Negotiations Ninja Podcast

2019 was brimming with excitement at Negotiations Ninja. Fantastic discussions on the podcast, exciting content on the blog, and exceptional experiences training and coaching have made it a big year. We’re looking forward to integrating everything we’ve learned through these incredible experiences and moving forward into 2020.

The end of each year brings an opportunity to reflect on our achievements before beginning new adventures. 2019 has been amazing: The Negotiations Ninja podcast made the number one negotiation podcast in the world. First-rate guests have been essential to the podcast’s success.

Business negotiation, whether carried out by small, medium, or large business personnel, is a skill that must be developed. But small and medium business approaches to negotiation need to be better informed if they are to succeed when competing against the larger companies. My guest on this episode, James Orsini, brings a wealth of insight to us through his experience as an agency leader and from teaching small and medium business leaders how to be more successful, not only in negotiations but in business in general. Outline of This Episode [2:37] James’ experience prior to joining Gary Vaynerchuck [4:01] The best advice James can give regarding improving negotiations [4:53] Mistakes small and medium-sized business owners often get wrong in negotiation [11:49] The struggle with “giving away your best stuff” - and what really happens [16:28] Things James wishes people would do differently in their negotiations [18:50] The best piece of advice about negotiation Resources & People Mentioned BOOK: Jab, Jab, Jab, Right Hook Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with James Orsini The Sasha Group - where James serves as President James on LinkedIn James on Twitter: @JimmyThePencil 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

One of the most plentiful commodities available to anyone who wants to learn is the wisdom of others in our field. As negotiators, we need to avail ourselves of this amazing resource every chance we get. This episode is filled with pearls of negotiation wisdom from my friend, the one and only Marty Latz. You’re going to hear Marty’s personal and career negotiating successes as well as some situations that didn’t go well. He has some fantastic insights into the key skills every negotiator needs to master, the things people miss in personal and professional negotiations most often, and why preparation (in a variety of ways) is so vital to a successful outcome. Marty shares principles of negotiation wisdom you’ll want to remember, so take notes on this one. Resources & People Mentioned BOOK: Getting To Yes BOOK: Bargaining For Advantage Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Marty Latz Marty’s website: https://latznegotiation.com/ Follow Marty on LinkedIn Marty on Twitter: @MartyLatz Marty’s first book: Gain The Edge Marty’s latest book: The Real Trump Deal 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

Nobody would assume that crisis negotiation is easy, but few of us truly know just how hard it is. My guest on this episode, Mark Lowther, is one of those who know the reality first-hand. Mark’s diverse catalog of experiences ranges from serving in the United States Marines to two Metro SWAT teams where he was involved in and all levels of negotiations, including the first known hostage negotiations involving social media. Mark has extensive background and training in suicide intervention and on this episode, you’ll hear him describe the most difficult and disappointing negotiation of his career which involved a young woman who was committed to taking her own life. Join us for this conversation to see the true face of crisis negotiation. Outline of This Episode [3:12] Mark’s experience in hostage and crisis negotiation throughout the U.S. and worldwide [3:45] The best negotiation of Mark’s illustrious career [12:20] The reasons and roles of a variety of diverse team members [14:45] The worst negotiations of Mark’s career (a suicide and a  [22:15] The difficulty of losing a victim in a crisis situation and what we can learn [25:36] Knowing your team is vital for success and support Resources & People Mentioned Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Mark Lowther www.Negotiator911.com - Mark’s website Mark’s previous episode on Negotiations Ninja Mark on LinkedIn Follow Mark on Twitter: @MarkLowther66 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

For procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for guidance. The wait is over. This episode of Negotiations Ninja features co-authors Jeanette Nyden and Lawrence Kane who have quite literally just written the book on the subject. “The Contract Professional’s Playbook” is now available on Amazon and sets the standard for developing procurement talent, building those individuals into personnel assets who add great value to the organization, and set up the industry to continue growing well into the future. Enjoy! Outline of This Episode [2:14] Why a playbook is needed for procurement and the story behind the book [4:56] Changes happening in the contract and procurement world the book is aimed at [8:35] The content found inside the playbook: including internal and external negotiation [11:25] Performance & outcome-based approach to fit a collaborative negotiation model [15:01] Navigating when to be tough and when to step away [20:48] Managing frustration when your service business has to do what isn’t best [25:30] The vital importance of performance-based outcomes in the contract Resources & People Mentioned The Contract Professional’s Playbook (by Jeanette and Lawrence) BOOK: Getting To We (Jeanette was co-author) BOOK: Vested Connect with Jeanette Nyden Follow Jeanette on LinkedIn Jeanette’s company: http://www.jnyden.com/ Jeannette on Twitter: @JeanetteNyden Jeanette on YouTube Connect with Lawrence Kane Follow Lawrence 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

Negotiation has been happening since the beginning of time and every one of us negotiates with others all day, every day. Those who are masters at negotiation have learned from all those years of experience, they apply the old school techniques to their current situation. Ed Brodow, the guest on this episode, has been negotiating and teaching negotiation skills for over 32 years. His old school approach to negotiation is refreshing and powerful. He’s authored a number of books that are “must-have” resources. Listen to this episode to hear Ed’s powerful but simple approach to becoming the best negotiator you can be. Outline of This Episode   [0:36] Why Ed Brodow is on the show to talk about walking away from a deal [1:39] Ed’s experience in negotiating and education over a 32-year career [4:05] The reason optimism has to be at the forefront of every negotiation [9:06] What is the confidence mystique and why is it important? [19:01] How to use the “Columbo” method in negotiations [23:27] Traits of successful negotiators [26:45] Why you must be willing to walk away from a negotiation Connect with Ed Brodow Ed’s website: https://www.brodow.com/ Connect with Ed Brodow on LinkedIn Follow Ed on Twitter: @EdBrodow BOOK: Beating The Success Trap BOOK: Negotiation Boot Camp Ten Tips For Negotiating in 2020 - article from Ed’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

Wouldn’t it be great if you could receive a personal guide to negotiation from an experienced, wise negotiator who is proven to be successful? That’s what you'll get when you listen to this episode.  David Meltzer is a philosopher, business coach, entrepreneur, and so much more, including an amazing negotiator. He grew up poor and thought money would bring him happiness, so he pursued sports (he wanted to be a pro football player), then becoming a doctor, then a legal career. When he passed the bar exam he had an opportunity to create a legal advice service online, which is how he became a millionaire. His business career has only excelled from there. Join us for this conversation as David shares lessons from his journey that can serve you as a sort of guide to negotiation. Outline of This Episode [0:42] The business coach and philosopher who is David Meltzer [5:30] David’s secret to negotiating: an abundance mindset [7:26] Is it possible to serve others in a negotiation? [9:29] How do we get over ourselves and remove ego from the process? [12:10] Is there a role of visualization and manifestation in negotiation? [15:17] How David has developed the ability to pay attention and stay centered [17:57] Negotiation advice David wishes he had heard earlier in life about Resources & People Mentioned www.DMeltzer.com - text number: 949-298-2905 David’s author page on Amazon Lee Steinberg Warren Moon (NLF quarterback) The Playbook Podcast Sports 1 Marketing (David’s company) Connect with David Meltzer Follow David on LinkedIn Follow David on Twitter: @DavidMeltzer 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 we are all aware, every conversation, not to mention every negotiation, has much more going on under the surface than is easily seen by observers. Detecting deception, both manipulative and unconscious is part of what makes great negotiators outstanding. Dr. David Matsumoto specializes in understanding facial expression and trains negotiators, sales professionals, and leaders of all stripes how to notice and respond to the barely visible signals that often reveal what’s going on under the surface. Listen to this conversation. It’s fascinating to realize that all of us can become skilled at this nuanced but powerfully effective form of observation. Outline of This Episode [0:35] Dr. David Matsumoto is a jewel and we’re honored to have him on the show [2:15] The amazing career and research of Dr. Matsumoto [5:05] Facial expressions: an overview of the less-obvious and what may be meant [8:05] How can we differentiate meaningful facial expressions from non-meaningful ones [11:57] Is the brain communicating in the face to express what our words are not? [17:01] Are there ways to ensure your face and words are congruent? [22:17] Do cultures change the micro-expressions? [24:37] What you can do right now to improve your facial or non-verbal observation Connect with David Matsumoto David’s website: https://www.davidmatsumoto.com/ www.Humintell.com (great courses from David you should use) www.DetectDeception.com David’s organization on LinkedIn Follow HumIntel on Twitter: @Humintell 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

One of the reasons I’m happy to have someone like Stephen Kozicki on the podcast is because he brings an entirely different perspective to the process of negotiation through his approach to creating and discovering value. Stephen takes a very data-based, provable approach that serves incredibly well because it removes egos from the process and demonstrates tangible outcomes that offers of lower price alone cannot overcome. Listen to hear Stephen’s detailed approach to working out, creating, and discovering value in negotiations. Outline of This Episode [0:43] The fascinating history of Stephen’s negotiation experience [3:37] Discovering new value in negotiations that you don’t know exist [5:15] Why is it important to demonstrate value tangibly? [7:20] The reason measurable value is incredibly important [10:55] How to discover additional value available in a negotiation [12:30] 4 elements of value creation [17:15] How to think about false beliefs surrounding value [20:23] The vital importance of discovery sessions and the questions to ask [28:02] What Stephen would force everyone to change regarding value (if he could) Three questions you need to ask about every offer you make in a negotiation  Resources & People Mentioned SPONSOR: www.ScoutRFP.com/negotiation Stephen’s latest book: The Creative Negotiator BOOK: Blue Ocean Strategy Connect with Stephen Kozicki Follow Stephen on LinkedIn Stephen’s website: https://www.gordianbusiness.com.au/published-articles 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