Negotiations Ninja Podcast

Turning Timid Students into Expert Negotiators

16 Aug 2021

Contributed by Lukas

In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the...

Throwback Thursday with Daniel Shapiro

12 Aug 2021

Contributed by Lukas

What role does your core identity play in a negotiation? How does it change your approach when there’s conflict? In this special throwback, Daniel S...

How to Negotiate Your Way into a Startup

09 Aug 2021

Contributed by Lukas

Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that’s helped hundreds of women use the spoke mod...

Throwback Thursday with Tim David

05 Aug 2021

Contributed by Lukas

In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #185 with—believe it or not—magician Tim David. Tim shares the l...

How to Properly Use Cialdini’s Principles of Influence

02 Aug 2021

Contributed by Lukas

Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “Influence: The Psychology...

Throwback Thursday with Dr. Mark Goulston, Ep #241

29 Jul 2021

Contributed by Lukas

In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage ...

The Three R’s of Negotiation

26 Jul 2021

Contributed by Lukas

What are people afraid of when it comes to negotiation? How do you build confidence in your abilities? What are the three R’s of negotiation, and ho...

Throwback Thursday with Phil Jones

22 Jul 2021

Contributed by Lukas

How do you move your audience? How do you influence people? Phil Jones provides the script in his book “Exactly What to Say: The Magic Words for Inf...

How to Successfully Negotiate for Yourself

19 Jul 2021

Contributed by Lukas

How do you negotiate for yourself, as opposed to an organization or employer? If you’ve been in the game for a while, you know there is a difference...

Throwback Thursday with Cody Lowry

15 Jul 2021

Contributed by Lukas

In this Throwback episode of Negotiations Ninja, we hop back to episode #183 with Cody Lowry. In this episode, Cody shares why the ability to “schmo...

The Conscience Code: How to Lead with Your Values

12 Jul 2021

Contributed by Lukas

How do you negotiate with your values in your organization? How do you learn to recognize the values that are important to others and let them guide y...

Simon Rycraft’s Negotiation Hacks

05 Jul 2021

Contributed by Lukas

In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft explains six proven hacks he’s used throughout his career t...

Throwback Thursday with Chris Hadnagy

01 Jul 2021

Contributed by Lukas

In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #98 with Chris Hadnagy. Chris is an expert in “human hacking” an...

A Discussion on Labor Spend

28 Jun 2021

Contributed by Lukas

There are a lot of vendors that capitalize on a company's inability to properly manage labor-based categories. Rich Ham (the CEO) and Matt Smith (the ...

Throwback Thursday with Annie Duke

24 Jun 2021

Contributed by Lukas

In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #68 with Annie Duke. Annie is a World Series of Poker ch...

How to Successfully Negotiate with Narcissists

21 Jun 2021

Contributed by Lukas

What is a narcissist? How do you negotiate with someone who’s a narcissist? Can you negotiate with a narcissist? Rebecca Zung—an expert on negot...

Throwback Thursday with Keld Jensen

17 Jun 2021

Contributed by Lukas

To play the game of negotiation effectively, you have to know the rules of the game. What is the role of trust? How do you develop it? How—and why—...

Become a Better Listener

14 Jun 2021

Contributed by Lukas

Dr. Mark Goulston is back by popular demand! In this episode of Negotiations Ninja, I chat with Dr. Goulston about becoming a better listener—which ...

Throwback Thursday with Matthias Schranner

10 Jun 2021

Contributed by Lukas

In this throwback episode of Negotiations Ninja, we revisit episode #90 with Matthias Schranner—former hostage negotiator and founder of the Schrann...

Michael Reddington’s Forensic Interviewing Method

07 Jun 2021

Contributed by Lukas

What is forensic interviewing? How can it be applied to the enterprise sales and procurement process? In this episode of Negotiations Ninja, Michael R...

Throwback Thursday with Jeanette Nyden and Lawrence Kane

03 Jun 2021

Contributed by Lukas

Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perf...

The Game of Sales

31 May 2021

Contributed by Lukas

David Perry is a sales and business development expert. He’s an industry veteran who understands the game of sales at the top level. David advises w...

Throwback Thursday with Mihai Isman

27 May 2021

Contributed by Lukas

Do you have experience with negotiating across cultures? Negotiating with different cultures means you’ll run into different beliefs, mindsets, and ...

The Purpose of DISCOVER Questions

24 May 2021

Contributed by Lukas

In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issu...

Throwback Thursday with Roger Dooley

20 May 2021

Contributed by Lukas

In this special Throwback Thursday episode, we jump back to an episode with Roger Dooley. We dissect and discuss the science behind influence and how ...

The Role of Data in Negotiation

17 May 2021

Contributed by Lukas

Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (C...

Throwback Thursday with Dr. Jennifer Goldman-Wetzler

13 May 2021

Contributed by Lukas

In this Negotiations Ninja, throwback we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict res...

Employ Creative Problem-Solving in Negotiations

11 May 2021

Contributed by Lukas

Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, ...

Throwback Thursday with Paul Watts

06 May 2021

Contributed by Lukas

Do you believe that planning is the most important part of a negotiation? If so, you’re on the same wavelength as Paul Watts. He believes planning i...

Jacqueline Twillie’s Guide to Help Women Negotiate with Confidence

03 May 2021

Contributed by Lukas

Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give...

Throwback Thursday with Gary Noesner

29 Apr 2021

Contributed by Lukas

How do you deal with frustration in negotiation standoffs? What can we learn from the failed Waco Siege that took place in 1993? In this throwback, we...

Brexit = A Poorly Managed Political Negotiation

26 Apr 2021

Contributed by Lukas

I can’t say “Brexit” without choking down laughter. But many people are passionate about Brexit, and I don’t mean to make light of it. But wha...

Throwback Thursday with Dan Oblinger

22 Apr 2021

Contributed by Lukas

This episode with Dan Oblinger is just THAT important that it needs repeating. Why? Dan Oblinger has negotiated in life-and-death hostage situations. ...

The Post-COVID Era of Negotiation

19 Apr 2021

Contributed by Lukas

How has COVID-19 affected negotiation? What will change moving forward? How has it impacted communication and technology? While COVID-19 has changed t...

Throwback Thursday with Marty Latz

15 Apr 2021

Contributed by Lukas

In this Throwback Thursday episode of Negotiations Ninja, we look back at an amazing episode with Marty Latz. Marty shares stories from his career—b...

The Role of Giving in Negotiation

12 Apr 2021

Contributed by Lukas

Bob Burg would define giving as “Being focused on providing immense value to others.” Doing so is a more pleasant way of living life and conduct...

Throwback Thursday with Josh King

08 Apr 2021

Contributed by Lukas

In this Throwback episode of Negotiations Ninja, we take a leap back to episode #129 with procurement professional Josh King. He shares some strategie...

How to Sell to Procurement

05 Apr 2021

Contributed by Lukas

How do you sell to someone in procurement? Why is it important for a salesperson to understand their decision-making process? Tom Williams—sales con...

Throwback Thursday with Mohammed Faridy

01 Apr 2021

Contributed by Lukas

Where are you weak as a negotiator? Where do you need to develop and refine your skills? To continue to yield amazing results for your clients, you mu...

Win-Win = Lose-Lose

29 Mar 2021

Contributed by Lukas

Is win-win the best solution? Is any deal better than no deal? Is the ability to bluff a game-changer in a negotiation? Are these perpetuated truths f...

Throwback Thursday with Molly Bloom

25 Mar 2021

Contributed by Lukas

In this throwback edition of Negotiations Ninja, we revisit a great episode with Molly Bloom. Molly spent years organizing high-stakes poker games for...

How to Exit Rich with Michelle Seiler Tucker

22 Mar 2021

Contributed by Lukas

The biggest mistake that business owners make is that they don’t plan their exit from their business. People don’t think about the planning and pr...

Throwback Thursday with Jeanette Nyden and Lawrence Kane

18 Mar 2021

Contributed by Lukas

In this Negotiations Ninja Throwback, we look back at episode #111 with Jeanette Nyden and Lawrence Kane—the authors of “The Contract Professional...

Motivation, Leverage, and Power

15 Mar 2021

Contributed by Lukas

If you don’t know how to negotiate, you won’t make a profit, right? You’ll just be giving things away. If you don’t negotiate well, you’re e...

Throwback Thursday with Mihai Isman

11 Mar 2021

Contributed by Lukas

In this throwback, we take a look back at episode #123 with international negotiator Mihai Isman. In this episode, we covered negotiating across cultu...

Learn Exactly What to Say

08 Mar 2021

Contributed by Lukas

Do you seem to be saying all of the wrong things and struggling in your negotiations? What words and sentences should you use to get someone to move i...

Throwback Thursday with Mark Lowther

04 Mar 2021

Contributed by Lukas

In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #112 with none other than crisis negotiator Mark Lowther. In ...

The Dynamics that Make a Multiparty Negotiation Effective

01 Mar 2021

Contributed by Lukas

How do you manage multiparty negotiations? What should the preparation process look like? What kind of outcome do you strive for? Multiparty negotiati...

Throwback Thursday with Jennifer Goldman-Wetzler

25 Feb 2021

Contributed by Lukas

In this throwback episode of Negotiations Ninja, we hop back to episode #142 with Dr. Jennifer Goldman-Wetzler. This episode is ALL about resolving co...

Inside the Mind of a Venture Capitalist

22 Feb 2021

Contributed by Lukas

How does the venture capital industry work? What do investors think about when they decide who and what to invest in? What is the framework they use? ...

Throwback Thursday with Roger Dooley

18 Feb 2021

Contributed by Lukas

Welcome to the Negotiations Ninja version of Throwback Thursday! In this episode, we replay episode #97 with Roger Dooley. Roger explains how to pract...

Human Hacking + Social Engineering

15 Feb 2021

Contributed by Lukas

How do you improve your social experiences? How do you improve your communication? How do you win friends, influence people, and leave them better off...

Throwback Thursday with Paul Watts

11 Feb 2021

Contributed by Lukas

In this throwback edition of the Negotiations Ninja podcast, we jump back to episode #132 with Paul Watts. Paul believes that planning in negotiation ...

Understanding Body Language in Web Conferencing with David Matsumoto

08 Feb 2021

Contributed by Lukas

How does web conferencing technology alter our ability to read body language and facial expressions in negotiations? What are the advantages and disad...

Throwback Thursday with Mike Caro

04 Feb 2021

Contributed by Lukas

Why Negotiators Must Employ Curiosity

01 Feb 2021

Contributed by Lukas

Why is true curiosity so vital to a successful negotiation? How do you develop a curious and caring mind? How do you move beyond empathetic listening ...

Throwback Thursday with James Orsini

28 Jan 2021

Contributed by Lukas

A Discussion of Core and Relational Identity

25 Jan 2021

Contributed by Lukas

How do you approach conflict-based situations? How does your core identity impact the negotiation? Daniel Shapiro believes that your relational identi...

Throwback Thursday with Kwame Christian

21 Jan 2021

Contributed by Lukas

In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #135: Conflict Resolution in Negotiation. In this episod...

I Want to Be in Sales When I Grow Up!

18 Jan 2021

Contributed by Lukas

I Want to Be in Sales When I Grow Up! Is the title of the book John Barrows wrote to teach kids that sales is a legitimate profession—and one to be ...

Throwback Thursday with Oren Klaff

14 Jan 2021

Contributed by Lukas

In this special Throwback Thursday episode of Negotiations Ninja, you’ll get a refresher on how to pitch anything. Oren Klaff—the Director of Capi...

The Magic that is Human Connection

11 Jan 2021

Contributed by Lukas

Tim David started his career as a magician. He was traveling and doing up to 350 shows a year. But being a traveling magician and parenting a child wa...

Throwback Thursday with Banachek

07 Jan 2021

Contributed by Lukas

In this Throwback Thursday episode of the Negotiations Ninja podcast, we return to episode 131 with Banachek—a famed magician and mentalist. Banache...

Why You Want to Master the Art of the Schmooze

04 Jan 2021

Contributed by Lukas

How do you develop the ability to close deals? According to Cody Lowry, it’s by developing good “schmooze” techniques. It isn’t about your cre...

Throwback with Tim Kintz

28 Dec 2020

Contributed by Lukas

In this throwback edition of the Negotiations Ninja podcast, we jump back in time to episode #144 with Tim Kintz. We talk all things sales negotiation...

Throwback with Dan Oblinger

21 Dec 2020

Contributed by Lukas

What are "garbage questions" and why are they so bad? How do you ask questions that deserve an answer? How do you keep your emotions in check when a n...

Throwback with David Meltzer

14 Dec 2020

Contributed by Lukas

In this special throwback edition of Negotiations Ninja, we take a look back at episode #109 with David Meltzer. In this episode, we covered David's '...

Throwback Thursday with Dan Oblinger

03 Dec 2020

Contributed by Lukas

How do you develop authentic listening skills? Why has listening become a lost art? What is the difference between hearing and truly listening? Dan Ob...

Sean Callagy’s Results Formula

30 Nov 2020

Contributed by Lukas

Sean is the Chief Visionary Officer + Co-Founder at UNBLINDED, a company focused on influence, process, and self-mastery. He is a successful attorney,...

Throwback Thursday with Dr. David Matsumoto

26 Nov 2020

Contributed by Lukas

In this Thursday Throwback we jump to episode #108 with the amazing Dr. David Matsumoto. We talk about his astounding career and research. We take a d...

Digitization and Transformation in Procurement

23 Nov 2020

Contributed by Lukas

Michael van Keulen (MVK) was born and raised in Amsterdam. He was at Foot Locker 15 years ago when they embraced e-sourcing with Iasta. He started in ...

How to Get Your Anger Under Control in a Negotiation

16 Nov 2020

Contributed by Lukas

It’s become fairly evident that emotions play a large part in negotiations. Being able to manage your emotions is one of the most important parts of...

Throwback Thursday with Marty Park

12 Nov 2020

Contributed by Lukas

How do you negotiate like an entrepreneur? Marty Park—my business coach and entrepreneur extraordinaire—has built 14 companies over two decades. Y...

Trade Negotiations between the United Arab Emirates and Israel with Dr. Shira Mor

09 Nov 2020

Contributed by Lukas

What is happening between Israel and the United Arab Emirates? Is the U.S. part of the negotiations? What has led to the trade deals that are being fo...

Throwback Thursday with Cal Chrustie

05 Nov 2020

Contributed by Lukas

In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #120 with Cal Chrustie. Cal was with the Royal Canadian Mount...

The Difference Between Influence and Manipulation

02 Nov 2020

Contributed by Lukas

What is the difference between influence and manipulation? Many people define them the same way—but that’s a mistake. They are fundamentally diffe...

Throwback Thursday with Kim Orlesky

29 Oct 2020

Contributed by Lukas

In this special Throwback Thursday episode of the Negotiations Ninja podcast, we take a look back at episode 124 with Kim Orlesky. Kim is the Presiden...

The World of Global Procurement Recruitment

26 Oct 2020

Contributed by Lukas

What can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job ava...

Throwback Thursday with Alexandra Carter

22 Oct 2020

Contributed by Lukas

In this special throwback episode of the Negotiations Ninja podcast, we jump back to episode 141 with Alexandra Carter. She is the Director of the Col...

How Cyber Negotiation Parallels Hostage Negotiation

19 Oct 2020

Contributed by Lukas

The use of data has been the biggest source of growth in companies and has become the biggest source of risk. When our data is compromised and held ho...

Throwback Thursday with Chris Voss [#2]

15 Oct 2020

Contributed by Lukas

In this special Throwback Thursday episode, we return to episode #87 with Chris Voss. In this episode, Chris challenges the concept of win-win negotia...

Procurement Recruiting Strategies

12 Oct 2020

Contributed by Lukas

How do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary ...

Throwback Thursday with Josh King

08 Oct 2020

Contributed by Lukas

In this special Throwback Thursday episode of Negotiations Ninja, we jump back to when procurement professional Josh King joins me to share how he str...

Negotiating a Divorce

05 Oct 2020

Contributed by Lukas

Divorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part...

Throwback Thursday with Dan Oblinger

01 Oct 2020

Contributed by Lukas

In this Throwback episode of the Negotiations Ninja podcast, we dive back to episode 119 with Dan Oblinger. Dan is a seasoned crisis negotiator and au...

How to Implement a Great Exit Strategy

28 Sep 2020

Contributed by Lukas

How to raise money for a startup is a frequent topic of conversation. But there’s a lot of information lost on the back end of the conversation: how...

Throwback Thursday with Shane Ray Martin

24 Sep 2020

Contributed by Lukas

In this Throwback Thursday episode of Negotiations Ninja, we jump back to episode #104 with long-time listener and fan: Shane Ray Martin. In this epis...

How to Master Virtual Negotiations

21 Sep 2020

Contributed by Lukas

What does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get...

Throwback Thursday with Cal Chrustie

17 Sep 2020

Contributed by Lukas

In this Throwback Thursday episode, we jump back to episode #89 with Cal Chrustie. Cal covers the three S's: strategy, structure, and self. He talks a...

Richard Ham: Journalist to Master Negotiator

14 Sep 2020

Contributed by Lukas

Where are you spending money in error? Is a supplier charging you unfounded fees? Are they nickel and diming you? Fine Tune specializes in contract ne...

Throwback Thursday with Marty Latz

10 Sep 2020

Contributed by Lukas

In this Throwback Thursday episode we return to episode 113 with Marty Latz, the CEO of Latz Negotiation. Marty shares some priceless negotiation wisd...

The Role of AI in Negotiation

07 Sep 2020

Contributed by Lukas

How can AI make your negotiations more efficient? How can it improve outcomes for your organization? What will the ongoing role of AI be moving forwar...

Throwback Thursday with Chris Voss

03 Sep 2020

Contributed by Lukas

In this special Throwback Thursday episode of the Negotiations Ninja podcast we jump back to episode #43 with Chris Voss. Chris Voss is a HUGE name in...

How to Overcome the Barriers to Change

31 Aug 2020

Contributed by Lukas

Why are people reluctant to change? What are the barriers to change? How do you overcome them? According to Jonah Berger, you have to find the catalys...

Throwback Thursday with Gary Noesner

27 Aug 2020

Contributed by Lukas

This week's Throwback Thursday is a reboot of episode #118 with the one and only Gary Noesner. Gary was the lead negotiator at the Waco Siege. In this...

How to Overcome Bias in Negotiation

24 Aug 2020

Contributed by Lukas

How do you overcome bias in a negotiation to get better results? How do you walk into a conversation without an end in mind that influences the outcom...

Throwback Thursday with Robert Greene

20 Aug 2020

Contributed by Lukas

This Throwback Thursday episode takes us back to episode #100 with Robert Greene. This episode is a discussion around negotiating power and why the mo...

The Power of Story in Negotiation

17 Aug 2020

Contributed by Lukas

Josh Weiss believes very deeply in the power of story. When you tell a story, there isn’t debate because they’re real things that really happened—...

Suicide Prevention: What you NEED to Know

10 Aug 2020

Contributed by Lukas

Many people are struggling in the midst of the Coronavirus crisis. Some have lost their jobs and were the only source of income for their family. Othe...

What is a Group Purchasing Organization?

03 Aug 2020

Contributed by Lukas

What is a Group Purchasing Organization? How can it benefit procurement in numerous businesses? How does a Group Purchasing Organization fit into your...