Sales expert Anthony Iannarino shares tips on standing out in B2B sales by understanding the counterparty and gathering information. They discuss creating alignment with procurement professionals and navigating sales and procurement dynamics. The chapter also highlights previous books and the unique setup of the Outbound conference due to the pandemic.

Why do women hesitate to negotiate? How do you prep, practice, and make your ask? How do you determine your unique value proposition? Leadership and Career Coach Kelli Thompson is on a mission to help women advance in the rooms where decisions are made. If you’re ready to hone your salary negotiation skills, Kelli Thompson will teach you how to confidently negotiate your salary in this episode of Negotiations Ninja.  Outline of This Episode [1:28] Learn more about Kelli Thompson  [2:26] The myths of salary negotiation [8:15] Navigating “How much did you make before?” [10:43] Why women hesitate to negotiate  [14:50] Why is money an untouchable topic? [17:08] How to prepare for a salary negotiation [20:20] How to determine your unique value proposition Resources & People Mentioned Kelli’s FREE resources Closing the Confidence Gap Connect with Kelli Thompson Kelli’s Website Connect on LinkedIn Follow on Twitter Friend on Instagram 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

Most people miss everyday opportunities to negotiate. Many of us are psychologically wired to accept things as they are. We don’t try to negotiate bills or ask for discounts and miss out on everyday negotiation opportunities.  Suzanne de Janasz believes that’s a mistake. We need to learn to recognize opportunities to negotiate. But gender, cultural, and other biases alter one’s perceptions. Suzanne shares how you can begin to overcome these disparities in this throwback episode of Negotiations Ninja. 

What is stoicism? What is its background and context? How can the philosophical lessons of stoicism be applied to negotiation? According to Doug Witten, there are many lessons we can learn from famous stoics that we can apply to negotiation.  Doug Witten is a mediator, arbitrator, negotiation coach, author, and was previously a corporate lawyer. He made it the mission of his career to help businesses and individuals solve disputes via alternative means. He’s been guiding people through the negotiation process as a neutral party since 2003.  Outline of This Episode [1:55] Learn more about Doug Witten [3:06] Why stoicism in negotiation? [4:52] What negotiators can learn from stoicism [6:43] The dichotomy of control [8:33] The use of emotion in stoicism and negotiation [13:06] How to remain objective in negotiations [16:42] Embracing humility in negotiation  [21:00] The application of empathy in negotiation  Resources & People Mentioned Mediation Essentials Toolkit: A Practitioner's Emergency Survival Guide Connect with Doug Witten The Stoic Negotiator™ Innovative ADR 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

Procurement expert Rich Ham discusses challenges faced by procurement teams, including neglect of expense management and relationships. He explores navigating vulnerabilities and avoiding being taken advantage of by counterparts. Topics include lean staffing, anti-competitive behaviors, post-contract management difficulties, negotiation training, vendor spend management, audit rights in software procurement, and contract adherence.

Roger Dawson was an amazing negotiation professional, prolific author, the founder of the Power Negotiation Institute, and someone that I thought of very highly. In this special episode of Negotiations Ninja, Roger’s wife, Gisela shares a behind-the-scenes look at a great negotiator and an even better man. Outline of This Episode [1:49] Learn more about Gisela and Roger Dawson [5:54] Roger’s approach to his work and life [11:33] The value Roger saw in simply asking [16:23] Can people learn grace, wit, and charm? [18:41] Roger’s hard work led to his success [20:32] What Roger was most proud of [22:04] What Gisela wants people to remember about Roger Resources & People Mentioned  Roger Dawson’s website Toastmasters America, Why I love Her by John Mitchum 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

Intellectual property is an asset. It can be a trademark, trade secrets, copyrights, patents, and more. Whoever designed—or developed—these assets are protected through intellectual property law. So how do contract professionals need to navigate IP clauses to protect these assets? Jeanette Nyden and Lawrence Kane break it down in this throwback episode of Negotiations Ninja! 

How do you find out what a buyer likes, needs, and wants from the outcome of a sale? How do you get to the root of the problem? Once you discover their core need, how do you guide them through the sales negotiation process? “Sales Evangelist,” author, and podcast host Donald Kelly joins me in this episode of Negotiations Ninja to tackle these questions. By the end, you’ll have a greater understanding and framework you can use to master sales negotiations.  Outline of This Episode [2:11] Learn more about Donald Kelly [3:07] Seek first to understand  [8:17] Can you probe too much? [10:46] Separating urgency and importance [14:16] Creating a mutual action plan [18:45] Why some deals fail to convert [24:28] The importance of a good relationship [27:13] Learn about Donald’s book, “Sell it like a Mango” Connect with Donald Kelly Connect on LinkedIn Follow on Twitter The Sales Evangelist The Sales Evangelist Podcast Sell It Like a Mango: A New Seller's Guide to Closing More Deals 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

How do you know what you’re worth? How do you ask for what you’re worth? Salary negotiations are tricky to navigate. Luckily, Fotini Iconomopoulos shares some foolproof strategies in this throwback episode of Negotiations Ninja. She covers overcoming imposter syndrome, words and phrases to avoid saying, and how to research what you’re worth. Don’t miss it! 

What is the role of gender in negotiations? What narratives influence negotiations? Sometimes, we forget that we have agency in how we negotiate. As an expert in negotiation and conflict resolution, Beth Fisher-Yoshida has learned that one thing is foundational: to improve your negotiation, you need to start by building self-awareness. In this episode of Negotiations Ninja, she shares how understanding gender roles—and how they impact your mindset—impacts negotiations and what you can do about it.  Outline of This Episode [1:30] Learn more about Beth Fisher-Yoshida [2:09] How gender affects negotiations [4:10] Effectiveness starts with self-awareness [8:33] Gaining the confidence to ask [11:20] How agency affects negotiations [13:34] The relational aspects of negotiation  [16:46] Two techniques to prepare for negotiation Resources & People Mentioned New Story, New Power: A Woman's Guide to Negotiation Beth Fisher-Yoshida and Todd Wiesel on Women in Negotiation Connect with Beth Fisher-Yoshida 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