129 episodes

Negotiations Ninja Podcast is the number one negotiation podcast in the world. We develop and deliver the most engaging negotiation content on the planet.

We explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success. We host negotiation experts, business people, and entrepreneurs from all walks of life and discuss which negotiation tactics work, which negotiations tactics don't work and how we can improve our negotiation skills.

Negotiations Ninja Podcast Negotiations Ninja

    • Management

Negotiations Ninja Podcast is the number one negotiation podcast in the world. We develop and deliver the most engaging negotiation content on the planet.

We explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success. We host negotiation experts, business people, and entrepreneurs from all walks of life and discuss which negotiation tactics work, which negotiations tactics don't work and how we can improve our negotiation skills.

    Negotiation Methods Beginners Must Learn with Josh King

    Negotiation Methods Beginners Must Learn with Josh King

    Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, you don’t always know who to trust and who to learn from. In this episode of Negotiations Ninja, the well-trusted procurement professional Josh King joins me to share some strategies for negotiation planning, managing your emotions, and improving your negotiation skills. 
    Josh King is the Vice President and Chief Procurement Officer at American Water. After college, he joined the navy where he was a submarine officer for 7 years. During his last two years of service, he got his MBA at Villanova. While there, he took a supply chain class and loved it. He got into consulting and focused on supply chain for utilities, eventually ending up in utilities, where he is now.
    Outline of This Episode [1:13] Josh King’s impressive background [4:31] The art and science of a negotiation [7:14] Compensation based on results [9:05] Procurement or internal management consulting? [11:30] What to do when a negotiation goes wrong [14:33] How to manage your emotions like a pro [17:08] Find role models and mentors  [19:35] 3 tips to improve negotiation skills [21:09] Connect with Josh King Resources & People Mentioned Michael Rich on LinkedIn Barb Gomez on LinkedIn Coupa Procurement System Connect with Josh King Josh 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

    • 23 min
    The Impact of Artificial Intelligence on Procurement Negotiation with Edmund Zagorin

    The Impact of Artificial Intelligence on Procurement Negotiation with Edmund Zagorin

    The use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform called Bid Ops. Bid Ops is one of the first companies to use artificial intelligence to fully automate supplier negotiations. Edmund Zagorin joins me in this episode of Negotiations Ninja to talk about how Bid Ops forecasts the outcome of a negotiation, develops quotes, and helps smooth the negotiation process. 
    Edmund is the founder and CEO of Bid Ops. He started his career as a procurement officer as well as the Assistant Program Director for Debate at the University of Iowa. It was there he learned to see the correlation between debate and negotiation tactics. He researched procurement with ProductBio and became a Bid Manager at Electronic Auction Services. Listen to this episode to hear how his combined experience led him to create a sourcing enablement platform making waves in the industry.
    Outline of This Episode [1:58] Edmund Zagorin’s background in procurement [3:50] How do you forecast the outcome of a negotiation? [6:45] What’s the difference between a debate and a negotiation? [11:19] Understanding cognitive bias in behavioral economics [17:20] Who should extend the first offer?  [18:47] Will AI replace procurement managers? [26:45] Edmund advises: continue to try new things Resources & People Mentioned BOOK: Thinking, Fast and Slow BOOK: Freakonomics BOOK: Don’t Make Me Think PAPER: The Case of Auctions Versus Negotiations Connect with Edmund Zagorin LinkedIn Bid Ops 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

    • 29 min
    Learn How to ‘Pitch Anything’ with Oren Klaff

    Learn How to ‘Pitch Anything’ with Oren Klaff

    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 inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything. 
    Oren is the Director of Capital Markets at Intersection Capital where he provides training, management, and advisory services. He is the President and CEO of Pitch Anything, and author of the books Pitch Anything and Flip the Script: Getting People to Think Your Idea Is Their Idea. He’s all about getting deals done efficiently and effectively. If you’re ready to engage and persuade on a higher level, don’t miss this fun-filled episode!
    Outline of This Episode [1:42] Oren Klaff’s background [5:10] Neediness kills deals [13:15] Establish yourself as a peer [17:32] Run a meeting properly [19:59] Take it to the next level [24:40] Prove you understand the problem [26:34] Is the Coronavirus an opportunity? Resources & People Mentioned BOOK: Flip the Script by Oren Klaff BOOK: Pitch Anything by Oren Klaff Connect with Oren Klaff Oren on Twitter Oren on LinkedIn Oren’s on PitchAnything.com 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

    • 31 min
    Sales and Procurement Need to Engage in Genuine Conversations with John Barrows

    Sales and Procurement Need to Engage in Genuine Conversations with John Barrows

    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 they do and they have no empathy for each other. My guest today agrees that this needs to change. Sales and procurement need to start having real and genuine conversations. 
    In this episode of Negotiations Ninja, John Barrows joins me to start the conversation. Listen along as we chat about preparing for an impending market correction, the animosity between procurement and sales, and how to facilitate open dialogue between the two. 
    John has been in sales his entire career. He was VP of Sales & Marketing with Thrive Networks and Director of Sales & Training with Basho Technologies. Seven years ago, he launched JBarrows Sales Training. He’s passionate about providing customized training using proven sales techniques to help salespeople drive results. 
    Outline of This Episode [1:53] John Barrows jumps back on the podcast [2:43] John’s background and business [4:54] The interplay between procurement and sales [11:03] Two things sales teams should do to prep for a correction [18:23] It’s time to change the mode of communication [27:13] Understanding payment terms from a procurement viewpoint [30:47] The #1 thing John wishes procurement people knew about salespeople [32:25] John’s Book: I Want to Be in Sales When I Grow Up Resources & People Mentioned John’s Book: I Want to Be in Sales When I Grow Up! BOOK: Never Split the Difference by Chris Voss and Tahl Raz The SDR Chronicles Podcast Connect with John Barros Connect with John on LinkedIn Follow John on Instagram John’s Podcast: Make it Happen Mondays John’s website 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

    • 38 min
    What is a Sales Development Representative? with Morgan J Ingram 

    What is a Sales Development Representative? with Morgan J Ingram 

    What is a Sales Development Representative? with Morgan J Ingram, Ep #125 
    If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy. 
    Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he’d have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR. 
    Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement. 
    Outline of This Episode [1:35] Morgan J Ingram’s background in sales [6:32] Two strategies to start a cold-call strong [12:00] Overcome anxiety associated with cold-calling [16:20] Morgan’s 11-touch campaign strategy [20:55] What procurement people should know about SDR’s [23:04] An SDRs impression of procurement  [27:27] Two pieces of advice about sales and negotiation [30:03] How to connect with Morgan Resources & People Mentioned High-Profit Prospecting by Mark Hunter Connect with Morgan J Ingram John Barrows Sales Training website SDR Chronicles on YouTube SDR Chronicles on Apple Podcasts Morgan on LinkedIn Morgan 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
     

    • 31 min
    Mastering Sales Negotiation Skills

    Mastering Sales Negotiation Skills

    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 client that differentiates you and your product or service from everyone else. Closing a sale used to mean sitting in a boardroom until a deal was accomplished. Now, sales professionals are forced to be more creative. We no longer live in a world of black-and-white and each potential client wants a unique deal catered to them.
    My guest today, Kim Orlesky, knows the tactics and sales negotiation skills it takes to close deals while also building career-long relationships with clients. She was in corporate sales for over 10 years and is now the President of KO Advantage Group, selling high-value services in a B2B environment. Join us in this episode to learn negotiation skills and tactics from the unique perspective of a sales expert.
    Outline of This Episode [0:33] Negotiation from a sales perspective with Kim Orlesky [4:24] Learn to go the extra mile and understand your client [8:30] The difference between consultative selling and selling [10:35] The importance of asking the right kinds of questions [12:16] You are not born with the ability to sell—it is learned [18:01] What has changed in the world of sales negotiation [22:42] View emotional intelligence as a skill you can develop [24:12] When a lost deal is a blessing in disguise Resources & People Mentioned Kim Orlesky’s Book: Sell More. Faster. Get a Free Ticket to the Spark Event in February at:
    Website: ScoutRFP
    Ticket Code: ninja2020
    Connect with Kim Orlesky Kim’s website Connect with Kim on LinkedIn Check out Kim’s Twitter Kim’s YouTube Sales Coaching Channel 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

    • 32 min

Customer Reviews

KaitRRBid ,

Awesome Podcast!

Informative, relatable, intellectual and fun. A must listen for negotiators, procurement or strategic sourcing professionals.

gabougabougm ,

Excellent podcast on negotiations

Mark's podcast is an wealth of information on negotiations. It is a must for every procurement professionals.

Quiquenyc ,

Practical approach

I recently added this podcast and found it extremely helpful. Virtually any situation can involve a negotiation and understanding what you need to be successful as a negotiator made me think of what I can improve on. And what I can build off of, too. Look forward to hearing from other guests and how they use theirs skills in negotiating a deal or saving a life.

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