfected and your focus is on securing money to get it off the ground. But have you started planning your exit? In this throwback edition of Negotiations Ninja, Erik Kostelnik—the founder and CEO of Postal.io—shares why planning your exit should be part of planning your business. Don’t miss it!

Are you willing to walk away from a negotiation? Would you push your chair back from the table and walk out the door? In Ed Brodow’s experience, most people “say” they’re willing to walk away, but when it comes down to it, they’re glued to their seats. They’re too scared to walk away. So in this episode of Negotiations Ninja, Ed shares how to overcome your inner negotiation and walk out that door. Don’t miss it! Outline of This Episode [2:21] Always be willing to walk away from a negotiation [8:45] How to win the negotiation with yourself [13:43] How Ed answers, “Why should I hire you?” [18:37] The importance of listening to and addressing needs Connect with Ed Brodow Ed’s website Negotiation Boot Camp 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

What is your prospect’s desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling—once you calculate the gap that needs to be crossed, you can help guide your prospect to their desired outcome. Sounds easier said than done, right? So in this episode of Negotiations Ninja, we are revisiting this special episode about bridging the gap with none other than Keenan.

Carson Heady, recognized as the #1 Social Seller globally at Microsoft, shares insights on setting the foundation for a successful deal. He emphasizes the importance of involving the right people and understanding their motivations. Key topics include effective communication, uncovering customer motivators, and leveraging network connections in negotiations.

Svitlana Kalitsun is a Ukrainian negotiation expert and lawyer who teaches people how to create trusting relationships to get better deals and more satisfying results. In this episode, we talk about how to handle politically divisive conflicts. In part, it comes by tying emotions to logical commitments. Listen to this episode for an interesting conversation about flexibility, adaptability, and emotional commitments in negotiation.  Note: We’re recording this episode on 10/21/22. As the Russo-Ukrainian War is a fluid situation, things may have drastically changed by the time this episode airs.  Outline of This Episode [1:13] Learn more about Svitlana Kalitsun [2:07] Svitlana’s thoughts on the Russian-Ukraine War [5:18] Have negotiations already begun? [6:59] What flexibility looks like in negotiations [14:19] Logical versus emotional commitments  Resources & People Mentioned Think Again: The Power of Knowing What You Don't Know Connect with Svitlana Kalitsun The Negotiation Academy Connect on LinkedIn Follow The Negotiation Academy 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

What do you do if you feel like an employee isn’t listening to you? What do you do if they disagree with you? Conversation expert Debra Roberts believes that the impact of listening and creating trust through disagreements is key. Taking responsibility for your role as a leader is also imperative. So what should those conversations look like? Learn more in this episode of Negotiations Ninja.  Outline of This Episode [2:03] Learn all about Debra Roberts [2:57] Communicating through disagreements [6:43] Take responsibility for your role as a leader [8:09] Shared belonging as an organization [10:57] How to communicate when nothing’s changed  [12:13] Important conversations leaders need to have [15:59] Simple things that can be done to create trust [19:25] Navigate change by building relationships first [23:27] Learn about The Communication Protocol Resources & People Mentioned Debra Roberts’ Articles on Inc.com Connect with Debra Roberts The Relationship Protocol Book The Relationship Protocol Website Connect on LinkedIn Follow on Instagram 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

Dr. Claudia Winkler has a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She leverages her degrees and experience to help lawyers become better negotiators. She strives to help them hone their skills, manage their emotions, and negotiate effectively. She shares what that looks like in this throwback edition of the Negotiations Ninja podcast. 

How does crisis negotiation actually work? Dr. Andy Young has both trained and engaged in crisis negotiation for over 20 years. A common thread among these scenarios is the necessity of employing empathy for the counterparty regardless of what they’ve done. He explains why empathy in the face of crises is so impactful in this episode of Negotiations Ninja! Outline of This Episode [2:02] Learn about Dr. Andy Young [3:05] The three types of crises Dr. Young sees [4:20] Comparing and contrasting business and crisis negotiations [8:10] Dr. Young’s approach to crisis situations  [11:51] Dr. Young’s role in hostage negotiations [13:41] The role of power dynamics in hostage negotiations [16:58] Mental exercises to reestablish perspective  [17:58] What to do when it’s clear there isn’t a “win” [20:09] The #1 thing the business world can learn [22:56] How to get your hands on Dr. Young’s book Resources & People Mentioned Episode #120: Learning from Failed Negotiations with Terrorists Connect with Dr. Andy Young Friend on Facebook Connect on LinkedIn Dr. Young’s Books Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod