Negotiations can become second nature through diligent practice and honing of your skills. But what are the necessary skills you need to focus on? According to Julia Ewert, learning to ask open-ended questions is a great place to start. What other negotiation skills do you need to perfect? How can building skills help you in tense negotiations? Julia shares how negotiations can become second nature in this throwback episode of Negotiations Ninja.

Why are people so easily misinformed or manipulated? In hindsight, it’s easy to question “How did that fool me?” But when you’re “in it” you don’t realize it. Why? Why are people taken in by things that are absurd? There are signs that we can learn to notice.  Chris wrote “Nobody’s Fool” to answer what it is about our minds and how they work that makes us vulnerable. They aren’t complicated things. There are “hooks” that deceivers and scammers exploit in our psychology.  So what are they? How can we become more aware? Chris shares how you can make sure you’re nobody’s fool in this episode of Negotiations Ninja.  Outline of This Episode [2:16] Learn more about Chris Chabris [2:34] Why are people so easily misinformed? [5:37] Why does the brain revert to truth bias? [8:16] How to become more aware of misinformation [11:38] Combating the “What you see is all there is” assumption [16:16] What information do manipulators seek? [20:44] Make sure you ask probing questions Resources & People Mentioned Nobody's Fool: Why We Get Taken In and What We Can Do about It Connect with Christopher Chanris Chris’s website 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

How do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in this throwback episode of Negotiations Ninja. 

Steve Benson, Founder and CEO of Badger Maps, discusses how sales managers can empower their teams to become better negotiators on the Negotiations Ninja podcast. They talk about the importance of developing internal sales and negotiation coaches, identifying suitable candidates, handling price negotiations and objections, and the role of Badger Maps in field sales.

According to Susan Walsh, “The quality of your data determines the quality of your negotiation.” Procurement professionals need a classification system in place to ensure that they’re not relying on dirty data. Your data needs to be consistent, organized, accurate, and trustworthy (COAT). If it isn’t, you’re likely costing your business money. Susan Walsh—i.e. The Classification Guru—shares the biggest problem with procurement data (and what to do about it) in this throwback episode of Negotiations Ninja. 

Self-confidence and self-control in conflict are difficult things to master. And you can’t resolve conflict with others until you learn to resolve conflict within yourself. This takes an incredible amount of self-awareness. In this episode of Negotiations Ninja, Ryan shares how you can learn to resolve conflict the right way by starting with knowing yourself.  Outline of This Episode [2:01] Learn more about Ryan Dunlap [4:01] Resolving conflict within yourself [7:40] Why scripts don’t get the desired outcome [10:33] How to become more self-aware [14:32] The best alternative to an ideal outcome [19:17] How to learn better self-control Resources & People Mentioned Insight by Tasha Eurich Connect with Ryan Dunlap Conflictish™ Ryan’s training and workshops Friend on Instagram 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 2020, we had a conversation about how AI could positively impact negotiations. Now, three years later, artificial intelligence is front and center, seemingly in every corner of society. Martin Rand’s thoughts on the use of artificial intelligence in negotiation is more relevant than ever. Learn more about how you and your business can leverage AI in this throwback episode of Negotiations Ninja.

Paul Nadeau is a former hostage negotiator, international peacekeeper, and interrogator. During this time, he learned a lot about how the human mind works. He’s taken his decades of experience and applied it to a negotiation framework that every negotiator can learn to implement in their work and lives.  Outline of This Episode [1:56] Learn more about J. Paul Nadeau [3:19] Why won’t people just ask? [6:32] Dissecting the inner conflict that exists [10:05] The PIER negotiation process [13:56] We don’t sell to people, we sell for people [27:32] Negotiations are about connections Resources & People Mentioned Dammit, Just Ask! Connect with J. Paul Nadeau J. Paul Nadeau’s 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

Information asymmetry occurs when one side has more information than the other. In any negotiation, each side has more knowledge than the other in specific areas. It’s your job to ask the right questions to fill in the gaps and level the playing field. Simon Rycraft shares what else you need to do to overcome information asymmetry in this throwback episode of Negotiations Ninja!

Glenn Poulos, author of “Never Sit in the Lobby,” shares strategies on how to get, stay, and act in front of clients. Topics covered include building rapport, active listening, and the value of face-to-face client engagement. Learn how to improve client relationships and increase negotiation success by using negotiation training and techniques like implied familiarity and active listening.