Negotiations Ninja Podcast

Wies Bratby, Chief Enthusiasm Officer at Women in Negotiation, is on the show today to talk about how women can develop confidence in negotiation and change their mindset.   Wies teaches how women can empower themselves to negotiate raises, promotions, better benefits for themselves. Ultimately it all comes down to the development of confidence. As I learned, women view negotiating for themselves very differently than negotiating for others.    ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Susan Ibitz, the human behavior hacker, is on the show. Some people hack computer systems, she hacks human behavior. Susan runs a company called the Human Behavior Lab where she and her team specialize in face reading, statement analysis, body language, and micro-expressions.  In this episode we jump into these 4 areas with both feet and discuss how understanding each of these four areas can make you a better negotiator and a better communicator. The thing that I loved about this episode is that Susan dispels a lot of myths about body language, specifically on how to tell if someone is lying to you. I find Susan's research fascinating and this is likely an episode you're going to want to take notes on.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

I’ve had a stack of people reach out to me and ask how to negotiate a raise or a new salary. The raise/salary negotiation is likely the most foreboding negotiation most people ever have to go through. And it’s something that almost everyone will have to face.  So in this episode of Negotiations Ninja, I’ll be laying out, step-by-step, exactly how to negotiate a raise or new salary. It’s not complicated, but it does require research, effort, and follow through (this last bit is key). What words do you use? How do you frame your needs? What do you ask for? How do you bounce back if they say no? Listen to learn more.  Outline of This Episode [2:47] Step #1: Make the request [4:00] Step #2: Do your research  [5:45] Step #3: Determine what you want [7:45] Step #4: Ask for more than you expect to get [10:45] Step #5: Have a BATNA [11:55] Step #6: Use the right words [13:15] Step #7: Position your request as a past/future request [14:40] Step #8: Roleplay the negotiation [15:43] Step #9: Bounce back from no 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

Joe Navarro has spent a lifetime observing others. He spent 25 years as a Special Agent for the FBI, conducting and supervising interrogations of spies and other dangerous criminals, honing his mastery of nonverbal communication.  After retiring from the bureau, he has become a renowned public speaker and consultant, an internationally bestselling author, and a sought-after TV commentator. Now, a decade after his groundbreaking book “What Every BODY is Saying,” Joe returns with his most ambitious work yet. “The Dictionary of Body Language” is the first-ever “field guide” to body language with more than 400 behaviors, presented in an easy-to-reference format that unveils what our bodies communicate about what we think, feel, want, desire, or fear. In this episode of Negotiations Ninja, we talk about the power of body language and nonverbal communication in negotiations and how you can leverage nonverbal communication to get more of what you need out of your ongoing negotiations. Outline of This Episode [3:47] Learn more about Joe Navarro [6:35] Joe’s experience with Phil Helmuth [10:21] Poker, body language, and business [13:20] The false assumptions of body language [18:39] How to baseline the other party’s body language [28:43] Body language is a universal language [35:05] How to project confidence in your body language [41:40] The Dictionary of Body Language Resources & People Mentioned The Dictionary of Body Language What Every Body is Saying Louder Than Words Read ‘Em and Reap Connect with Joe Navarro Follow on Twitter 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

Many people in procurement are data-driven, analytical, and tend to be introverted. So how do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, needs, and their wants? In this episode of Negotiations Ninja, I’ll walk you through a formulaic process to guide the conversation to get what you need (and assess what the other party needs). You can then use that information as leverage to get what you need from the negotiation later on.  Outline of This Episode [1:32] How to generate discussion in negotiations [3:09] Selling into multiple stakeholder groups [7:40] Dissecting the question funnel [19:46] Roleplay questions before the discussion  Resources & People Mentioned The Question Funnel 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

I’ve been waiting to have this conversation for a long time. Full confession, I’m a huge magic fan. And one of my favorite acts is a guy named Brian Brushwood. He’s a magician, podcaster, author and television personality. Brian also has a great show called Scam School where he teaches viewers how to use magic to scam beers off of friends in the bar—but for a good reason. In this episode of Negotiations Ninja, Brian and I have a great discussion about the dark side of magic and negotiations. The unfortunate thing about magic and negotiations is that sometimes it attracts people who would use tricks, communication tools, and body language for nefarious means to deceive others. How do you recognize people who would try to deceive you and how should you develop your skills to deal with those situations? We know that there are ways to leverage someone’s attention, so how can you use that attention to get more of what you want without deceiving them? Let’s find out.  Outline of This Episode [2:00] Learn more about Brian Brushwood [3:53] The heart behind Scam School [6:42] The different ways to influence and persuade [11:31] The unethical ways people use influence [20:35] How mentalists elicit information Resources & People Mentioned Influence The Like Switch How to Win Friends and Influence People Justin Willman Makes This Guy Think He's Invisible Catch Me if You Can Connect with Brian Brushwood Follow on Twitter Scam School The Modern Rogue 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 is a very personal conversation I had with a living legend in the world of hostage and crisis negotiations. This interview challenged me on more levels than I thought it would and it personally feels like the best interview I’ve ever done, but not because of anything I did. Jack Cambria, a 34-year veteran of the NYPD and crisis negotiation legend, is the crisis negotiation teacher that crisis negotiators go to learn from. He’s the instructor’s instructor. I was struck with the profound level of wisdom, patience, and knowledge that Jack has. But more than that, I was struck that he almost seems surprised that he’s a legend. And that for me was the mark of a true man of service. He’s dedicated his life to the service of others and to the preservation of life. It was a great honor to speak to Jack, and I couldn’t think of a better person to have on the show to celebrate the 50th episode of the Negotiations Ninja podcast. Outline of This Episode [2:50] Learn more about Jack Cambria and his career [4:31] The importance of listening in hostage situations [7:04] The four steps to navigate a hostage situation  [11:23] Solving problems like a hostage negotiator [17:03] What makes a good negotiator? [23:25] How to manage the stress of being a negotiator  [26:43] A negotiation that didn’t end as planned [32:29] What corporate negotiators can learn from hostage negotiators Connect with Jack Cambria Jack’s website Jack’s Training and Consulting  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

Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades. His clients range from Juno-winning bands, record labels, publishers, and managers, to the smallest up-and-coming artists. He tours the country regularly with his band “One Bad Son,” working with some of the biggest names in the music business, like Def Leppard and Judas Priest. Kurt and I talk about negotiating in the entertainment business, what some of the misconceptions about the entertainment business are, and what business people can learn from negotiations in the entertainment business Outline of This Episode [2:26] Learn more about Kurt Dahl and the entertainment industry [4:23] The false assumptions about the entertainment business [7:37] Where is the big money in the entertainment industry? [8:23] How changing technology impacts negotiation [10:38] How does an artist gain leverage in a negotiation? [16:28] What businesses can learn from artist negotiations  [18:56] What happens when a negotiation goes well?  [23:37] A negotiation that didn’t go well (and what Kurt learned) Connect with Kurt Dahl Kurt’s website One Bad Son 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

Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset. Mark is a lawyer with a ton of start-up experience and negotiation experience. He talks about the confidence required to perform well in negotiations and he believes that most people actually get in their own way when thinking about negotiation and life. Mark has consulted with the Gap Partnership , a very large negotiation consultancy in the U.K., and is now striking it out on his own to teach people how to develop a better performance based mindset.   ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast

Mr Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to. Mike and I also get into a discussion about AAR's or After Action Reviews and doing deep dives into your negotiation after the fact to see what you did well, what didn't go well and what can be improved for next time.  Mike's even developed a cool little app called the Negotiation 360 app (available on Google Play and the App Store) that allows you to rank and rate your negotiation and take notes on it so you can track your progress on skill set from one negotiation to the next.    ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast