Negotiations Ninja Podcast

How do you deal with frustration in negotiation standoffs? What can we learn from the failed Waco Siege that took place in 1993? In this throwback, we return to episode #118 with Gary Noesner. He shares his experience as an FBI hostage negotiator in Waco—what went wrong and why. To get a behind-the-scenes look at what happens when things go terribly wrong—and how to move forward—don’t miss this throwback!

I can’t say “Brexit” without choking down laughter. But many people are passionate about Brexit, and I don’t mean to make light of it. But what’s amusing from an outside perspective? How would Brexit have been negotiated better? Keld Jensen returns to the Negotiations Ninja podcast to apply his expertise to another contract negotiation that would have benefitted from his input.  Outline of This Episode [2:42] Was Brexit an amazing deal? [4:54] What was negotiated well?  [7:03] Political negotiation vs. business negotiation  [8:26] Mistake #1: The wrong people at the table [10:34] Mistake #2: Too many cooks in the kitchen [13:22] Mistake #3: No concrete negotiation strategy [17:21] What can other countries learn from this? [19:42] How to apply this to the business landscape [21:58] Ask the counterparty questions—then listen [23:52] Life or Death listening by Dan Oblinger Resources & People Mentioned Life or Death Listening by Dan Oblinger The Trust Factor: Negotiating in SMARTnership by Keld Jensen Honest Negotiation by Keld Jensen Episode #199 with Mihai Isman Connect with Keld Jensen Keld’s Website Connect on LinkedIn Keld’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

This episode with Dan Oblinger is just THAT important that it needs repeating. Why? Dan Oblinger has negotiated in life-and-death hostage situations. What he’s learned in high-pressure environments can be applied to procurement, sales, and a variety of other business applications—even your personal relationships. This episode gives you insight into what you should and shouldn’t do. Listening again will be a great refresher!

How has COVID-19 affected negotiation? What will change moving forward? How has it impacted communication and technology? While COVID-19 has changed the world in numerous ways, Keld Jensen points out that change was happening well before a global pandemic shut the world down. Hear his take on the future of negotiation in this episode of Negotiations Ninja.  Outline of This Episode [2:20] The European Union and AstraZeneca [7:59] How negotiation may change  [15:03] The erosion of trust in negotiation  [19:25] The importance of relationships [20:44] The world of technology [25:16] Adapting to new technology [31:38] The speed of change [32:56] How to connect with Keld Jensen Resources & People Mentioned World Commerce & Contracting Dr. David Matsumoto Pactum AI IntelleXt Crystal Knows Connect with Keld Jensen Keld’s Website Connect on LinkedIn Keld’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

In this Throwback Thursday episode of Negotiations Ninja, we look back at an amazing episode with Marty Latz. Marty shares stories from his career—both the good and the bad. He talks about skills negotiators need to master, what people miss in their negotiation process, and why preparation is vital to success. Don’t miss his wise words. Give this throwback a listen!

Bob Burg would define giving as “Being focused on providing immense value to others.” Doing so is a more pleasant way of living life and conducting business—and the most financially profitable. But does giving truly have a place in the negotiation process? Can it help you reach your objectives? Listen to this episode of Negotiations Ninja to hear Bob’s thoughts.  Bob Burg has been writing and speaking for 30 years on the topics of sales, marketing, communication, and persuasion skills. He co-wrote a series called “Go-Getter” with John David Mann about the power of giving. Outline of This Episode [2:19] Is the concept of giving naive? [8:16] Think strategically about giving [12:08] Value is in the eye of the beholder [14:27] The constructs of happiness and pleasure [18:40] Detachment from the outcome [23:40] How to change perceived value [26:58] Learn more about Bob Burg Resources & People Mentioned Handbook to Higher Consciousness by Ken Keyes Jr. Influence: The Psychology of Persuasion by Robert Cialdini How to Win Friends & Influence People by Dale Carnegie Connect with Bob Burg Bob’s Website 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 Throwback episode of Negotiations Ninja, we take a leap back to episode #129 with procurement professional Josh King. He shares some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. Negotiation is both an art and a science—why not learn from the best? 

How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales consultant and author of Buyer-Centered Selling—believes that understanding the mind of procurement is a game-changer. It’s a surefire way to transform the way you sell. In this episode of Negotiations Ninja, we take a deep-dive into the mind of a procurement professional. In doing so, you’ll better understand how to sell to them. Don’t miss it! Outline of This Episode [1:14] More about Tom Williams [2:03] What is Buyer-Centered Selling? [3:48] The procurement process [5:49] Procurement within an organization [10:06] Where a salesperson fits in the process [12:46] The discovery process is continual [19:54] How to revive stalled deals [26:15] The architecture of a close [31:19] How to connect with Tom Resources & People Mentioned BOOK: Buyer-Centered Selling BOOK: The Seller’s Challenge The Kraljic matrix Connect with Tom Williams Strategic Dynamics Firm Connect on LinkedIn Strategic Dynamics 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

Where are you weak as a negotiator? Where do you need to develop and refine your skills? To continue to yield amazing results for your clients, you must always be improving your craft. In this Throwback episode of Negotiations Ninja, we look back at a conversation with Mohammed Faridy, a negotiation consultant, trainer, and the CEO of OneView. Get a glimpse into his valuable perspective on developing your negotiation skills—don’t miss it!

Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths fact—or fiction? In this episode of Negotiations Ninja, the myth-buster has returned. Allan Tsang joins me to shed some light on these long-believed negotiation myths (including the fallacy of win-win). Don’t miss this eye-opening conversation! Resources & People Mentioned The Trust Factor: Negotiating in SMARTnership by Keld Jensen Life or Death Listening by Dan Oblinger Social Engineering by Chris Hadnagy Start with NO by Jim Camp Connect with Allan Tsang 88 Owls Connect on LinkedIn Follow on Twitter The Win-Win Trap 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