Negotiations Ninja Podcast

How to Masterfully Manage Differing Beliefs, Throwback with Richard Shell, Ep #346

30 Mar 2023

Contributed by Lukas

You’ve gotten to a place where you point-blank asked someone what their values are. You have the answer—but it wasn’t the one you were looking f...

Negotiating with Narcissists per Rebecca Zung, Ep #345

27 Mar 2023

Contributed by Lukas

How do you know when you’re dealing with a narcissist? How is negotiating with a narcissist different from negotiating with a rational person? What ...

Why You Must “Dare to Care” with David Perry, Ep #344

23 Mar 2023

Contributed by Lukas

David Perry is a sales and business development expert and the author of the book “The Game of Sales.” David wanted to share everything he learned...

Negotiating with Dutch People per Michael Van Keulen, Ep #343

20 Mar 2023

Contributed by Lukas

How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiatin...

How to Happily Exit Your Business, Throwback with John Warrilow, Ep #342

16 Mar 2023

Contributed by Lukas

How do you exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after b...

Adjust Your Mindset to Succeed in Negotiation with Melissa Fortunato, Ep #341

13 Mar 2023

Contributed by Lukas

How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation ever...

Negotiate Better Salaries: A Throwback with Victoria Pynchon, Ep #340

09 Mar 2023

Contributed by Lukas

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that helps women negotiate better salaries. Sadly, ...

Using Negotiation Skills to Navigate Adversity with Lousin Mehrabi, Ep #339

06 Mar 2023

Contributed by Lukas

Everyone has faced adversity at some point in their life, especially in recent years with the Covid pandemic. But we all handle adversity differently....

Master Sales with Marty Park, Throwback Ep #338

02 Mar 2023

Contributed by Lukas

How do you take your business to the next level? How do you master the art of sales? What mistakes should you avoid making? Most entrepreneurs are gen...

Navigating Conflict at Scale with Gary Noesner, Ep #337

27 Feb 2023

Contributed by Lukas

Gary Noesner ended his 30-year tenure with the FBI as the Chief Hostage Negotiator. He managed 350 FBI negotiators around the country and 10 superviso...

Learn to Become Confident Negotiators, Throwback with Sara Laschever, Ep #336

23 Feb 2023

Contributed by Lukas

Sara Laschever co-wrote “Ask For It: How Women Can Use Negotiation to Get What They Really Want” with Linda Babcock. Their goal was straightforwar...

Cultural Context in Negotiation with Joana Matos, Ep #335

20 Feb 2023

Contributed by Lukas

How does culture impact negotiations? Why does culture matter? Why should you care? Joana Matos—a negotiation trainer, consultant, and guest lecture...

Sales Training for Both Sides of the Table, Throwback with Joe Paranteau, Ep #334

16 Feb 2023

Contributed by Lukas

Joe Paranteau is the author of “Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons,” which he wrote to be a comprehensive sales ...

Persuasion in Negotiation with Andy Luttrell, Ep #333

13 Feb 2023

Contributed by Lukas

Are persuasion tactics effective in negotiation? How do you develop persuasiveness that isn’t overtly obvious? Persuasive rhetoric can be compelling...

Overcome Ego with Mindfulness, Throwback with Gaetan Pellerin, Ep #332

09 Feb 2023

Contributed by Lukas

Does your ego get in the way of successful negotiation outcomes? Do you find yourself becoming emotional when someone takes a shot at your character? ...

Building Trustworthiness with Nonverbal Communication with Dr. Abbie Maroño, Ep #331

06 Feb 2023

Contributed by Lukas

How does nonverbal communication make or break a negotiation? How do you appear more trustworthy? What skills can you utilize to improve your nonverba...

How to Infuse Creativity in Negotiations with Dr. Josh Weiss, Ep #330

02 Feb 2023

Contributed by Lukas

How do you embrace creativity in negotiations? How do you approach problem-solving with a different mindset? Dr. Josh Weiss wrote “The Book of Real ...

Identifying and Navigating Your Emotional Triggers with Dr. Klaus Lassert, Ep #329

30 Jan 2023

Contributed by Lukas

What are the emotional triggers that you struggle with in a negotiation? How will they influence your negotiations? How do you keep your emotional tri...

Mastering the Psychology of Persuasion, Throwback with Brian Ahearn, Ep #328

26 Jan 2023

Contributed by Lukas

Have you heard of Cialdini’s principles of influence from his book, “Influence: The Psychology of Persuasion?” If you’re in the world of sales...

Navigating Crucial Conversations with Joseph Grenny, Ep #327

23 Jan 2023

Contributed by Lukas

According to the author of “Crucial Conversations,” Joseph Grenny, crucial conversations are a discussion between two or more people where the sta...

Deb Calvert’s DISCOVER Framework (Throwback), Ep #326

19 Jan 2023

Contributed by Lukas

In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert’s “DISCOVER” framework. She expounded upon the SPIN methodology and ...

Understanding Intercultural Negotiation with Eliane Karsaklian, Ep #325

16 Jan 2023

Contributed by Lukas

As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time the...

Why Planning Your Exit Should Be Step #1, Throwback with Erik Kostelnik, Ep #324

12 Jan 2023

Contributed by Lukas

Picture this: You’ve got a great idea for a business that you’re excited about. Your business plan has been perfected and your focus is on securin...

Ed Brodow’s Challenge: Be Willing to Walk Away, Ep #323

09 Jan 2023

Contributed by Lukas

Are you willing to walk away from a negotiation? Would you push your chair back from the table and walk out the door? In Ed Brodow’s experience, mos...

Nailing Down Your Prospect’s Desired Outcome, Throwback with Keenan, Ep #322

05 Jan 2023

Contributed by Lukas

What is your prospect’s desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling—once you calculat...

Setting the Foundation for the Deal with Carson Heady, Ep #321

02 Jan 2023

Contributed by Lukas

Carson Heady is the best-selling author of “Salesman on Fire” and is recognized as the #1 Social Seller globally at Microsoft. He’s found succes...

Emotional Commitments in Negotiation with Svitlana Kalitsun, Ep #320

12 Dec 2022

Contributed by Lukas

Svitlana Kalitsun is a Ukrainian negotiation expert and lawyer who teaches people how to create trusting relationships to get better deals and more sa...

Organizational Communication with Debra Roberts, Ep #319

05 Dec 2022

Contributed by Lukas

What do you do if you feel like an employee isn’t listening to you? What do you do if they disagree with you? Conversation expert Debra Roberts be...

How Lawyers can Become Better Negotiators, Throwback with Dr. Claudia Winkler, Ep #318

28 Nov 2022

Contributed by Lukas

Dr. Claudia Winkler has a Master of Law from Harvard Law and a Doctorate of Law (in European Union Law) from Johannes Kepler Universität Linz. She le...

Navigating Crisis Negotiations with Empathy with Dr. Andy Young, Ep #317

21 Nov 2022

Contributed by Lukas

How does crisis negotiation actually work? Dr. Andy Young has both trained and engaged in crisis negotiation for over 20 years. A common thread among ...

How to Rethink Your Approach to Negotiations (Throwback with Keld Jensen), Ep #316

14 Nov 2022

Contributed by Lukas

Are you approaching negotiations from a rigid viewpoint? Are you applying a zero-sum mindset where there can only be one winner? In this throwback epi...

How to Avoid Errors in the “Scope of Work” Clause per Jeanette Nyden, Ep #315

07 Nov 2022

Contributed by Lukas

“Scope of work” clauses may not be complex, but they are often misunderstood in a contract. It’s where I see the most mistakes and opportunities...

Why Storytelling is a Powerful Negotiation Tool According to Josh Weiss, Ep #314

31 Oct 2022

Contributed by Lukas

Why is storytelling a powerful negotiation tool? Stories are powerful because they’re how humans communicate. Stories are memorable and drive home c...

How Startup TNT is Positively Impacting Both Investors and Founders (Zack Storms), Ep #313

24 Oct 2022

Contributed by Lukas

Zack Storms runs a non-profit called Startup TNT, a community that works with local angel groups, early-stage VC funds, and seed funds to educate pote...

The Return of the Negotiation Myth-Busters (Throwback), Ep #312

17 Oct 2022

Contributed by Lukas

Dan Oblinger and Allan Tsang are the masters of busting negotiation myths. In this special throwback episode of Negotiations Ninja, they do just that....

How to Use Framing in Negotiations with Joel Trachtman, Ep #311

10 Oct 2022

Contributed by Lukas

What is framing? How do you use framing in negotiations? How do you use framing to win arguments? In this episode of Negotiations Ninja, Joel Trachtma...

Bridging the Gap Between Procurement and Sales with John Barrows, Ep #310

03 Oct 2022

Contributed by Lukas

How do we begin to alter the animosity that can exist between procurement and sales? How do we begin to facilitate open dialogue? John Barrows believe...

Leveraging the Science of Social Proof in Negotiation with David Hoffeld, Ep #309

26 Sep 2022

Contributed by Lukas

David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscie...

What Makes a Great Sales Manager? Throwback with Rene Zamora, Ep #308

19 Sep 2022

Contributed by Lukas

We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are...

Why Negotiation Without Emotional Intelligence Misses the Mark per Joanna Shea, Ep #307

12 Sep 2022

Contributed by Lukas

Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major a...

Automating Supplier Negotiations with Arkestro, ThrowBack with Edmund Zagorin, Ep # 306

05 Sep 2022

Contributed by Lukas

Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysi...

Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia, Ep #305

29 Aug 2022

Contributed by Lukas

Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a se...

Why an SDR Isn’t the Enemy, Throwback with Morgan Ingram, Ep #304

22 Aug 2022

Contributed by Lukas

Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipe...

Employ Empathy in the Face of Aggression with Simon Rycraft, Ep #303

16 Aug 2022

Contributed by Lukas

Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s no...

Ed Brodow’s Columbo-Style Negotiation Method, Ep #302

08 Aug 2022

Contributed by Lukas

Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the mode...

Negotiation Training in Ukraine with Mark Lowther, Ep #301

01 Aug 2022

Contributed by Lukas

Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques i...

How to Change Anyone’s Mind per Jonah Berger, Ep #300

25 Jul 2022

Contributed by Lukas

What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “The Catalys...

Why One-Upping Your Customers is a Good Thing with Anthony Iannarino, Ep #299

18 Jul 2022

Contributed by Lukas

You’re supposed to lead and serve your clients—so how is one-upping your customers a good thing? Being one-up is one of the many topics Anthony Ia...

How to Make a Blunt Negotiation Style Work For You with Anthony Sarandrea, Ep #298

11 Jul 2022

Contributed by Lukas

Anthony Sarandrea is a fan of getting things done quickly. His negotiation style has been described as blunt—but it works for him. His straightforwa...

Learn to Recognize Opportunities to Negotiate, Ep #297

04 Jul 2022

Contributed by Lukas

How do you learn to recognize opportunities to negotiate? Or do you see opportunities, but choose to ignore them for a variety of reasons? In this epi...

Throwback: The Science of Buying Intent with David Priemer, Ep #296

27 Jun 2022

Contributed by Lukas

Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If yo...

Susan Ibitz’s Analysis of the Johnny Depp vs. Amber Heard Trial, Ep #295

20 Jun 2022

Contributed by Lukas

The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided w...

How to Use Contact Marketing to Get Meetings per Stu Heinecke, Ep #294

13 Jun 2022

Contributed by Lukas

Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotia...

Kim Orlesky’s Transition Out of Entrepreneurship, Ep #293

06 Jun 2022

Contributed by Lukas

Kim Orlesky is an executive-level content creator, professional speaker, mentor, and successful entrepreneur. Kim has spent the last seven years run...

The 4 Pillars of Building Bonds, Throwback with Scott Tillema, Ep #292

30 May 2022

Contributed by Lukas

If someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In t...

3 Vulnerabilities Procurement Leaders are Facing with Rich Ham

23 May 2022

Contributed by Lukas

Procurement hasn’t kept pace with overall corporate growth. As a result, today’s procurement leaders are being asked to do the work of 2–3 peopl...

How to Improvise Agreements: A Michael Wheeler Throwback, Ep #290

16 May 2022

Contributed by Lukas

Michael Wheeler’s book, “The Art of Negotiation: How to Improvise Agreement in a Chaotic World,” dives into improvisation in negotiation—somet...

Negotiating Intellectual Property Clauses with Jeanette Nyden + Lawrence Kane, Ep #289

09 May 2022

Contributed by Lukas

There’s no beating around the bush—intellectual property clauses are complicated. They’re even more complex to negotiate. How do you decide who...

US Trade Negotiations with China, Throwback with Allan Tsang

02 May 2022

Contributed by Lukas

Remember the tariffs that the US leveraged against China in 2018, launching the “Trade War?” The trade negotiations with China were a clash of wor...

How to Ask for More Money the Right Way with Fotini Iconomopoulos

25 Apr 2022

Contributed by Lukas

How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re...

So You Think You’re Unbiased? Think Again (Throwback with Dan Lappin)

18 Apr 2022

Contributed by Lukas

Everyone strives to be unbiased, right? But the truth is that we all carry inherent biases. Those biases influence everything from our body language t...

Jack Barsky: A KGB Sleeper Agent’s Undercover Life

11 Apr 2022

Contributed by Lukas

Jack Barsky—born Albrecht Dittrich—was a sleeper agent for the KGB, operating in the United States from 1978 to 1988. He was exposed after the Col...

Jacqueline Twillie’s LATTE Negotiation Framework [Throwback]

04 Apr 2022

Contributed by Lukas

Who run the world? Women who negotiate. In this Negotiations Ninja throwback, Jacqueline Twillie shares why more women need to negotiate. She points o...

Brian Ahearn: Illustrating the Principles of Influence

28 Mar 2022

Contributed by Lukas

Brian Ahearn’s first book, “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical,” is a heavy psychology a...

How to Communicate Effectively in a Crisis per Marty Park

21 Mar 2022

Contributed by Lukas

In this special episode of Negotiations Ninja, we look back at an episode with Marty Park where we talked about navigating the Covid-19 crisis. As we’...

Your Behavior is the Key to Winning the Deal According to Joe Valley

14 Mar 2022

Contributed by Lukas

Joe Valley has built, bought, and sold over a half-dozen of his own companies. After selling his last eCommerce business, he joined the company that s...

Master Your Anger with These Tips [Throwback with Svitlana Kalitsun]

07 Mar 2022

Contributed by Lukas

When you feel anger rising within you, what do you do? How do you keep your temper from flaring when you’re embroiled in a frustrating negotiation? ...

The Negotiation Mythbusters Tackle 3 Widely Held Beliefs

28 Feb 2022

Contributed by Lukas

When a bad idea is enshrined in an industry, the foundation you build your strategy on is weak at best. That’s problematic, right? That’s why you ...

Mediation: Raphael Lapin’s Recipe for Success [Throwback]

21 Feb 2022

Contributed by Lukas

According to Raphael Lapin—a Harvard-trained mediator, negotiator, and communication specialist—there IS a difference between an average and a gre...

Predicting and Achieving Cost-Savings in Procurement with Edmund Zagorin

14 Feb 2022

Contributed by Lukas

What does predictive procurement mean? Can you truly predict pricing? The ability to predict and achieve cost-savings in procurement and supply chain ...

How Ethical Influence IS Possible [Throwback with Chris Hadnagy]

07 Feb 2022

Contributed by Lukas

It’s hard to think about influence and persuasion without feeling like you’re doing something morally reprehensible, right? In this throwback epis...

Dissecting the Liquidated Damages Clause with Jeanette Nyden

31 Jan 2022

Contributed by Lukas

Welcome back to the informal series on commonly disputed legal clauses (from a procurement perspective). Today, Jeanette Nyden returns to talk about l...

Have You Got Your Schmooze On?, Throwback with Cody Lowry

24 Jan 2022

Contributed by Lukas

“Mr. Schmooze” (Cody Lowry) is back to explain what Schmooze is and why you need it in sales, procurement, and negotiations. It comes down to thre...

Why You Need Muscle Memory in Negotiation with Julia Ewert

17 Jan 2022

Contributed by Lukas

Becoming effective as a negotiator is simply a process of developing skills. But that doesn’t mean it’s a simple process. It requires dedication a...

Are You Using Your Magic Words?, Throwback Gold, with Phil Jones

10 Jan 2022

Contributed by Lukas

Influence can seem like a mysterious thing, until you have someone who understands it explain it to you in easy-to-understand terms. That’s what Phi...

The Art and Science of Virtual Selling with Steve Brossman

03 Jan 2022

Contributed by Lukas

Selling has changed over the last few years. No longer can we depend on the face to face opportunities to build rapport and gain trust. Virtual is the...

Understanding Indemnities with Jeanette Nyden

13 Dec 2021

Contributed by Lukas

Jeanette Nyden has spent 18 years teaching people how to negotiate complex contracts. It’s where her passion for making boilerplate language accessi...

Throwback with Dr. Mark Goulston

06 Dec 2021

Contributed by Lukas

Are you a good listener? In this throwback, Dr. Mark Goulston will probably persuade you otherwise. Did you know that you can talk over, at, to, or ...

Joe Paranteau’s Sales Secrets

29 Nov 2021

Contributed by Lukas

Joe Paranteau has sold over a billion dollars in revenue. He’s been a Sales Director at Microsoft for over 17 years. He’s a dynamic speaker, visio...

Throwback with Keld Jensen

22 Nov 2021

Contributed by Lukas

In April 2020 we had a great conversation about how the COVID-19 pandemic was impacting negotiation. Now, over 6 months later, the world of negotiatio...

Mastering Mindful Negotiation with Gaetan Pellerin

15 Nov 2021

Contributed by Lukas

Gaetan Pellerin is the author of a new book all about mindful negotiation. We often talk about planning, preparation, strategy, and tactics, right? B...

Throwback with Tom Williams

08 Nov 2021

Contributed by Lukas

In this throwback, we revisit the all-important question: How do you sell to someone in procurement? According to Tom Williams, you need to understand...

Shaahin Cheyene’s Journey from Herbal Ecstasy Creator to Amazon Guru

01 Nov 2021

Contributed by Lukas

Shaahin is the Founder, CEO, and Chairman of Accelerated Intelligence. His story is unbelievable. Shaahin’s family had to escape Tehran during the I...

Throwback with John Barrows

25 Oct 2021

Contributed by Lukas

In this Throwback, we return to the conversation with John Barrows about why he wrote his children's book, "I Want to Be in Sales When I Grow Up!" He ...

How to Build a Business Worth Buying with John Warrillow

18 Oct 2021

Contributed by Lukas

How do you build a business worth selling? How do you find the right buyers—without falling victim to the “ego-stroke?” John Warrillow joins me ...

Throwback with Chris Hadnagy

11 Oct 2021

Contributed by Lukas

How do you negotiate ethically while still protecting your interests? Chris Hadnagy—a brilliant master of persuasion and influence—shares some str...

Why You Need to Develop Positive Risk Tolerance

04 Oct 2021

Contributed by Lukas

Pat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales...

An important update from Mark

28 Sep 2021

Contributed by Lukas

Why Women Have to Embrace a Social Style of Negotiation

27 Sep 2021

Contributed by Lukas

Sara Laschever is an authority on the challenges that women face at work. Sara writes about women and work, with a focus on women in negotiation. Why ...

Throwback Thursday with Michelle Seiler Tucker

23 Sep 2021

Contributed by Lukas

Are you a serial entrepreneur looking to plan your exit from a successful business? Were you even aware that you needed a plan? Michelle Seiler Tucker...

Navigating the Limitation of Liability Clause

20 Sep 2021

Contributed by Lukas

How do you think about risk? What about mitigation and controls? What are the operational requirements necessary to carry out proper limitations of li...

Throwback Thursday with Mihai Isman

16 Sep 2021

Contributed by Lukas

Do you have experience with multiparty negotiations? Do you need experience? In this Throwback Thursday edition of negotiations Ninja, Mihai Isman sha...

How Entrepreneurs Can Nail Sales

13 Sep 2021

Contributed by Lukas

If someone builds their own business, they’re likely an expert in their thing. They are brilliant at that one thing. But now—to get to the next le...

Throwback Thursday with Tim Schigel

09 Sep 2021

Contributed by Lukas

Listen to this special throwback of the Negotiations Ninja podcast for a deep look into the world of venture capitalists. Tim Schigel (the founding an...

Why Does the Word “Negotiation” Come with Baggage?

06 Sep 2021

Contributed by Lukas

A lot of baggage exists in the word negotiation. Why does it conjure negativity, tension, and frustration? How do you overcome that? Jean Reyt—assi...

Throwback Thursday with Allan Tsang

02 Sep 2021

Contributed by Lukas

In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (includ...

Strategies to Influence People Ethically

30 Aug 2021

Contributed by Lukas

Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ni...

Throwback Thursday with Chris Hadnagy

26 Aug 2021

Contributed by Lukas

In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence peop...

The Components of a Successful Mediation

23 Aug 2021

Contributed by Lukas

What are the necessary ingredients that make for a successful mediation? Is there a difference between a great mediation and an average mediation? How...

Throwback Thursday with David Matsumoto

19 Aug 2021

Contributed by Lukas

In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotia...