Negotiations Ninja Podcast

Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out!

David Perry is a sales and business development expert. He’s an industry veteran who understands the game of sales at the top level. David advises world-class brands on how to adapt and get value out of marketing and advertising technology during digital transformations. He’s worked with 100+ companies in various industries, including technology, healthcare, and financial services. He’s also the author of the book “The Game of Sales.” Why “The Game of Sales?” It comes down to his audience. David has read everything from brittle and dry to interesting and entertaining business books. He wanted to make sure his book was fun, thus the title “The Game of Sales.” David thinks it can be easier to think of it as a game to be able to take a step back and see how things work together. Learn more about his book and the concepts he covers in it in this episode of Negotiations Ninja! Outline of This Episode [2:34] Why “The Game of Sales?” [3:47] Why you must “Dare to care” [8:27] Unshakeable resilience [11:15] The fundamentals of a meeting [13:12] The importance of follow-up [17:31] Facing the dark side [21:26] Assembling the dream team [26:48] Take action on what you’ve learned [27:19] How to connect with David Connect with David Perry Connect on LinkedIn Book: The Game of Sales 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

Do you have experience with negotiating across cultures? Negotiating with different cultures means you’ll run into different beliefs, mindsets, and concepts. Words and phrases can be unique to one culture and interpreter entirely differently in another. Mihai Isman is an expert international negotiator who specializes in overcoming cultural barriers to find a successful resolution for all parties. In this Throwback Thursday episode of Negotiations Ninja, we revisit episode #123 with Mihai. Being able to negotiate with someone completely different than you is more important than ever. Don’t miss it.

In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it! Outline of This Episode [1:48] Who is Deb Calvert? [2:30] What is the DISCOVER Framework? [4:34] The DISCOVER Acronym [5:59] The importance of the “value” question [7:33] Why “Rationale” questions are key [10:48] The “Value” question in procurement [16:00] A deep-dive into rationale questions [20:07] How to manage the budget conversation [21:53] How to learn more about DISCOVER questions Resources & People Mentioned The Sales Experts Channel Book: SPIN Selling Deb’s Book: DISCOVER Questions™ Get You Connected Connect with Deb Calvert People First Productivity Solutions 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

In this special Throwback Thursday episode, we jump back to an episode with Roger Dooley. We dissect and discuss the science behind influence and how you can use it to change your negotiations. How can neuroscience, behavior technology, and behavior research be applied to negotiation? Find out in this episode!

Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (COAT)? According to Susan Walsh—THE Classification Guru—your dirty data could be leading to poor business decisions that cost money and put jobs at risk. So in this episode of Negotiations Ninja, Susan tackles some of the biggest data disasters that procurement should be aware of. Don’t miss this important episode with the fixer of dirty data!  Outline of This Episode [2:04] Susan Walsh: The Classification Guru [6:03] The biggest problems in data + procurement [8:44] Data sheds light on the culture of a company [12:50] Key things procurement should know [17:32] How many companies know what they’re spending? [20:01] How to convince people classifying data is worthwhile [24:40] Is a spend analytics platform the same thing?  [26:52] How to reach out to Susan Walsh Connect with Susan Walsh The Classification Guru Connect on LinkedIn Follow on Twitter Connect With Mark Text me at 587-315-5948 for negotiation advice Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In this Negotiations Ninja, throwback we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict resolution. It’s human nature for most people to avoid conflict. Dr. Goldman-Wetzler shares why that’s a mistake that must be overcome to be successful with negotiation. She shares her expertise on conflict resolution in this episode. Check it out!

Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, and runs a completely online master’s degree program in leadership and negotiation at Baypath University. The goal of Josh’s book, The Book of Real World Negotiations, was to tell real-life stories to show people the most effective way to negotiate—using creative problem-solving. This book gives real-world, real-life examples of being able to bring creativity into the problem-solving process. Listen to this episode of Negotiations Ninja to hear his stories. Outline of This Episode [1:42] Who is Dr. Josh Weiss? [5:25] The post-settlement settlement [14:49] Understanding underlying interests [22:42] Addressing cultural differences [28:33] Your mindset is the key [32:48] How to connect with Dr. Weiss Resources & People Mentioned The Book of Real World Negotiations by Dr. Josh Weiss Connect with Dr. Josh Weiss Website 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

Do you believe that planning is the most important part of a negotiation? If so, you’re on the same wavelength as Paul Watts. He believes planning is the most crucial element of negotiations that is so often neglected. In this throwback, we look back at episode #132. We talk about negotiation through the lens of a salesperson. We also talk about the cost of inaction and how to improve your negotiation skills (HINT: It may involve planning). Don’t miss it!

Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they’ve got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework she uses? Listen to this episode of Negotiations Ninja for her genius strategy. Outline of This Episode [1:17] Who is Jacqueline Twillie? [2:24] The adoption of negotiation amongst women [3:52] Jacqueline’s LATTE framework  [5:47] Step #1: Look at the details  [7:53] Step #2: Anticipate the challenges  [9:22:] Step #4: Talk it through  [12:23] Step #3: Determine your walk-away [14:24] Step #5: Evaluate your options [15:16] The application of Jacqueline’s framework  [20:51] How to connect with Jacqueline Twillie Resources & People Mentioned Harvard Business Review Research on Imagination Secrets of Six-Figure Women by Barbara Stanny Breath: The New Science of a Lost Art by James Nestor Connect with Jacqueline Twillie Connect on LinkedIn Jacqueline’s Website 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