Negotiations Ninja Podcast

In this throwback edition of Negotiations Ninja, we revisit a great episode with Molly Bloom. Molly spent years organizing high-stakes poker games for celebrities. It eventually led to a very public arrest and trial. If you haven't heard her story—and what she learned from her life choices—you're missing out. Check out this throwback to hear her provocative story and learn how to overcome adversity and persevere.

The biggest mistake that business owners make is that they don’t plan their exit from their business. People don’t think about the planning and preparation that goes into negotiating the sale of their business. Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines exactly what you need to do to get top dollar for your business in her book, “Exit Rich.” Michelle covers much of that process in this episode of Negotiations Ninja. Don’t miss it! Outline of This Episode [1:55] Who is Michelle Seiler Tucker? [3:57] The flip-flop of statistics [5:46] Formulating an exit plan [7:43] Michelle’s GPS Exit Model [12:14] The 6 pillars of proprietary [20:31] The 6 P Method to exit rich [28:34] How to get Michelle’s book + membership Connect with Michelle Seiler Tucker ExitRichBook.com (Get the book now) BOOK: Exit Rich Text “Michelle” to 888-526-5750 for more resources Michelle’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 Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of “The Contract Professional’s Playbook.” They wrote the book to guide new and seasoned procurement professionals to become better at their craft. In this episode, we talk about developing procurement talent, internal and external negotiation, performance-based outcomes, and much more. Don't miss this fascinating conversation!

If you don’t know how to negotiate, you won’t make a profit, right? You’ll just be giving things away. If you don’t negotiate well, you’re essentially giving away your paycheck and company profit. But because the western world is so unaccustomed to negotiating every single day, they struggle to close. In this special episode swap, Paul Watts has a conversation with Jeb Blount about crafting a powerful negotiation strategy. This episode is packed with information you can use to become a better negotiator—don’t miss it! Paul Watts is a sales performance coach with over 20 years of sales experience. He also runs a podcast called Sales Reinvented. His mission is to change the negative perception of salespeople with a vision to create a world where selling is a profession to be proud of.  Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal. Jeb is a world-renowned keynote speaker and the host of the Sales Gravy Podcast.  Outline of This Episode [0:33] Episode swap with Sales Reinvented [1:43] Who is Jeb Blount? [2:26] Jeb’s definition of negotiation [3:27] Negotiation = the precursor to profit [4:35] Why salespeople find negotiation uncomfortable [6:44] How Jeb prepares for a high-stakes negotiation [11:23] Emotional discipline is paramount to success [14:40] The MLP Strategy (motivation, leverage, and power) [18:38] Important negotiation dos and don’ts [21:55] Jeb’s eye-opening negotiation story Resources & People Mentioned The Sales Gravy Podcast Jeb’s Book: INKED Connect with Paul Watts Connect on LinkedIn Follow on Twitter The Sales Reinvented Podcast Connect with Jeb Blount Jeb’s Website Connect on LinkedIn Follow on Twitter Watch on YouTube 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, we take a look back at episode #123 with international negotiator Mihai Isman. In this episode, we covered negotiating across cultures. Negotiating through culture and language differences adds a level of complexity that is often overlooked. Religious beliefs, mindsets, concepts, and even words and phrases can be understood differently. So what do you do? Mihai shares some advice and things to be mindful of when negotiating with a different culture. Don't miss this special replay!

Do you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move in your direction? In his book, Exactly What to Say: The Magic Words for Influence and Impact, Phil Jones gives us the script for exactly what you can say to influence people.  Phil has spoken in 59 different countries on five different continents, helped over 800 different industries, written seven best-selling books, and he’s trained over 2 million people. Phil’s book is a quick practical read that you can carry around with you like a field manual. It’s something you can reference over and over again. In this episode of Negotiations Ninja, we walk through exactly what to say to move your audience.  Outline of This Episode [2:00] Just who is Phil Jones? [5:07] “I’m not sure it’s for you, but…” [9:25] “Just imagine…” [17:04] “Before you make up your mind…” [20:17] “Help me understand…”  [21:50] “Just one more thing...” [27:49] How to connect with Phil Jones Resources & People Mentioned Influence: The Psychology of Persuasion by Robert Cialdini Just Listen by Dr. Mark Goulston You Can Negotiate Anything by Herb Cohen Connect with Phil Jones Phil’s Book: Exactly What to Say Phil’s website 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 Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In this episode, he talks about his experience(s) in suicide intervention and the harsh realities crisis negotiators live through. A negative outcome isn't always something one might want to face—but it must be acknowledged because it will happen. Learn what you can do to cope with an unexpected outcome in this episode with Mark.

How do you manage multiparty negotiations? What should the preparation process look like? What kind of outcome do you strive for? Multiparty negotiations are a different beast. So how do you manage it? Mihai Isman joins me in this episode of Negotiations Ninja to share how he and his team tackle multiparty negotiations.  Mihai is based in Cologne, Germany, where he heads up I&P Negotiation Consulting. They do commercial, political, and even union negotiations. Multiparty negotiations are their bread and butter. Listen to this episode to take advantage of his wide-ranging expertise! Outline of This Episode [1:35] Multiparty negotiations [2:13] Who is Mihai Isman? [3:20] What most people don’t consider [5:32] Align with others to play it safe [6:40] Start with one-on-one conversations [9:11] How you move from “position” to “interest” [11:27] Choose your location(s) wisely [14:29] The outcomes to look for in a multiparty negotiation [17:08] How Mihai’s team works with multiple parties [18:04] The pre-mortem analysis + optimism [22:09] How to work through language differences [24:38] How to connect with Mihai Isman Connect with Mihai Isman I&P Negotiation Consulting 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

In this throwback episode of Negotiations Ninja, we hop back to episode #142 with Dr. Jennifer Goldman-Wetzler. This episode is ALL about resolving conflict. From dealing with conflict avoidance to tactical advice on how to resolve conflict in the workplace—we've got it covered. Don't miss this replay!

How does the venture capital industry work? What do investors think about when they decide who and what to invest in? What is the framework they use? Tim Schigel—the founding and managing partner of Refinery Ventures—is all about investing in fast-growth companies. If you want to get inside the head of someone who runs a venture capitalist fund, this is the episode you need to listen to.  Outline of This Episode [2:21] Tim’s background in venture capital [3:22] How the venture capital industry works [9:39] The track record of the investor = an important metric [14:16] The importance of experiencing hyper-growth [18:47] The misconception(s) about raising money [23:38] How does the negotiation process work? [27:20] Key things entrepreneurs need to keep in mind [32:08] How to connect with Tim Schigel Resources & People Mentioned Share This: https://sharethis.com/ NVCA: https://nvca.org/ Connect with Tim Schigel Refinery Ventures: https://refinery.com/ Tim(at)refinery.com Follow on Twitter 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