Negotiations Ninja Podcast

Michael Raphael is the Chief Procurement Officer at Jones, Lang and LaSalle, a multinational property management firm. Having been based in Asia for 11 years, he has a deep knowledge of negotiation practices in Asia and that's what we discuss. In the west we're sometimes guilty of being egocentric in thinking that our way of negotiating is the way people all over the world negotiate, and that simply is not true. So how should you negotiate in Asia? ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Vitold is the CPO for the America's region for Capgemini (an information services company based out of Paris) and is quickly becoming my favourite Frenchman. Our conversation was focused around the pace of change in technology, and what's required from a procurement and negotiations point of view to keep pace with that change. I'm excited that I was able to get this interview with Vitold as it ties in nicely to the conversation that I had with Howard Richman. His cool French accent may be my favourite part of this whole interview. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Howard is the head of global indirect procurement at Citrix Systems. We focused our discussion on procurement negotiations within the IT and IS space, but this conversation is so much more than that. Warning, we touch on a few legal concepts, but we are not lawyers. Obviously, don't take our word as the gospel truth for legal concepts that we talk about. Seek qualified legal counsel if you need help with legal issues that you're negotiating. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Dr. Natalia Wiechowski is the Middle East's leading edutainer. She is a keynote speaker and personal branding expert who empowers business people to stand out. She builds impressive, positive, personal brands and fast tracks their success online and in everyday life. We walk through how personal branding and negotiation overlap and why personal branding is so important to developing strong negotiation practices and getting great deals. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

I'm joined by Tarek Alaruri of FairMarkIT.com. We split our discussion and focus on price transparency in the procurement industry, especially around price transparency in negotiation. And then we switch gears and talk about tailspend. 20% of vendors produce 80% of the spend, so what should we focus on optimizing? What about the forgotten 80% of vendors that produce 20% of the spend? It was a super fun conversation. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

In this episode, Beth Fisher-Yoshida and Todd Wiesel talk on the role of women in negotiation. We dive into topics like implicit bias and the systemic issues that women face in the workforce. Beth is a certified clinical sociologist, facilitator, educator, mediator and executive coach. Todd is the managing director at The Negotiation Institute (TNI) and coordinator of the WIN Summit, a conference focused on women and negotiation skills. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People In Sales. In this podcast we dive deep into how procurement and sales overlap and how we can collaboratively drive more value for the business when it comes to negotiation. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Stan Garber, Alex Yakubovich and Greg Tennyson can see the future. In this episode we discuss technology's role in procurement and negotiations, where we are, where we're going, how do we get there. Stan and Alex started Scout, which is an intuitive Cloud based platform which encompasses everything from project intake through sourcing pipeline to contract and supplier management, RFX, and reverse auction tools. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Sales expert Mark Hunter shares insights on negotiation in sales, effective questioning techniques, and the importance of providing unique value to customers. The podcast also discusses the evolution of sales strategies, mastering cold calls, negotiation tactics, and upcoming sales events featuring bestselling authors.

Drew Green is the CEO of Indochino - the largest bespoke suit retailer in the world. Between 2015 and 2017, Drew increased the market capitalization of Indochino by approximately $200 million. He says focus, dedication and decisiveness are what have led the company to achieving record growth year over year. Execution is everything to Drew. His knowledge on entrepreneurial financing and deal making and how to think about deals is incredible. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts