Negotiations Ninja Podcast

When you approach a negotiation, you need to be ready, relatable, and reasonable. You have to be ready—do your research so that nothing surprises you. People help people they like, so it helps if you’re relatable. Lastly, you need to focus on finding solutions and be reasonable. Lynn Price believes that if you focus on being ready, relatable, and reasonable, you’ll see far more successful negotiations. She goes into detail on this topic in throwback episode #356!  

Matthew Pollard wrote “The Introvert’s Edge” to help the average introvert learn that their path to success will look different than an extrovert’s. Systems and processes will allow introverts to succeed, excel, and dominate their market. Introverts can only do so well “winging it.” In this episode of Negotiations Ninja, Matthew shares that when you focus on methodology and consistency, you end up the best in the business. Matthew jokes that he was an introverted kid with no right being in sales. But he went on to become the #1 salesperson in his company. Since then, he’s started his own business and has been responsible for five multi-million dollar success stories. Now he teaches the world how to obtain rapid growth, how to tell stories, and how to nail their messaging in their niche.  Outline of This Episode [1:34] Learn more about Matthew Pollard [3:25] Why do introverts struggle with sales and negotiations? [6:52] Approaching the development of a system and process [12:34] Why processes help introverts gain control [19:55] How to plan and practice stories  Resources & People Mentioned IntrovertU Harnessing the Power of Stories Get the first chapter of Matthew’s sales book for FREE Connect with Matthew Pollard Rapid Growth® Watch on YouTube Connect on LinkedIn Follow on Twitter The Introvert's Edge The Introvert’s Edge to Networking 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

Did you know that 1% of the population could be diagnosed as a narcissist? We’ve all likely interacted with someone who we’d classify as a narcissist. But what do you do when you’re forced to negotiate with a narcissist? Should you change your negotiation strategy? According to Rebecca Zung—one of the Top 1% of attorneys in the nation—the answer is a resounding yes. She shares how to navigate negotiating with narcissists in this throwback episode of Negotiations Ninja!   

Nikki Rausch “The Sales Maven” teaches salespeople how to have more effective sales conversations while maintaining rapport and keeping the relationship intact. She also teaches how to overcome the fear of rejection by fundamentally changing the way you view sales: It’s something you do with someone, not to them. Learn how to shift your mindset to overcome fear in this episode of Negotiations Ninja.  Outline of This Episode [1:23] Learn more about Nikki Rausch [1:45] Maintaining rapport while selling [3:14] Nikki’s strategy for overcoming rejection  [8:21] Why stories are powerful in B2B sales [10:56] Salespeople are guides—not heroes [13:23] The importance of questions in sales Resources & People Mentioned Get Nikki’s “Closing the Sale” eBook for FREE Connect with Nikki Rausch Nikki’s website The Sales Maven Podcast Connect with Nikki 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

How do you get what you want in a negotiation? How do you be more persuasive? Simon Rycraft wrote “Negotiation Hacks: Expert Tactics To Get What You Want,” to lay out the strategies, skills, and approaches needed to get what you want. In this throwback episode of Negotiations Ninja, Simon covers some of the tactics he lays out in his book and how to make them work for you. Check it out!

How do you combat fear with courage? How does your ego build walls in negotiations? And why, when you’re in a negotiation, should you only say something if you believe it? Mala Subramaniam—an Executive Coach, Author, and Speaker—has taught thousands of people the art of communication in negotiation. In this episode of Negotiations Ninja, Mala shares the #1 way you can combat fear in negotiation.  Outline of This Episode [1:38] Learn more about Mala Subramaniam [4:12] Combating fear with courage [7:56] How ego affects negotiations [11:11] You have a responsibility… [13:33] Only say it if you believe it [16:55] Do you open yourself up to manipulation? [20:50] A conversation about ageism  Connect with Mala Subramaniam Mala’s website Email Mala at Mala(at)mktinsite.com Connect on LinkedIn Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations 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 Valley is a serial entrepreneur and partner at Quiet Light Brokerage. He’s also an expert at building sellable companies. He’s also learned the secret to winning more deals: Don’t be an a–hole. The people who win more deals do their research, carry intelligent conversations, and are polite, professional, and likable. Why are these qualities so important? Joe Valley covers the topic in detail in this throwback episode of the Negotiations Ninja podcast! 

Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career.  Outline of This Episode [2:14] Learn more about Jack Shafer [2:55] Technique #1: Presumptive Statements [8:30] How to shift power in a negotiation [11:08] The use of time in a negotiation [13:12] Who has the authority? [15:04] Technique #2: Use the phrase “I’ll bet…” [18:11] Uncovering your counterpart’s objections [20:23] Technique #3: Bracketing [22:19] Technique #4: Reported Facts [24:00] Technique #5: The Well Technique  Resources & People Mentioned Turning on the Like Switch with Jack Shafer, Ep #61 Connect with Jack Shafer The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over 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

Do you excel when you’re negotiating for your company but struggle to negotiate successfully for yourself? Is it because you lack clarity on exactly what you’re negotiating for? Or do you feel too emotionally involved to think clearly?  You have to be able to communicate your value and articulate why you deserve what you’re asking for. Deborah Kolb—an expert in negotiation, leadership, and gender issues—shares how you can change your mindset to master personal negotiations in this throwback episode of Negotiations Ninja.

How do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja.  Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to drive contract negotiation forward. This is a book all contract professionals need to read. She covers some important concepts from her book in this episode. Don’t miss it! Outline of This Episode [2:10] Learn more about Nada Alnajafi [3:37] Get on the same page about the redlining process [5:36] Proper etiquette with redlining + comments [8:23] Working with outside counsel on contracts [11:34] Why I despise separating commercial from legal [12:38] Using redlining to make negotiations more efficient [15:27] The operational implications of what you’re contracting for [18:23] The impact of artificial intelligence on the redlining process [20:39] How Nada handles “hidden redlines” in contracts Resources & People Mentioned Nada’s Book: Contract Redlining Etiquette Navigating the Limitation of Liability Clause with Jeanette Nyden, Ep #256 Connect with Nada Alnajafi Nada’s Website Contract Nerds 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