Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage in dialogue to avoid escalating to disputes. In this throwback episode of Negotiations Ninja, Mark gave us a firsthand look at what was happening in the war zone. As the war between Russia and Ukraine still wages, we can’t forget about the lives that continue to be impacted.  

What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It’s the mindset they’re embracing in their newest venture, Levelpath. Alex and Stan share how being customer-obsessed has shaped their past successes and their current project in this episode of Negotiations Ninja.  Outline of This Episode [2:35] Learn more about Alex Yakubovich and Stan Garber [4:10] Why being customer-obsessed works for them [7:02] Don’t fake caring about your customers [12:22] Learn more about their latest venture: Levelpath [21:49] Their vision for the future of Levelpath [25:12] What should the future of procurement look like? Resources & People Mentioned Levelpath Connect with Alex Yakubovich and Stan Garber Connect with Alex on LinkedIn Connect with Stan 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

The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury would swing in favor of Depp. Just how did she know? Amber wasn’t likable, warm, or believable. She lied. It was written all over her body language. Susan shares what she looked for and how she knew Amber was lying in this fascinating throwback episode of Negotiations Ninja.

How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you walk through the process and arm yourself with everything you need to know to succeed in million-dollar SaaS negotiations. He shares his expertise in this episode of Negotiations Ninja.  Outline of This Episode [1:46] Learn more about Adam Mansfield [3:41] How to prepare for a SaaS renewal negotiation [14:36] Arm your senior leadership with information [21:10] How to leverage new products to get a “deal” [26:04] How salespeople are typically compensated  [29:09] How to manage the sales side of the negotiation Connect with Adam Mansfield Connect on LinkedIn UpperEdge 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

Shaahin Cheyene, the founder and president of Accelerated Intelligence, is known for being an Amazon Guru. He’s spent the last two decades helping others leverage the platform to find success. But before he built his Amazon empire, he led a rag-to-riches story that you have to hear to believe. Hear his fascinating story in this throwback episode of Negotiations Ninja!   

What do you do when a buyer makes a request? It can be easy to quickly say, “Sure, I’ll do that,” and give them whatever they want. However, Hamish Knox has a far better strategy that will get everyone to what they want faster. In this episode of Negotiations Ninja, Hamish tackles all things buyer requests, including understanding why they’re making a request and how to hold them accountable.  Outline of This Episode [1:39] Learn more about Hamish Knox [2:20] What to do when a buyer makes a request [7:47] Understanding why a buyer makes a request  [12:14] How to hold buyers accountable [17:13] Does the “relationship” only exist in your head? [19:14] A good relationship is a profitable relationship [20:45] Handling culture shifts when people retire [22:58] How to approach virtual discussions Resources & People Mentioned Accountability the Sandler Way The Full Funnel Freedom Podcast Connect with Hamish Knox Sandler Training 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 you perceive value will always be different than how a seller sees it. They’re emotionally attached to the companies they’ve built. But you have to be careful that you don’t get overly attached, either. The more attached you become to the outcome you desire, the less desirable the outcome. Joanna Shea shares how to balance IQ and EQ in this throwback episode of Negotiations Ninja.

The cost of workplace conflict in Northern Ireland (with a population of 1.9 million people) is almost 1 billion pounds per year. Those costs are astronomical.  That’s why Enda Young and Northern Ireland Mediation have created an immersive conflict resolution program to train mediators and negotiators. You learn your skills and repeatedly practice them in a simulation center.  Enda seeks to apply the work in the field of simulation to the field of mediation in a practical and impactful way. But he also encourages negotiators, mediators, and all leaders to focus on introspection. Because you can’t effectively negotiate, mediate, or lead others without intimately knowing your identity.  Do you know how you handle conflict? Do you come out on the other side of a negotiation without achieving your desired result? Is your identity too wrapped up in what you do? Enda dives headfirst into a discussion on the impact of identity on negotiation in this episode of Negotiations Ninja.  Outline of This Episode [1:43] Learn more about Enda Young [3:56] How conflict in Ireland impacted Enda [7:08] The impact of identity on negotiation [11:17] You’re no good to others without self-care [17:35] How to coach others on self-reflection [20:09] Enda’s immersive conflict resolution program  Resources & People Mentioned Difficult Conversations: How to Discuss What Matters Most Estimating the costs of workplace conflict in Northern Ireland Connect with Enda Young Mediation Northern Ireland 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

What is the difference between bargaining and bartering? What mistakes do people make in the bartering process? Why does Brian Gunia view negotiation as bartering? In this throwback episode of Negotiations Ninja, Brian shares how bartering forces negotiators to think creatively to come up with solutions and ultimately land on agreements.  

Are salespeople doing prospecting all wrong? Are the days of cold-calling and emailing officially over? Is there a better way? Donald Kelly—also known as the “Sales Evangelist”—sure thinks so. He shares why leveraging LinkedIn in the prospecting process is the best route to take—and even shares how to do it—in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about Sales Evangelist Donald Kelly [3:25] The prospecting process on LinkedIn [10:04] Breaking down Sales Navigator trigger points [15:02] It’s not the product, it’s the salesperson  Resources & People Mentioned Apollo.io Donald Kelly’s Platinum Rule of Sales Negotiations, Ep #399 Connect with Donald Kelly Sell It Like a Mango: A New Seller's Guide to Closing More Deals 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