Negotiations Ninja Podcast

Busting Negotiation Myths

27 Jul 2020

Contributed by Lukas

If you want a glimpse into the conversations experienced negotiators have on a daily basis—a sort of “scotch talk”—tune in to this episode of ...

How to Embrace an Eastern Mindset in Negotiation

20 Jul 2020

Contributed by Lukas

How do you apply an Eastern mindset in negotiation? What are some of the core principles that Eastern cultures base their negotiations on? How can an ...

Genius Negotiation Tactics You Can Learn From a Car Salesman

13 Jul 2020

Contributed by Lukas

Are you a car salesman or sales negotiator? Do you understand what the car sales process should look like? Even if you aren’t a car salesman, this e...

The Need for Innovation in Procurement

06 Jul 2020

Contributed by Lukas

Dr. Elouise Epstein is a digital futurist and dot-connector in the world of procurement. She believes if you’re going to bring a new procurement ope...

Resolving Conflict with Optimal Outcomes

29 Jun 2020

Contributed by Lukas

Do you avoid resolving conflict in negotiations? Do you avoid any and all conflict in general? This is a common tendency and human nature for most, bu...

Powerful Negotiation Strategies and Tactics

22 Jun 2020

Contributed by Lukas

The negotiation strategies and tactics that you utilize can make a powerful difference in the outcome of your negotiation. How do you handle objection...

How Anthony Sarandrea Finds Success Using a Blunt Negotiation Style

15 Jun 2020

Contributed by Lukas

Do you have a blunt negotiation style? Or are you more diplomatic in your approach? While negotiation styles can vary greatly, Anthony Sarandrea is an...

Why You Need to Know the Desired Outcome of a Negotiation

08 Jun 2020

Contributed by Lukas

A problem-centric sales sales approach—versus product-centric—is about learning the desired outcome each side wants to achieve in the negotiation ...

Learning Legal Negotiation

01 Jun 2020

Contributed by Lukas

Most lawyers are not properly trained in legal negotiations. In many law schools, negotiation classes are offered—but not mandatory. So how does a l...

Embracing Cultural Intelligence in Negotiation

25 May 2020

Contributed by Lukas

Negotiators don’t always take into consideration the importance of understanding cultural intelligence. Culture isn’t just an outlying factor, but...

Communication in Sales Management

18 May 2020

Contributed by Lukas

Those in sales management know it can be a difficult task. Managing sales teams, working with business owners, and managing integration with the rest ...

Conflict Resolution in Negotiation

11 May 2020

Contributed by Lukas

Conflict resolution in negotiation is important for a negotiator to master—or at the very least learn to understand. You must be able to find confid...

Q&A Session: Negotiating During the Coronavirus Crisis

04 May 2020

Contributed by Lukas

The Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NE...

Why People Buy [the Psychology Behind Buyer Intent]

27 Apr 2020

Contributed by Lukas

Why people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode o...

The Importance of Negotiation Preparation

20 Apr 2020

Contributed by Lukas

Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE singl...

Negotiation Strategies Straight From [Famous Mentalist]

13 Apr 2020

Contributed by Lukas

What can a mentalist teach negotiators about their craft? A mentalist can be thought of like a magician or psychic—someone who exhibits abilities th...

Effectively Communicating in Crisis

06 Apr 2020

Contributed by Lukas

As an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it’s hard to se...

Negotiation Methods Beginners Must Learn

30 Mar 2020

Contributed by Lukas

Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, ...

The Impact of Artificial Intelligence on Procurement Negotiation

23 Mar 2020

Contributed by Lukas

The use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform calle...

Learn How to ‘Pitch Anything’

16 Mar 2020

Contributed by Lukas

Are you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an...

Sales and Procurement Need to Engage in Genuine Conversations

09 Mar 2020

Contributed by Lukas

Sales and procurement view each other as enemies—but don’t work to change that mindset. Both sides feel that the other doesn’t understand what t...

What is a Sales Development Representative?

02 Mar 2020

Contributed by Lukas

What is a Sales Development Representative? with Morgan J Ingram, Ep #125  If you’re in the world of procurement, a Sales Development Representativ...

Mastering Sales Negotiation Skills

24 Feb 2020

Contributed by Lukas

Mastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the c...

Negotiating Across Cultures

17 Feb 2020

Contributed by Lukas

Negotiating across cultures adds a level of complexity to the negotiations process that many people don’t take seriously enough. There will inevitab...

Keys To Developing Negotiation Skills That Work

10 Feb 2020

Contributed by Lukas

Every negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on ...

Powerful Lessons From Trade Tensions And Negotiations With China

03 Feb 2020

Contributed by Lukas

The 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both part...

Learning From Failed Negotiations With Terrorists

27 Jan 2020

Contributed by Lukas

Terrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiati...

Effective Negotiation Will Never Happen Without This

20 Jan 2020

Contributed by Lukas

My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don’t let the fact that his ...

Negotiations Lessons from the Field

13 Jan 2020

Contributed by Lukas

Negotiation Lessons From The Field, with Gary Noesner, Ep #119 Many times the hardest negotiation lessons to learn are hard because they are painful. ...

Negotiate Like an Entrepreneur

06 Jan 2020

Contributed by Lukas

Negotiation is one of the most overlooked things in the lives of entrepreneurs. There are many reasons for this, which we’ll get into in this episo...

New Years Episode

30 Dec 2019

Contributed by Lukas

2019 was brimming with excitement at Negotiations Ninja. Fantastic discussions on the podcast, exciting content on the blog, and exceptiona...

Christmas Episode

23 Dec 2019

Contributed by Lukas

The end of each year brings an opportunity to reflect on our achievements before beginning new adventures. 2019 has been amazing: The Negotiations Nin...

Small and Medium Business Negotiation

16 Dec 2019

Contributed by Lukas

Business negotiation, whether carried out by small, medium, or large business personnel, is a skill that must be developed. But small and medium busin...

Priceless Negotiation Wisdom

09 Dec 2019

Contributed by Lukas

One of the most plentiful commodities available to anyone who wants to learn is the wisdom of others in our field. As negotiators, we need to avail ou...

The Realities of Crisis Negotiation

02 Dec 2019

Contributed by Lukas

Nobody would assume that crisis negotiation is easy, but few of us truly know just how hard it is. My guest on this episode, Mark Lowther, is one of t...

Developing A Contract Playbook

25 Nov 2019

Contributed by Lukas

For procurement and other contract-related roles, there has never been any kind of contract playbook that new people to the profession can look to for...

Keeping It Old School

18 Nov 2019

Contributed by Lukas

Negotiation has been happening since the beginning of time and every one of us negotiates with others all day, every day. Those who are masters at neg...

Meltzer's Guide to Negotiation

11 Nov 2019

Contributed by Lukas

Wouldn’t it be great if you could receive a personal guide to negotiation from an experienced, wise negotiator who is proven to be successful? That’...

Detecting Deception in Negotiation

04 Nov 2019

Contributed by Lukas

As we are all aware, every conversation, not to mention every negotiation, has much more going on under the surface than is easily seen by observers. ...

Negotiation Down Under

28 Oct 2019

Contributed by Lukas

One of the reasons I’m happy to have someone like Stephen Kozicki on the podcast is because he brings an entirely different perspective to the proce...

Building An A.I. Powered Negotiation and Procurement Chain, with Kevin Frechette and Tarek Alaruri

21 Oct 2019

Contributed by Lukas

  Procurement chains become increasingly complex the larger an organization becomes, which means that many gaps occur that cost the organization mone...

How The Negotiation Process Is Like Poker with Mike Caro, Ep #105  

14 Oct 2019

Contributed by Lukas

The negotiations process can seem mysterious and difficult to those looking on from the outside, but Mike Caro says that it’s made up of the same pr...

Influencing Skills Of A Suicide Hotline Volunteer And Sales Professional, with Shane Martin

07 Oct 2019

Contributed by Lukas

Everyone involved in sales, procurement, or negotiations of any type needs to develop the influencing skills that make them effective. We are all infl...

Overcoming Adversity and Kicking Ass

30 Sep 2019

Contributed by Lukas

If you haven’t heard Molly Bloom’s story you’re missing an incredible lesson in overcoming adversity. You could say she made her own bed—and s...

Tips For Negotiating Venture Capital Financing with Alex Yakubovich and Stan Garber, Ep #102  

23 Sep 2019

Contributed by Lukas

Stan Garber and Alex Yakubovich have sought venture capital financing more than once and each time they’ve done it, the stakes have been higher. The...

Negotiation Questions That Win And How To Use Them, with Dan Oblinger, Ep #101

16 Sep 2019

Contributed by Lukas

There are few people I know who are as competent and smart about how the negotiation questions we use impact the way the conversation goes than Dan Ob...

Applying Negotiating Power In Powerful Ways with Robert Greene

09 Sep 2019

Contributed by Lukas

  It’s an extreme pleasure to speak with a person as thoughtful and well-versed in topics pertinent to negotiation as Robert Greene. He’s a proli...

How To Get The Meeting, with Stu Heinecke Ep #99  

02 Sep 2019

Contributed by Lukas

The skills required to be a great negotiator are also powerful tools in the arsenal when it comes to getting the meeting with the decision-makers on y...

How To Use Social Hacking In Negotiation with Chris Hadnagy, Ep #98

26 Aug 2019

Contributed by Lukas

When you hear the term “social hacking” you might think of a covert, manipulative way of prying into someone’s life. That’s not at all what we...

The Science Of Influence For Negotiation & Procurement with Roger Dooley, Ep #97 

19 Aug 2019

Contributed by Lukas

The science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our c...

Rethinking Negotiation Training To Add Value To Agreements, with Keld Jensen, Ep #96

12 Aug 2019

Contributed by Lukas

We all want to walk away from our negotiations with more value, but for that to happen we’ve got to rethink and reapply a kind of negotiation traini...

Negotiating ERP Implementations

05 Aug 2019

Contributed by Lukas

ERP implementation is a difficult and lengthy process that can make or break an organization. So how does an enterprise roll out the implementation ef...

Negotiating in Europe

29 Jul 2019

Contributed by Lukas

Robert Semethy joins us in this episode of Negotiations Ninja—all the way from Vienna, Austria. Robert is the Chief Procurement Officer at Erste Ban...

Bernice Lee Explains Chinese Business Etiquette [Part 2]

22 Jul 2019

Contributed by Lukas

The wonderful Bernice Lee returns to the podcast to share more about Chinese business etiquette. Bernice is an etiquette coach who was raised in Canad...

Creating Alignment With Challenging Internal Customers

15 Jul 2019

Contributed by Lukas

Antonio Humphreys leads marketing procurement at Adobe and joins us to chat about identifying and solving internal challenges. Antonio helps us dispel...

From Singing To Sourcing

08 Jul 2019

Contributed by Lukas

Jason Cammorata joins us to chat about the benefits unique and different backgrounds can have for procurement professionals. As a long-time, high-perf...

Deadlock in Negotiation Should Be Your Starting Point

01 Jul 2019

Contributed by Lukas

In this episode of Negotiations Ninja, we’re talking with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation In...

A Systems Approach To Negotiations - The 3 S's

24 Jun 2019

Contributed by Lukas

This week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. In this ...

Learn Procurement Transformation Lessons from a Master

17 Jun 2019

Contributed by Lukas

In this episode of Negotiations Ninja, I’m chatting with Eric Germa—one of the most interesting and driven procurement professionals I’ve ever s...

Why It’s Time to Challenge Win-Win Negotiations

10 Jun 2019

Contributed by Lukas

What is a win-win negotiation? Is it even appropriate to think a win-win negotiation is achievable? The fantastic Mr. Chris Voss, author of Never Spli...

Brexit Negotiations and Supply Chain Management

03 Jun 2019

Contributed by Lukas

Duncan Brock joins us to discuss the activities being undertaken by the UK and the EU as they try and get an exit deal signed. While we're all having ...

AI In Negotiations

27 May 2019

Contributed by Lukas

Are robots and computers taking our jobs? The speed and pace at which digital procurement and artificial intelligence are moving are incredible. The b...

Team-Based Negotiations

20 May 2019

Contributed by Lukas

What are the pros and cons of negotiating in teams? How do we get more out of collaborative team negotiations? What happens when negotiation professio...

Customer Experience in Negotiation and Procurement

13 May 2019

Contributed by Lukas

Rendi Miller, the VP of Corporate Services and Source-to-Pay at Zendesk joins us to chat about great customer service. She shares her insights about w...

Fast Moving Procurement and Negotiation

06 May 2019

Contributed by Lukas

Today the truly amazing and inspiring Natasha Gurevich joins us. Natasha is the Vice President of procurement at Salesforce. She discusses her philoso...

Business Etiquette in Hong Kong [Part 1]

29 Apr 2019

Contributed by Lukas

The wonderful Bernice Lee joins us today for a fascinating conversation about etiquette in Hong Kong. With so many of us traveling to Hong Kong and ma...

7 Steps To A Successful Sales Meeting With Procurement

22 Apr 2019

Contributed by Lukas

This week's solo podcast is for all my sales friends around the world. I get a lot of questions from sales professionals about how to have a successfu...

Donald Trump's Negotiating Tactics

15 Apr 2019

Contributed by Lukas

Marty Latz joins us to help understand how Donald Trump negotiates. Marty has analyzed more than 100 Trump negotiations and shares dozens of Trump's s...

Developing Authentic Listening Skills

08 Apr 2019

Contributed by Lukas

Why is listening a vanishing art and hard to do effectively when it’s really so simple? When was the last time you viewed listening as a skill that ...

Procurement's Rising Star

01 Apr 2019

Contributed by Lukas

I’m really excited to have Siddharth (Sid) Ramesh on this week’s show. Sid is the manager of strategic sourcing in the technology space at VSP Glo...

Developing Trust In Negotiations

25 Mar 2019

Contributed by Lukas

Negotiation is a psychological game between individuals. To play it effectively, you have to know the rules of the game. So what role does trust play ...

Three Dimensions of Negotiations

18 Mar 2019

Contributed by Lukas

This week David Lax, co-author of 3-D Negotiation joins us. Often negotiators get stuck in the win-win or win-lose debate and focus on face-to-face ta...

Stalling For Time in Negotiations

11 Mar 2019

Contributed by Lukas

We've got an amazing episode with Gary Noesner. Gary was the FBI's first Chief Negotiator and discusses his fascinating memoir Stalling For Time. Gary...

Negotiating International Trade

04 Mar 2019

Contributed by Lukas

Brexit. The USCMA. Tariffs. The world's most powerful trading partners. We're chatting about international trade with none other than the great Hampto...

Controlling a Crisis

25 Feb 2019

Contributed by Lukas

You're in a situation that's looking like it's quickly turning into a crisis situation. What do you do? You're in a situation where someone might harm...

Entrepreneurial Negotiation

18 Feb 2019

Contributed by Lukas

This week we're focusing on entrepreneurial negotiation and why entrepreneurs should care about developing negotiation skills. Author, speaker and tea...

Negotiating the Wall

11 Feb 2019

Contributed by Lukas

We're getting political at Negotiations Ninja as Dr. Joshua Weiss, a conflict resolution expert and Senior Fellow at the Harvard Negotiation Project j...

Artificial Intelligence in Negotiation

04 Feb 2019

Contributed by Lukas

Matt Dixon, Chief Product & Research Officer at Tethr and noted business writer and speaker, returns to the Negotiations Ninja podcast to discuss the...

Increasing Decision Quality in Negotiation

28 Jan 2019

Contributed by Lukas

Annie Duke, a World Series of Poker champion turned business consultant talks about decision quality and improving it by embracing uncertainty. By und...

Good for You, Great for Me

21 Jan 2019

Contributed by Lukas

Larry Susskind, MIT professor and co-founder of the Program on Negotiation joins us to talk about his book Good for You, Great for Me. We're talking a...

How to Execute as a Young Procurement Professional

14 Jan 2019

Contributed by Lukas

Procurement professionals are seeing dramatic shifts in the workforce as large numbers of Baby Boomers retire. Young professionals are wondering how t...

Negotiating Over Text, Email and Social Media

07 Jan 2019

Contributed by Lukas

Ever wondered about the ins and outs and the dos and don'ts on negotiating over text, email and social media? Mark Lowther, a negotiation and communic...

New Year's Episode

31 Dec 2018

Contributed by Lukas

Happy New Year Negotiations Ninja listeners! I'm excited to share updates and some changes you'll see in 2019. But first, you can't look forward to 20...

Merry Christmas 2018

24 Dec 2018

Contributed by Lukas

Merry Christmas from Negotiations Ninja Podcast.   Spend time with the people that you love the most.   ALL SHOW NOTES AND LINKS AT: negotiations.ni...

Negotiating Better Employee Performance

17 Dec 2018

Contributed by Lukas

Don't you wish you knew how to get better performance out of your employees? If only there was a way to negotiate with them to get better performance ...

Turning on The Like Switch

10 Dec 2018

Contributed by Lukas

How can we create situations to elicit more information from someone where they don't even realize they're giving away that information? For the longe...

Unlocking Yes in Sales Negotiations

03 Dec 2018

Contributed by Lukas

Pat Tinney is on the show to talk about the new revised edition of his great book, Unlocking Yes. Pat's book is very much like a field guide for sales...

Becoming a Trusted Advisor

26 Nov 2018

Contributed by Lukas

Jay Sklar is on the Negotiations Ninja Podcast to discuss how procurement people can become a trusted advisor to our internal business stakeholders.  ...

How to Negotiate Performance Based Contracts

19 Nov 2018

Contributed by Lukas

Jeanette Nyden, a commercial contract coach, is on the Negotiations Ninja podcast to discuss how to negotiate performance based contracts. We discusse...

Negotiation in the Government

12 Nov 2018

Contributed by Lukas

Harrison Smith, Acting Chief Procurement Officer at the IRS, is on the Negotiations Ninja Podcast to talk about how procurement and negotiation works ...

How Women Develop Confidence in Negotiation

05 Nov 2018

Contributed by Lukas

Wies Bratby, Chief Enthusiasm Officer at Women in Negotiation, is on the show today to talk about how women can develop confidence in negotiation and ...

Human Behavior Hacking in Negotiations

29 Oct 2018

Contributed by Lukas

Susan Ibitz, the human behavior hacker, is on the show. Some people hack computer systems, she hacks human behavior. Susan runs a company called the ...

How To Negotiate a Raise, Ep #54

22 Oct 2018

Contributed by Lukas

I’ve had a stack of people reach out to me and ask how to negotiate a raise or a new salary. The raise/salary negotiation is likely the most forebod...

Nonverbal Communications in Negotiation with Joe Navarro, Ep #53

15 Oct 2018

Contributed by Lukas

Joe Navarro has spent a lifetime observing others. He spent 25 years as a Special Agent for the FBI, conducting and supervising interrogations of spie...

How to Generate Discussion in Negotiations

08 Oct 2018

Contributed by Lukas

Many people in procurement are data-driven, analytical, and tend to be introverted. So how do you generate discussion in a negotiation so that the oth...

Magic, Negotiation and Deception with Brian Brushwood, Ep #51

01 Oct 2018

Contributed by Lukas

I’ve been waiting to have this conversation for a long time. Full confession, I’m a huge magic fan. And one of my favorite acts is a guy named Bri...

Hostage and Crisis Negotiations with Jack Cambria, Ep #50

24 Sep 2018

Contributed by Lukas

This is a very personal conversation I had with a living legend in the world of hostage and crisis negotiations. This interview challenged me on more ...

Negotiation in the Entertainment Business with Kurt Dahl, Ep #49

17 Sep 2018

Contributed by Lukas

Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades. His clients range from Juno-winning ban...

Confidence in Negotiation

10 Sep 2018

Contributed by Lukas

Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset....

Improvisation in Negotiation

03 Sep 2018

Contributed by Lukas

Mr Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. Mike's book dives into a topic that ...