Negotiations Ninja Podcast

Everyone loves a good spy movie, right? The intrigue, the danger, the mystery…it’s fascinating. In this special throwback episode of Negotiations Ninja, we revisit a special conversation with Jack Barsky, who was originally a sleeper agent for the KGB. After being exposed, Jack became an asset for United States intelligence. He shares what undercover life was really like in this episode. Don’t miss it! 

Tim Castle—a sales coach, professional development coach, and best-selling author—embraces an unusual approach in his negotiations. His H.U.M.A.N. approach to negotiations emphasizes hearing, unlocking, moving, aligning, and networking. Tim will break down some of these concepts to help transform the way you think about negotiations in this episode of Negotiations Ninja!  Outline of This Episode [1:43] Learn more about Tim Castle  [2:19] The H.U.M.A.N. approach to negotiation  [4:24] How to “hear” in a negotiation [8:06] “Unlocking” is the step everyone misses [14:18] The forgotten piece: Networking in a negotiation [17:38] Why negotiators must embrace a “possibility” mindset [21:08] Using story to paint a picture is critical  Connect with Tim Castle Tim’s Website Follow on Twitter Watch on YouTube Friend on Instagram The Tim Castle Show The Art of Negotiation 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

According to Brian Ahearn, influence is a way of life. Embracing the principles of influence— reciprocity, commitment or consistency, consensus or social proof, authority, liking, and scarcity—allows you to look at life through a different lens. And each principle builds on the other. When you focus on getting to know and like the people around you, you’ll learn what’s meaningful to them. According to Brian, “The foundation of everything is the principle of learning to like others and build relationships.”  Learn how leveraging the principles of influence can positively impact every aspect of your life in this special throwback episode with Brian Ahearn. 

Multiparty and multi-stakeholder negotiations are complex. Community negotiation is even more so. The process is mind-boggling. And it’s one that Nokukhanya (Nox) Ntuli navigates regularly. Nox is a South African lawyer, mediator, process facilitator, and the Head of Dispute Resolution at Compliance Advisor Ombudsman, part of the World Bank Group.  Her role is an accountability mechanism within the World Bank Group. Its purpose is to accept complaints from communities that feel negatively affected by its investments. Nox mediates those disputes. She shares what this unique community negotiation looks like in this episode of Negotiations Ninja!  Outline of This Episode [2:35] Learn more about Nokukhanya Nox Ntuli [3:50] Nox’s experience(s) in conflict-ridden countries [6:06] The importance of understanding cultural nuance [9:37] How commercial disputes are different [14:00] Reaching a desired outcome in a community negotiation [18:38] Why a company might find itself in mediation [21:12] How Nox navigates back-channel negotiations  [23:03] Using back-channel negotiations to fuel conflict [26:33] What’s happening next for Nox Ntuli Connect with Nox Ntuli Compliance Advisor Ombudsman (CAO) 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

In Dan Oblinger and Allan Tsang’s book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements,” they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, they cover a few, including a commonly held belief:  That trust is a necessity. They contend that trust is a luxury. And trust is a luxury that most negotiators don’t have. What should you focus on instead? Learn more in this fun throwback episode of Negotiations Ninja!   

If we went back 15 years and looked up “Social Engineering,” it was defined as something malicious and manipulative. But as Chris Hadnagy studied psychology, influence, persuasion, and human decision-making, he saw that social engineering wasn’t always negative. So Chris came up with a new definition: Human hacking, i.e. social engineering, is “Any act that influences a person to take an action that may or may not be in their best interest.” How social engineering is used defines if it is malicious or not.  So how do you employ social engineering? By following Chris’s 7 principles of elicitation. Learn more in this episode of Negotiations Ninja.  Outline of This Episode [2:20] Learn more about Chris Hadnagy [3:15] What is human hacking? [5:37] The definition of elicitation [9:54] Chris’s 7 principles of elicitation  [14:57] How to make someone feel good  [19:34] The power of nonverbal communication [22:32] Exercise: How to suspend your ego [25:38] Get involved with the Innocent Lives Foundation  Resources & People Mentioned Robin Dreeke The Moral Molecule: The Source of Love and Prosperity Building Trustworthiness with Nonverbal Communication with Dr. Abbie Maroño, Ep #331 5 Ways to Use Elicitation in Negotiation with Jack Schafer, Ep #349 Connect with Chris Hadnagy The Innocent Lives Foundation Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You 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

How do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden, “If you don’t have a good risk analysis or cost analysts on the customer side, then you use formulas.” Jeanette shares what this could look like in this throwback episode of Negotiations Ninja!   

Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it home in his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.”  In this episode of Negotiations Ninja, we get into the specifics of the hostage negotiation framework, tactical empathy, the ability to build emotional control into conversations, and how to be an overall better leader. Do not miss this incredible conversation with a true master of negotiation.  Outline of This Episode [2:06] Learn more about Derek Gaunt  [3:33] The hostage negotiation framework  [9:14] How to mitigate defensiveness [11:30] Embrace a curious mindset [16:46] Maintaining emotional control [20:51] How to coach a “Blue Flamer” Resources & People Mentioned Never Split the Difference by Chris Voss Connect with Derek Gaunt The Black Swan Group Connect on LinkedIn Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader. 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

So much of the sales world has moved online because of the Covid pandemic. But even before that, virtual sales were becoming more prevalent. Now, it’s more important than ever to develop virtual sales mastery. That’s why we’re returning to this poignant episode with Steve Brossman in this throwback episode of Negotiations Ninja. Tune in to hear him unpack the art and science of virtual sales! https://negotiations.ninja/podcast/the-art-and-science-of-virtual-selling-with-steve-brossman-ep-271/

Matthias Schranner specializes in especially difficult negotiations, those that you can’t simply win with preparation and a good argument. Coming to an agreement in a difficult negotiation often requires wildly different strategies than a simple business negotiation. Matthias was a hostage negotiator in Germany for over 14 years before he started his own business focusing on difficult negotiations in the Global World. He sheds light on the process of navigating difficult negotiations in this episode of Negotiations Ninja! Outline of This Episode [2:04] Learn more about Matthias Schranner  [2:55] Difficult negotiations need a different approach [4:25] When you should intentionally create a deadlock [6:03] Does a deadlock lead to creative solutions? [7:18] Why the walkaway point isn’t the worst-case scenario [11:41] Is there a need for alternatives?  [13:20] How to change your perspective on conflict [18:17] Why people struggle with internal negotiations  Connect with Matthias Schranner Schranner Negotiation 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