Negotiations Ninja Podcast

In this special Throwback Thursday episode, we return to episode #87 with Chris Voss. In this episode, Chris challenges the concept of win-win negotiations. What should we aim for instead of a win-win negotiation? What would be a better outcome? Chris drives his point home with real-life examples from his lengthy career. Check it out!

How do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary negotiation conversation? Does hiring leverage still exist? Mark Holyoake from Holyoake Search joins me to have a conversation about the state of procurement recruiting. Mark specializes in procurement executive search and contract staffing. He’s US-based and has worked in the industry for 20+ years. His unique view of the procurement market brings remarkable insight to the conversation. Don’t miss it! Outline of This Episode [1:43] Mark’s background in procurement recruiting [3:10] Where the market is for procurement [8:04] The mindset around hiring leverage [12:19] How to prepare for a candidate negotiation [15:37] Where does Mark’s advice land?  [18:07] Does personal branding matter? [21:50] The salary negotiation conversation [28:11] How to connect with Mark Holyoake Resources & People Mentioned Institute for Supply Management (ISM) Mark’s Article: Talent Acquisition in the ‘Next Normal’ Drew McCaskill on LinkedIn Connect with Mark Holyoake Holyoake Search 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 special Throwback Thursday episode of Negotiations Ninja, we jump back to when procurement professional Josh King joins me to share how he strategizes and plans for a negotiation. He also shares how you can manage your emotions when things get heated and what to do when things go horribly wrong. Lastly, he shares 3 solid tips that can help you improve your negotiation skills. Don't miss it!

Divorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part of the process. Rebecca Zung is a divorce attorney that helps people prepare for this difficult and emotional negotiation process. In this episode of Negotiations Ninja, Rebbeca shares some practical down-to-earth advice for negotiating a divorce. Rebecca has had her own law practice for 21 years, is a best-selling author of two books, and hosts her own podcast: Negotiate Your Best Life Podcast. Outline of This Episode [0:34] How to negotiate through a divorce [2:02] Rebecca Zung’s background [3:43] Negotiating a divorce begins with your mindset [4:29] Rebecca’s mission of empowerment [6:33] Negative things to avoid in divorce negotiations [8:10] Don’t rely too heavily on your lawyer—here’s why [11:41] How to negotiate with a narcissist [15:30] Finding leverage: documentation + strategy [18:41] Settle before court when at all possible [21:01] Negotiating a prenuptial agreement [25:02] How to connect with Rebecca online Resources & People Mentioned FREE ‘Crush My Negotiation’ Worksheet BOOK: Negotiate Like YOU M.A.T.T.E.R. BOOK: Breaking Free: A Step-by-Step Divorce Guide COURSE: S L A Y Your Negotiation™ With a Narcissist Connect with Rebecca Zung Rebecca’s Website Rebecca’s YouTube channel Rebecca’s Facebook Group Negotiate Your Best Life Podcast 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 the Negotiations Ninja podcast, we dive back to episode 119 with Dan Oblinger. Dan is a seasoned crisis negotiator and author. He shares a story about talking a young woman down from a bridge. Doing so successfully took active listening to understand the situation. It took connecting with the person he was trying to save. Dan emphasizes that before you even put yourself into a crisis negotiation, a lot of pre-work and practice is required. To hear Dan's full thoughts on successful crisis negotiation, listen to this special episode!

How to raise money for a startup is a frequent topic of conversation. But there’s a lot of information lost on the back end of the conversation: how to exit. Do you have an exit strategy for your business? How do you plan an exit? Erik Kostelnik is the founder and CEO of Postal.io. He knows how to negotiate a great exit. Surprisingly, it starts before you even build your business. How? Listen to this episode of the Negotiations Ninja podcast to find out! Outline of This Episode [0:35] How to negotiate a great exit [1:42] Erik’s background in tech [2:50] The misconceptions about an exit strategy [4:41] Building credibility with vendors [8:14] How to get vendor conversations [12:17] Trust is the key to everything [15:12] Create an advisor network to be your extension [20:37] The single biggest focus needs to be: start now Resources & People Mentioned TextRecruit Salesforce Marketo Outreach Hubspot Connect with Erik Kostelnik Postal.io 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 Thursday episode of Negotiations Ninja, we jump back to episode #104 with long-time listener and fan: Shane Ray Martin. In this episode, we talk about how Shane has applied what he’s learned to his sales job—and his volunteer work with a suicide hotline. We also dive into a discussion of Robert Cialdini's work on influence. This episode is all about learning and then applying that knowledge to drive change. Don’t miss it!

What does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get to a great deal? How do you decide what mode of communication to use? In this episode of Negotiations Ninja, Giuseppe Conti explains the benefits of each mode of communication and which to choose for optimal results. Giuseppe has been in procurement for over 25 years. He’s held senior roles with Procter & Gamble, Novartis, Firmenich, and Merck—in 5 different countries. In 2005 he started teaching negotiation at a business school. Now he teaches at 14 different schools, including 10 of the top 12 names in Europe—Oxford being one of them. He helps his consulting clients negotiate real-life deals. Don’t miss out on his extensive expertise! Outline of This Episode [1:40] Giuseppe Conti joins the podcast [3:02] The different virtual communication channels [5:51] The advantages of email communication [6:49] The importance of summarizing  [7:50] Why we lean towards a negative interpretation [9:23] How to properly use email (how to write + reply) [14:12] Building rapport through virtual negotiations [16:26] Choosing the right virtual negotiation tool  [19:55] Why you must understand your context [21:18] How to connect with Giuseppe Resources & People Mentioned Albert Mehrabian’s "7%-38%-55% Rule" Connect with Giuseppe Conti Connect on LinkedIn Subscribe to Giuseppe’s newsletter for a FREE negotiation pack! 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, we jump back to episode #89 with Cal Chrustie. Cal covers the three S's: strategy, structure, and self. He talks about how to properly strategize for a negotiation, what a negotiation's structure should look like, and how the concept of self plays a role throughout this process. Don't miss this engaging episode with war-time and hostage negotiation expert Cal Chrustie. 

Where are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract negotiations and dispute resolution. Saving YOU money is their bread and butter. It’s all about investigative research and digging into the details. They find the truth and present the data to their clients. It’s up to the client to take action—or ignore it. In this episode of Negotiations Ninja, Richard Ham—the CEO of Fine Tune—shares some of the strategies they use to successfully resolve conflict. Outline of This Episode [2:27] Rich’s background in journalism [6:39] The move from journalism to dispute resolution [10:00] Overarching themes in conflict [12:28] Fine Tune’s proprietary system: EMOAT [15:26] Woking your way through disputes [18:11] 3 things that are critical to successful negotiations [21:45] When solidarity falls apart: dealing with the situation  [24:57] What happens after the dispute is solved? [27:13] Rich’s closing three pieces of advice [27:13] Rich’s closing three pieces of advice [28:28] Connect with Fine Tune + Rich Resources & People Mentioned Fine Tune Knowledge Center Cintas Connect with Richard Ham Rich on LinkedIn Fine Tune on LinkedIn Fine Tune 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