Negotiations Ninja Podcast

Sales and procurement view each other as enemies—but don’t work to change that mindset. Both sides feel that the other doesn’t understand what they do and they have no empathy for each other. My guest today agrees that this needs to change. Sales and procurement need to start having real and genuine conversations.  In this episode of Negotiations Ninja, John Barrows joins me to start the conversation. Listen along as we chat about preparing for an impending market correction, the animosity between procurement and sales, and how to facilitate open dialogue between the two.  John has been in sales his entire career. He was VP of Sales & Marketing with Thrive Networks and Director of Sales & Training with Basho Technologies. Seven years ago, he launched JBarrows Sales Training. He’s passionate about providing customized training using proven sales techniques to help salespeople drive results.  Outline of This Episode [1:53] John Barrows jumps back on the podcast [2:43] John’s background and business [4:54] The interplay between procurement and sales [11:03] Two things sales teams should do to prep for a correction [18:23] It’s time to change the mode of communication [27:13] Understanding payment terms from a procurement viewpoint [30:47] The #1 thing John wishes procurement people knew about salespeople [32:25] John’s Book: I Want to Be in Sales When I Grow Up Resources & People Mentioned John’s Book: I Want to Be in Sales When I Grow Up! BOOK: Never Split the Difference by Chris Voss and Tahl Raz The SDR Chronicles Podcast Connect with John Barros Connect with John on LinkedIn Follow John on Instagram John’s Podcast: Make it Happen Mondays John’s website 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 is a Sales Development Representative? with Morgan J Ingram, Ep #125  If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy.  Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he’d have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR.  Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement.  Outline of This Episode [1:35] Morgan J Ingram’s background in sales [6:32] Two strategies to start a cold-call strong [12:00] Overcome anxiety associated with cold-calling [16:20] Morgan’s 11-touch campaign strategy [20:55] What procurement people should know about SDR’s [23:04] An SDRs impression of procurement  [27:27] Two pieces of advice about sales and negotiation [30:03] How to connect with Morgan Resources & People Mentioned High-Profit Prospecting by Mark Hunter Connect with Morgan J Ingram John Barrows Sales Training website SDR Chronicles on YouTube SDR Chronicles on Apple Podcasts Morgan on LinkedIn Morgan 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  

Mastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or service from everyone else. Closing a sale used to mean sitting in a boardroom until a deal was accomplished. Now, sales professionals are forced to be more creative. We no longer live in a world of black-and-white and each potential client wants a unique deal catered to them. My guest today, Kim Orlesky, knows the tactics and sales negotiation skills it takes to close deals while also building career-long relationships with clients. She was in corporate sales for over 10 years and is now the President of KO Advantage Group, selling high-value services in a B2B environment. Join us in this episode to learn negotiation skills and tactics from the unique perspective of a sales expert. Outline of This Episode [0:33] Negotiation from a sales perspective with Kim Orlesky [4:24] Learn to go the extra mile and understand your client [8:30] The difference between consultative selling and selling [10:35] The importance of asking the right kinds of questions [12:16] You are not born with the ability to sell—it is learned [18:01] What has changed in the world of sales negotiation [22:42] View emotional intelligence as a skill you can develop [24:12] When a lost deal is a blessing in disguise Resources & People Mentioned Kim Orlesky’s Book: Sell More. Faster. Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Kim Orlesky Kim’s website Connect with Kim on LinkedIn Check out Kim’s Twitter Kim’s YouTube Sales Coaching 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

Negotiating across cultures adds a level of complexity to the negotiations process that many people don’t take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingly simple words and phrases that are understood differently, making this type of negotiation difficult at best. The opportunity to learn from those who are in the trenches of international negotiation regularly is priceless, especially when the subject of our study is someone who consistently does this kind of negotiation well. My guest on this episode is one of those people, International negotiator and trainer Mihai Isman. He is a negotiation and conflict resolution expert who specializes in addressing difficult but important efficiency barriers for national and international corporations and medium-sized companies. His keen insight into the differences between Western and European negotiators, their cultures, and consequently their approaches is something all of us can learn from. Be sure you listen carefully.. Outline of This Episode [1:35] Mihai’s background as a negotiator and trainer and the ideas behind this episode [3:33] Differences in negotiations styles between North Americans and Europeans [6:05] The importance of mindset in any negotiation [9:40] Why many people shy away from the conflict necessary in negotiation [12:25] Discussing the concept of “fairness” with executives, and the pushback received [19:49] One piece of advice for all negotiators, no matter their country or culture Resources & People Mentioned Nelson Mandela Henry Kissinger Chris Voss Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mihai Isman Isman’s corporate website: https://www.ismanundpartner.com/ Connect with Miahi 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

Every negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on this episode is Mohammed Faridy, a man who has great insight into the subject because he put himself on a trajectory toward constant improvement from his early days as a negotiator. It was working at Citibank that he found two excellent negotiation mentors who helped him get his bearings and hone his skills in IT contract negotiations. Today, Mohammed provides negotiations consulting and training and serves as CEO of OneView, a technology procurement software as a service. That role puts him on the other side of the procurement negotiations table, which makes his dual-perspective rare and valuable, so be sure you listen. Outline of This Episode [0:34] Mohammed’s unique perspective from both sides of the procurement role [6:57] What most procurement professionals do well in negotiations [16:18] The best ways to improve negotiations skills [22:35] One piece of advice for all negotiators to apply Resources & People Mentioned Harvard’s Negotiation Training - Mohammed mentioned this course Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mohammed Fardidy OneView - Mohammad’s company Follow Mohammad on LinkedIn The Free Video Course Mohammad mentioned 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 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both parties have distinct approaches to negotiation that inform how they have positioned themselves and neither party wants to lose face on the world stage. It’s not only a clash of world powers who have very different goals, in many ways, it is a clash of cultures as well. My guest on this episode is Allan Tsang, a man who is uniquely qualified to comment on what’s happening in this International trade negotiation. Allan is a Chinese-American who was born in China, raised in Ghana (Africa), and moved to the U.S. around 1990. His career path took him from design, to instructional technology, to conflict analysis and resolution. He’s been doing high-level consulting for large organizations, entrepreneurs, and startups in the areas of strategy and negotiation since the mid-90s. Join us for this fascinating conversation that reveals the importance of a long-view strategy in negotiations and hones in on specific negotiation tactics being used by both sides.  Outline of This Episode [1:01] The unique and valuable perspective Allan brings to the China situation [3:58] What’s going on between the United States and China? [4:49] The impact of the tension on average people in both countries [7:23] The strong points in the U.S. side of the negotiation [9:48] Missed opportunities by the United States [15:25] What the U.S. must change to compete with China’s long-term goals [18:54] Allan’s one piece of advice for President Trump [20:47] One piece of advice for President Xi of China [21:45] Lessons for the average negotiator from this standoff Resources & People Mentioned Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Allan Tsang Allan’s website: www.88Owls.com Follow Allan 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

Terrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiations with them better than Cal Chrustie. Likewise, there’s no one better to teach us how to make the most out of those failures.  Cal served for 34 years with the Royal Canadian Mounted Police and has also served as a Negotiations Mediator for the United Nations in the former country of Yugoslavia. He’s been involved in some of the highest stakes negotiation scenarios you can imagine. On this episode, he shares the most valuable lessons he learned from the most painful failed negotiation he’s ever experienced - one involving a terrorist group and the execution of hostages.  Outline of This Episode [2:12] Getting to know Cal Chrustie, negotiator extraordinaire  [4:01] The worst negotiation experience Cal has ever had [15:39] How to better assess the readiness of negotiation partners [23:55] The importance and power of a debrief [28:49] A negotiation Cal was engaged in that turned out super well [41:15] The importance of taking risks appropriately    Resources & People Mentioned BOOK: Thinking In Bets by Annie Duke Cal’s previous episode on Negotiations Ninja Herb Cohen - previous guest on Negotiations Ninja Robert Cialdini  Negotiations Ninja episode featuring Gary Noesner Connect with Cal Chrustie Follow Cal on LinkedIn Cal’s company website: InterVentis Global 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

My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don’t let the fact that his negotiations often happened in life and death situations convince you that his experience is worlds apart from whatever it is that you do. It’s not. What he learned in that high-pressure environment transfers across the board to every discipline. You can apply the principles to procurement, sales, and a variety of other business applications - not to mention your personal relationships.. Dan Oblinger is a hostage negotiator, author, international keynote speaker, and fuel behind the Leadercraft brand of workshops and training. He graduated from the FBI National Crisis Negotiator Course in 2018 and teaches frequently on the topics of active listening, negotiations, ethics, leadership, culture, and crisis management. The stories he shares in this episode illustrate that the power behind successful negotiations is not in the words you use, but in the words you don’t use. Join us for this insightful and practical conversation. Outline of This Episode [3:00] A story about a woman who was ready to jump off a bridge [6:15] The importance of doing pre-work before engaging in a negotiation [9:30] What you need to say when beginning a negotiation [13:52] Listening becomes the superpower for most negotiations [20:51] The major role of practice in any skill, especially negotiations Connect with Dan Oblinger www.MasterListener.com - Dan’s website Follow Dan on LinkedIn Follow Dan on Twitter: @DanOSpeaks Dan’s books: “Life or Death Listening” and “The 28 Laws of Listening” Connect With Mark Follow Mark on Twitter: @negotiationpod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @negotiationpod Subscribe to Negotiations Ninja

Negotiation Lessons From The Field, with Gary Noesner, Ep #119 Many times the hardest negotiation lessons to learn are hard because they are painful. Those learned in real-life failed negotiations can be among the most valuable. The Waco Siege of 1993 stands out as one of the most tragic and mishandled negotiations in American history. Many observations have been made about what happened there, but the FBI hostage negotiators who were on the scene are the ones who know best what went wrong—and why.. Gary Noesner was the lead negotiator at that event He retired from the FBI after 30 years as an investigator, with 23 of those years being in the role of a negotiator. He retired as the Chief of the FBI’s Crisis Negotiation Unit, Critical Incident Response Group and was the first person to hold that position. As the lead negotiator at the Waco Siege, Gary shares openly about what contributed to the regrettable and terrible outcome experienced there. The negotiation lessons you’ll receive from this conversation are priceless. Outline of This Episode [2:42] Gary’s background: A 30-year career with the FBI, negotiating for 23 years [5:42] The primary reasons the 1993 Waco situation didn’t work out as desired [14:50] The 85-day siege against the Freeman in Montana - a great success [17:36] Why mixed messages occurred in Waco [24:07] Similarities between these hostage negotiations and business negotiations [27:43] Tactics for dealing with frustration in negotiation standoffs [38:17] A tip from Gary: Periodically demonstrate that you understand what they said, including how they feel about it. Resources & People Mentioned Details of the Waco Siege David Koresh and The Branch Davidian Group BOOK: The Like Switch Gary Noesner’s Behavioral Stairway MOVIE: A Beautiful Day In The Neighborhood Connect with Gary Roesner www.GaryNoesner.com Gary’s book: Stalling for Time 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 is one of the most overlooked things in the lives of entrepreneurs. There are many reasons for this, which we’ll get into in this episode, but suffice it to say that when entrepreneurs don’t learn how to negotiate well, lots of money is left on the table. To discuss this issue I asked my business coach, Marty Park to give us an overview of the issue. Marty has built businesses from the ground up for years— 14 companies over two decades. He’s able to speak to this issue from experiential and observational standpoints. He’s fought to scale, grow, and even sell businesses like any entrepreneur and has learned the power of negotiation for increasing profitability. He regularly advises business coaching clients in these issues as well. Outline of This Episode [0:40] Marty Park: Entrepreneur and Business Coach (my business coach) [6:40] The things entrepreneurs overlook when it comes to negotiation [13:14] A negotiation Marty experienced that didn’t go well [24:53] Marty’s absolute favorite negotiation. It involved free beer [30:38] Leveraging responses from three perspectives (Logos, Pathos, Ethos)  [34:08] One item Marty says entrepreneurs MUST do when it comes to negotiation Resources & People Mentioned Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Marty Park Marty’s website: https://www.martypark.com/ Marty’s book: Tiger By The Tail ‘Follow Marty on LinkedIn Marty on Twitter: @TheMartyPark 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