Negotiations Ninja Podcast

Those in sales management know it can be a difficult task. Managing sales teams, working with business owners, and managing integration with the rest of the business can be rough to navigate. Many sales managers have mastered their craft, while others are in the position simply for more money. But good sales managers can teach us a lot about communication, conversation, and negotiation.  Rene Zamora joins me in this episode of Negotiations Ninja to share his expertise in sales management and communication. Rene is an expert sales management consultant who specializes in working with small business owners and their sales teams to redefine their relationships—and begin to sell more effectively. Over the years, Rene has learned what transforms sales teams and pushes them to excel. Don’t miss his expert advice! Outline of This Episode [1:13] Rene’s background in sales management [2:47] Do good sales people make good managers? [3:47] The major challenges sales managers face [4:54] THE basic selling tool: conversation [7:31] Manage your internal negotiation [9:40] What if you don’t have experience? [15:14] How to manage your sales team [17:56] Clear and consistent communication [21:23] Procurement: how to connect with salespeople [23:38] It begins and ends with conversation skills Connect with Rene Zamora Sales Manager Now Rene on LinkedIn Rene’s Book: Part-Time Sales Management 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

Conflict resolution in negotiation is important for a negotiator to master—or at the very least learn to understand. You must be able to find confidence in the conflict, which is one of the main themes running through Kwame Christian’s new book: Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict. Listen to this episode for an inside look at his book. We also cover conflict resolution—both internally and externally—and a psychological aspect of negotiation often overlooked.  Kwame Christian is a Negotiation & Conflict Resolution Training Consultant as well as a business lawyer, mediator, and skilled negotiator. He is the Director and Lead Trainer at the American Negotiation Institute as well as the host of the Negotiate Anything podcast. He is passionate about empowering professionals to find confidence in conflict and navigate difficult conversations like master negotiators. Don’t miss his unique and engaging insight into the world of negotiation.  Outline of This Episode [1:39] Background: Who is Kwame Christian? [3:22] Kwame’s new book: Nobody Will Play With Me [4:44] Overcome your fear to find confidence in conflict [7:42] Strategy and planning yield better results [15:11] Everyone is created equally—but differently [19:43] Allow yourself the license to fail [25:18] The psychological aspect of negotiation [30:58] Preparation is the best way to find success Resources & People Mentioned Kwame’s Book: Nobody Will Play With Me American Negotiation Institute American Negotiation Institute FREE Guides Book: Never Split the Difference by Chris Voss and Tahl Raz Book: Negotiation Genius by Deepak Malhotra and Max Bazerman Book: Getting to Yes by Roger Fisher, William Ury, & Bruce Patton Negotiations Ninja Episode with Gary Noesner Negotiations Ninja Episode with Chris Voss Connect with Kwame Christian Kwame on LinkedIn Kwame on Twitter Negotiate Anything 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

The Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NEED to change our tactics? What are some strategies we can use to navigate this pandemic? Today’s episode of Negotiations Ninja is a Q&A with Gary Noesner and Allan Tsang, with Shane Ray Martin moderating.  Gary Noesner is a former FBI Negotiator and author of “Stalling for Time: My Life as an FBI Hostage Negotiator.”  Allan Tsang is a negotiation coach for entrepreneurs and professionals and the founder of 88 Owls. He helps negotiators get what they want without unnecessary compromise. Shane Ray Martin is a speaker who’s passionate about negotiation, sales, and positivity. His goal is to help entrepreneurs become more self-confident and be more fulfilled. Outline of This Episode [5:20] Don’t rush the negotiation [9:45] Should you prepare differently during COVID-19? [11:58] The foundational principle of relationship building [17:56] Reaching out to existing vendors mid-contract [22:35] Handling high-stakes negotiations [30:15] Who should negotiate their salary right now? [33:28] Clients demanding extended payment terms [41:48] You have to ask the right questions [44:48] Should you consider a contingency model? [47:18] Final words of encouragement Resources & People Mentioned Stalling for Time by Gary Noesner The Like Switch by Jack Schafer and Marvin Karlins Netflix: Money Heist Curb Your Enthusiasm Connect with Gary Noesner Gary’s website Gary on LinkedIn Connect with Allan Tsang Allan on LinkedIn Allan on Twitter Allen’s Business: 88 Owls Connect with Shane Ray Martin Shane’s website Shane 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

Why people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode of Negotiations Ninja, David Priemer joins me to share some of the science behind buying behavior. We talk about buyer experience, the importance of listening, and leveraging technology to help you learn. David Priemer started his career as a research scientist and landed in the sales world by accident. After 20 years of working with 4 different startups and at Salesforce, he launched Cerebral Selling. His goal is to equip salespeople to become modern sellers who think like their buyers and are more effective because of it. Don’t miss the stellar insight he has to offer. Outline of This Episode [0:33] The science behind why people buy` [1:30] David Priemer's background and experience [3:49] The buying experience IS the product [4:50] The importance of listening to prospects [6:32] Servicing the relationship beyond the original solution [8:50] How Technology accelerates the process  [10:16] How to handle the most common sales objection [17:10] What attracting great customers looks like [18:26] The concept of power dynamics/referent power [21:51] It always come back to feelings and emotions Resources & People Mentioned Chris Voss: Mirroring and Labeling Masterclass BOOK: Friction by Roger Dooley William Ury: The Power of Listening Edelman Trust Barometer Connect with David Priemer Cerebral Selling Website David on LinkedIn David on Twitter David’s YouTube Channel BOOK: Sell The Way You Buy 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

Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills.  Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who’s been in sales for over 20 years. Outline of This Episode [3:19] Paul Watt’s background in sales and podcasting [4:51] Planning is the most important element of negotiation [7:36] Present the cost of inaction and the return on investment [11:11] The best way to improve your negotiation skills [14:37] A negotiation techniques Paul employs regularly [20:11] Role models and styles Paul embraces [21:51] What happens when a negotiation goes downhill [29:49] Paul advises to embrace a learning mindset Resources & People Mentioned Gary Vaynerchuk’s 4Ds Program  BOOK: Thinking, Fast and Slow Kwame Christian Patrick Tinney Dan Shapiro William Urey Connect with Paul Watts The Sales Reinvented Podcast Paul on LinkedIn Paul on Twitter Base Over Apex 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

What can a mentalist teach negotiators about their craft? A mentalist can be thought of like a magician or psychic—someone who exhibits abilities that seem supernatural. Banachek describes his craft, in short, as the ability to “Take my five known senses to create the illusion of a sixth sense”. It’s a combination of experience, intuition, and known means of persuasion. In this episode of Negotiations Ninja, Banachek joins me to share how his skills can be useful in negotiation—be sure to listen.  Banachek is a magician and mentalist, who instantly became known around the world for convincing scientists that his abilities were genuine psychic powers. His goal was to prove their standards weren’t rigorous enough even though they thought they were smart enough to see through an illusion. In the end, when they were convinced, he explained it was all a sham. He’s gone on to find a lucrative career as a mentalist, astounding people with his unique skill. Outline of This Episode [1:27] Banachek’s background as a mentalist [3:45] A common misconception of mentalism [7:20] How he got restaurant owners to pay him [8:40] How he fooled scientists into thinking he was psychic [10:41] What negotiators can learn from a mentalist [16:15] It is about being genuine, open, and honest [17:32] Banachek has a penchant to help others [23:18] How to improve your negotiation skills [28:44] Connect with Banachek Resources & People Mentioned Association for the Promotion of Campus Activities The National Association for Campus Activities Connect with Banachek Banchek’s website Banchek’s 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

As an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it’s hard to see a light at the end of the tunnel. As business owners and entrepreneurs, how do we communicate with our employees and our customers during this time? How do we step up as leaders and reassure those we are responsible for? My friend and mentor, Marty Park, joins me in this episode of Negotiations Ninja to share his insight. Marty refers to himself as a “chronic entrepreneur” with over 25 years of experience. He’s owned and operated 13 different companies in multiple industries. He’s also lived through the housing market crash. Listen to this episode as we share our perspective on the crisis we all find ourselves entrenched in.  Outline of This Episode [2:30] How to communicate in times of crisis [4:23] “Chronic” entrepreneur Marty Park joins me [6:43] How to communicate with your employees [13:30] What do you say to investors?  [17:21] Simply making an effort has impact [23:26] Structuring your day effectively by building habits [28:36] What is the ’Pomodoro Technique’? [31:10] Double-down on your effort [36:40] Become the leader you need to be [38:52] How to connect with Marty Park Resources & People Mentioned Content Callout  Douglas MacArthur The Pomodoro Technique Connect with Marty Park MartyPark.com Marty on LinkedIn Marty 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

Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, you don’t always know who to trust and who to learn from. In this episode of Negotiations Ninja, the well-trusted procurement professional Josh King joins me to share some strategies for negotiation planning, managing your emotions, and improving your negotiation skills.  Josh King is the Vice President and Chief Procurement Officer at American Water. After college, he joined the navy where he was a submarine officer for 7 years. During his last two years of service, he got his MBA at Villanova. While there, he took a supply chain class and loved it. He got into consulting and focused on supply chain for utilities, eventually ending up in utilities, where he is now. Outline of This Episode [1:13] Josh King’s impressive background [4:46] The art and science of a negotiation [7:10] Compensation based on results [9:04] Procurement or internal management consulting? [11:30] What to do when a negotiation goes wrong [14:33] How to manage your emotions like a pro [17:08] Find role models and mentors  [19:35] 3 tips to improve negotiation skills [21:09] Connect with Josh King Resources & People Mentioned Michael Rich on LinkedIn Barb Gomez on LinkedIn Coupa Procurement System Connect with Josh King Josh 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

The use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform called Bid Ops. Bid Ops is one of the first companies to use artificial intelligence to fully automate supplier negotiations. Edmund Zagorin joins me in this episode of Negotiations Ninja to talk about how Bid Ops forecasts the outcome of a negotiation, develops quotes, and helps smooth the negotiation process.  Edmund is the founder and CEO of Bid Ops. He started his career as a procurement officer as well as the Assistant Program Director for Debate at the University of Iowa. It was there he learned to see the correlation between debate and negotiation tactics. He researched procurement with ProductBio and became a Bid Manager at Electronic Auction Services. Listen to this episode to hear how his combined experience led him to create a sourcing enablement platform making waves in the industry. Outline of This Episode [1:58] Edmund Zagorin’s background in procurement [3:50] How do you forecast the outcome of a negotiation? [6:45] What’s the difference between a debate and a negotiation? [11:19] Understanding cognitive bias in behavioral economics [17:20] Who should extend the first offer?  [18:47] Will AI replace procurement managers? [26:45] Edmund advises: continue to try new things Resources & People Mentioned BOOK: Thinking, Fast and Slow BOOK: Freakonomics BOOK: Don’t Make Me Think PAPER: The Case of Auctions Versus Negotiations Connect with Edmund Zagorin LinkedIn Bid Ops 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

Are you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything.  Oren is the Director of Capital Markets at Intersection Capital where he provides training, management, and advisory services. He is the President and CEO of Pitch Anything, and author of the books Pitch Anything and Flip the Script: Getting People to Think Your Idea Is Their Idea. He’s all about getting deals done efficiently and effectively. If you’re ready to engage and persuade on a higher level, don’t miss this fun-filled episode! Outline of This Episode [1:42] Oren Klaff’s background [5:10] Neediness kills deals [13:15] Establish yourself as a peer [17:32] Run a meeting properly [19:59] Take it to the next level [24:40] Prove you understand the problem [26:34] Is the Coronavirus an opportunity? Resources & People Mentioned BOOK: Flip the Script by Oren Klaff BOOK: Pitch Anything by Oren Klaff Connect with Oren Klaff Oren on Twitter Oren on LinkedIn Oren’s on PitchAnything.com 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