Negotiations Ninja Podcast

We all want to walk away from our negotiations with more value, but for that to happen we’ve got to rethink and reapply a kind of negotiation training that can get us there. Keld Jensen is at the forefront of a movement to rebuild negotiation training from the ground up, starting with a mindset that moves away from the Zero-Sum game that most of us have been taught and toward an approach that adds value to every negotiation for both parties. You will enjoy hearing Keld’s perspective and hearing why he believes that most negotiations can end with up to 40% more value being realized. Does that have your attention? Listen to this great conversation. Outline of This Episode [2:01] Keld’s background in negotiation [4:05] Why today’s negotiation training is only providing hacks, not innovation [6:10] How to help others see that we need to improve when it comes to negotiation? [10:50] Smartnership: What is it? [12:48] We lose up to 40% of the value in any given negotiation. [17:59] “Getting to Yes” was a failure (says Keld) [19:40] Changing the mindset behind negotiation [22:48] What must be done to change the mindset behind negotiations broadly? Resources & People Mentioned Attend ProcureConWest - Use PIW19NN to get 25% off your registration Thunderbird School of Global Management (at Arizona State University) BOOK: Getting To Yes Connect with Keld Jensen Keld Jensen’s website www.SmartnershipNegotiation.com - Keld’s 90-hour program for negotiation training Keld’s Amazon Author page Follow Keld on LinkedIn Follow Keld on Twitter: @Keld_Jensen 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

ERP implementation is a difficult and lengthy process that can make or break an organization. So how does an enterprise roll out the implementation effectively and efficiently? What processes or procedures can smooth the transition from an old system to a new one? Shaun Syvertsen with ConvergentIS shares how to make the process easier and how to avoid common failure points. He emphasizes the necessity of getting high-level management involved and invested in the process. Shaun points out that their involvement is a gamechanger. With it, you typically see a successful ERP implementation. Without it, the process is sure to end in disaster. So how do you reach success? Listen to find out. Outline of This Episode [2:33] Shaun Syvertsen’s background [3:55] How to make the ERP implementation process easier [17:41] The nightmare situations of ERP implementations [26:54] Mitigate disaster with risk-management procedures [32:05] How to hire a third-party to aid in the implementation [38:35] What are the most common failure points to be aware of? [46:09] Connect with Shaun Syvertsen Resources & People Mentioned ConvergentIS SAP ERP The Checklist Manifesto Target’s failed ERP Implementation Gary Klein Performing a Project Premortem  Connect with Shaun Syvertsen Connect on LinkedIn Follow 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

Robert Semethy joins us in this episode of Negotiations Ninja—all the way from Vienna, Austria. Robert is the Chief Procurement Officer at Erste Banke—which is now celebrating its 200th year. We talk about differences in procurement and negotiation between Europe and North America. What do we need to know if we're working or living in Europe? What are the primary differences from the viewpoint of an American now living in Vienna? How do we succeed professionally once we understand the differences? And what should we continuously notice when doing business in Europe? Robert strives to answer these questions and more. Don’t miss this informative episode! Outline of This Episode [2:42] How Robert Semethy ended up in Austria [4:44] What are the biggest differences in styles? [7:38] Addressing someone on a first name basis [11:55] Why is an international style of negotiation becoming the norm?  [13:25] Will BREXIT affect international negotiation styles? [15:10] What can we learn from European negotiators? [19:53] How to develop a rapport with someone a European [22:36] Advice for Americans doing business in Europe [25:58] What is the biggest lifestyle difference? [27:48] Norms are driven by where the parent company is located   Connect with Robert Semethy 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

The wonderful Bernice Lee returns to the podcast to share more about Chinese business etiquette. Bernice is an etiquette coach who was raised in Canada, worked in the U.S., and is now based in Hong Kong. She teaches Westerners and the local business communities all about the ins and outs of doing business in Hong Kong and China. She’s an expert on the correct way to greet people, what to avoid, the big no-no’s, and even dinner etiquette. In this episode of Negotiations Ninja, we’re delving even deeper into etiquette concepts like saving face, proximity, physical space, and much more! This is an amazing free lesson that will greatly benefit business and sales professionals working in unfamiliar environments. Outline of This Episode [2:39] Bernice Lee’s professional background in etiquette [3:58] Key differences in body language westerners need to be aware of [5:49] How do you handle the lack of personal space? [6:41] Other body language to be aware of [9:51] Why Chinese will lavish attention on your babies [10:57] Bernice’s top advice to Westerners [16:49] The concept of saving face and what it means [22:02] How does communication within a Chinese company differ? [22:50] The Chinese business etiquette of gift-giving Connect with Bernice Lee The Etiquette and Leadership Institute 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

Antonio Humphreys leads marketing procurement at Adobe and joins us to chat about identifying and solving internal challenges. Antonio helps us dispel the myths around challenging internal customers and what we can do to improve these internal relationships. Spoiler alert! A lot of it comes down to Emotional Intelligence (EQ). Antonio delves deep into the human-centered approach procurement professionals need to take to develop great working relationships with internal customers. From there, understanding the relatable elements that are going to establish a good relationship quicker is going to give you a big advantage. You're developing different relationships internally versus with suppliers and Antonio helps us navigate the waters so they don't have to be so stormy! Outline of This Episode [1:43] Anthony’s background in procurement  [4:19] Why procurement people struggle to create relationships  [9:27] Why it’s necessary to develop emotional intelligence [17:58] How to navigate conflict resolution [20:39] How to develop emotional intelligence Resources & People Mentioned ProcureCon Connect with Antonio Humphreys 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

Jason Cammorata joins us to chat about the benefits unique and different backgrounds can have for procurement professionals. As a long-time, high-performing musician, Jason learned a lot about performance, planning, and preparation that he's applied to his procurement and negotiation career. What lessons can we learn from our past experiences? How can we take the skills we've learned and leverage them today? This week we're reflecting on our past to understand how to be more successful today. Outline of This Episode [3:48] Jason’s background in procurement [5:11] A natural orientation towards value [6:54] Jason’s performance career [7:52] The transition from music to procurement [13:33] Know what you’re negotiating for [15:30] How do you know when to stop?  [20:48] Collaboration in procurement [24:36] Use intuition with your counterpart [25:54] How to be in tune with stakeholders needs [29:04] Be brave and take calculated risks [29:52] How to connect with Jason Resources & People Mentioned Brett Colbert Connect with Jason Cammorata MDC Partners 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 episode of Negotiations Ninja, we’re talking with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute—about the mistakes that people make in negotiations. We're focusing on the biggest mistake—the avoidance of deadlocks. Why shouldn’t we avoid deadlock? Because sometimes starting in a deadlock gets you to the best possible outcomes. Matthias shares why it's important to start with a deadlock and more importantly, how to get out of them. Outline of This Episode [2:28] Matthias Schanner’s background [4:15] The biggest mistakes made in negotiation [5:46] Why negotiators avoid deadlocks [6:28] How do we move beyond the deadlock [8:35] Why should a negotiation exclude the CEO? [10:27] How to avoid damaging the relationship [14:19] Habits that help you embrace deadlock [16:25] All about the ‘N Conference’  [18:25] 3 tactics to improve negotiation results [20:13] How to connect with Matthias online Resources & People Mentioned The N Conference Connect with Matthias Schranner Schranner Negotiation Institute Connect on LinkedIn Follow 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

This week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this episode of the Negotiations Ninja, he talks about what he calls the three S’s—strategy, structure, and self. How do we strategize for negotiation? What’s the structure of a properly set up deal? And the third S—self: How do we go about understanding ourselves, our values, and what we are (and aren’t) capable of. Most importantly, what does it take to get the deal done from our own viewpoint? This is a fascinating conversation full of insights for professionals who’ve ever wondered how to apply systems thinking to negotiations.  Outline of This Episode [0:33] Cal Chrustie joins the Negotiations Ninja podcast! [2:59] Cal’s history in the field of negotiation [6:04] What is a ‘Wicked’ negotiation? [7:30] What is a dead body exchange? [8:19] Why are ‘good tactics’ not enough? [13:07] The risk of not having a strategy [16:17] Does North America embrace a focus that is too short-term? [17:45] How does structure fit into the negotiation process? [23:20] Where does the 3rd ‘S’—self—fit into the picture? [33:10] How to connect with Cal online Resources & People Mentioned InterVentis Global Episode Sponsor ProcureCon Contingent Staffing Code: NN-PCS-2019 for 25% off Connect with Calvin Chrustie Connect on LinkedIn Cal’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

In this episode of Negotiations Ninja, I’m chatting with Eric Germa—one of the most interesting and driven procurement professionals I’ve ever spoken to. Eric is the SVP of Strategic Procurement at Macy’s. This conversation is all about procurement transformation. Transformation is an expansive topic, covering everything from change management, upskilling your team, and becoming the leader that takes your procurement department to the next level. Eric’s experience leading transformation speaks for itself.  In the world of procurement transformation, why should procurement professionals think like consultants? How do they continuously create value? How do they drive innovation? Why is engaging stakeholders and driving change by finding new digital disruptions so important? This is a fascinating and comprehensive look at how we can all develop procurement and supply chain programs in a big way by leveraging innovation, design thinking, and a little bit of disruption. Enjoy a fascinating conversation with one of the great procurement professionals. Outline of This Episode [0:35] Eric Germa on the process of transformation [2:22] Eric’s background and transition into procurement [6:25] The three phases of procurement transformation [11:23] Taking a more consultative approach  [15:37] Gain insight about the process from consultants [22:09] Communication required from a leadership perspective [23:30] Three things to consider during the process [27:50] Embrace a continuous improvement mindset [31:06] How you can improve your procurement department [35:36] How to connect with Eric Germa Connect with Eric Germa Connect on LinkedIn Follow 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

What is a win-win negotiation? Is it even appropriate to think a win-win negotiation is achievable? The fantastic Mr. Chris Voss, author of Never Split the Difference, returns to the Negotiations Ninja podcast. Chris was the FBI’s Chief International Hostage Negotiator for many years and is an author and prolific speaker. In this episode, we challenge the widely-held belief of a win-win negotiation.  What does it look like when we move away from win/win negotiations to mutually beneficial negotiations? Should we be more or less transparent about what we want to achieve by the end of a negotiation? Is leverage something we should stop using as a consideration in negotiations? What are our responsibilities as a negotiator? Chris Voss talks about all this and more while sharing real-life examples from his distinguished career. Do NOT miss this.  Outline of This Episode [1:51] Chris Voss’s background [2:58] What Chris believes win-win negotiation is [5:21] Is the definition of win-win too myopic? [7:21] Win-win: ideology versus reality [10:21] Engage in more transparent negotiations [11:25] There’s no such thing as leverage [13:39] Why the goal should be ‘long-term greedy’ [15:55] Yes means nothing without the how [17:40] What’s happening at Black Swan Resources & People Mentioned BOOK: Never Split the Difference Connect with Chris Voss Connect on LinkedIn Chris’ Website Text FBIEMPATHY to 22828 for a FREE Newsletter  Episode Sponsor: ProcureCon Contingent Staffing Code: NN-PCS-2019 for 25% off 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