Negotiations Ninja Podcast

Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja. 

The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided with Johnny Depp. Both sides presented evidence and made statements. Both sides had experts and witnesses testify. So what made the jury side with Johnny Depp? The body language and facial expressions of each of the parties in the trial.  Susan Ibitz has spent the last six weeks studying body language and facial expressions from both sides of the table. In this episode of Negotiations Ninja, she shares what the body language and facial expressions in this trial told her—and what you can learn from the outcome.  Outline of This Episode [3:12] The outcome of the Johnny Depp vs. Amber Heard trial [8:58] How Amber’s body language showed she was lying [14:17] Amber’s team appeared grossly unprepared [17:09] A discussion about Johnny Depp's body language  [20:36] Thoughts on Dr. Hughes and Dr. Curry  [23:02] The major lessons the audience can learn [25:49] How to connect with and engage Susan Ibitz Connect with Susan Ibitz Human Behavior Lab Connect on LinkedIn Susan’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

Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out!

Kim Orlesky is an executive-level content creator, professional speaker, mentor, and successful entrepreneur. Kim has spent the last seven years running her own sales training organization, helping B2B companies find more profitability and productivity through virtual sales.  Now, Kim is up for a brand new challenge. Kim is ready to dive back into the corporate world and transition out of entrepreneurship. Why is Kim making the move? How can her experience as an entrepreneur and her extensive personal brand help her move back into the corporate world? That’s the topic of discussion in this episode of Negotiations Ninja.  Outline of This Episode [1:49] Learn more about Kim Orlesky [3:59] Kim’s transition out of entrepreneurship [7:45] What do you want in your role? [11:01] Treat others how you want to be treated [14:49] The logic and the process of sales [18:15] Personal branding in the corporate world Connect with Kim Orlesky Connect on LinkedIn Kim’s TikTok “exit” video 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

If someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice just might get you through a crisis—don’t miss it. 

Procurement hasn’t kept pace with overall corporate growth. As a result, today’s procurement leaders are being asked to do the work of 2–3 people. They can’t perform the same tasks that they may have been able to complete 15 years ago. The reality has created new vulnerabilities: the inability to manage expenses, develop required relationships, and the threat of lost business. These are the three issues Rich Ham discusses in this episode of Negotiations Ninja. Outline of This Episode [1:30] Learn all about Rich Ham [2:54] The developing power imbalance [11:25] Why isn’t procurement growing? [13:28] Can service vendors' actions be justified?  [17:07] Areas that are commonly overcharged [21:18] The one thing that is never disputed [23:58] How procurement can defend their interests [28:43] Where should a procurement team start? [31:13] Inflationary considerations are real—so what’s the problem? [33:07] How to connect with Rich Ham Resources & People Mentioned Richard Ham: Journalist to Master Negotiator, Ep #157 A Discussion on Labor Spend with Rich Ham, Ep #233 The Kraft/Heinz settlement with the SEC Connect with Rich Ham Fine Tune Connect with Rich 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

Michael Wheeler’s book, “The Art of Negotiation: How to Improvise Agreement in a Chaotic World,” dives into improvisation in negotiation—something we rarely focus on. We always emphasize in-depth preparation before entering a negotiation. But sometimes, despite your best efforts, you have to improvise. Learn more about how to master the art of improvisation in this special throwback episode.

There’s no beating around the bush—intellectual property clauses are complicated. They’re even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you’re ready for a deep dive into the nuances of IP clauses, give this episode a listen. DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes. Outline of This Episode [2:03] Learn more about Jeanette Nyden + Lawrence Kane [3:16] Learn about The Contract Professional’s Playbook [5:00] The definition of intellectual property [8:33] The difference between intellectual property and work product  [12:34] The differing perspectives of the vendor versus procurement  [22:43] The complex questions of ownership [23:43] How to protect intellectual property clauses [28:36] The challenges faced around intellectual property [34:45] How contract professionals should approach intellectual property [37:07] How to connect with Jeanette and Lawrence Resources & People Mentioned The Contract Professional’s Playbook Connect with Jeanette Nyden and Lawrence Kane Connect with Lawrence on LinkedIn Connect with Jeanette 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

Remember the tariffs that the US leveraged against China in 2018, launching the “Trade War?” The trade negotiations with China were a clash of world powers and a clash of cultures. As we’ve seen the results play out over the last few years, it’s intriguing to look back and see how Allan Tsang thought this situation would play out. Listen to this throwback for an interesting glimpse into the past!

How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja! How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja! Outline of This Episode [1:47] Learn more about Fotini Iconomopoulos [2:39] What holds people back from negotiating? [6:19] How to ask for more money the right way [12:52] It’s time to get curious in conversations  [16:31] Strategies to overcome your nerves [21:38] How to “Say Less, Get More” [24:33] Learn more about Fotini Iconomopoulos  Resources & People Mentioned Get Excited: Reappraising Pre-Performance Anxiety as Excitement The Magic of Thinking Big by David Schwartz Your Body Language May Shape Who You Are Emotion and the Art of Negotiation Connect with Fotini Iconomopoulos Connect on LinkedIn Follow on Twitter 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