310 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 Mark Raffan

    • 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.

    Bridging the Gap Between Procurement and Sales with John Barrows

    Bridging the Gap Between Procurement and Sales with John Barrows

    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 believes that it’s time to address the elephant in the room. It’s time to change the conversation. Changing the narrative begins with having simple, genuine conversations. Learn what you can do to bridge the gap in this throwback episode of the Negotiations Ninja podcast!

    • 38 min
    Leveraging the Science of Social Proof in Negotiation with David Hoffeld

    Leveraging the Science of Social Proof in Negotiation with David Hoffeld

    David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating. 
    What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the science of social proof in this episode of Negotiations Ninja.
    Outline of This Episode [1:34] Learn more about David Hoffeld [2:23] Leveraging the science of social proof [6:26] What to do when you trigger reactance [10:13] How to “boost the mood” of the buyer [14:29] The presentation versus the perception of value [20:04] Learn about David’s book, “Sell More with Science”  [21:04] The detriment of a fixed mindset The basics of social proof There are simple strategies everyone can follow to influence others. Social proof is one example. Social proof connects the persuasiveness of an idea with how other people are responding to it. It’s why everyone reads best-sellers, watches Blockbuster movies, or goes to a business with great reviews. If other people are having a good experience, it must be good, right?
    Social proof is powerful. You can frame suggestions and insights with it. It naturally causes the brain to lower the perception of risk. And we all know that humans are risk-averse. They don’t want to make a bad decision. So when you can leverage social proof when you frame things, it significantly increases the likelihood that people will comply with what you said. It also piques naturally curiosity. 
    Leveraging the science of social proof in negotiation Social proof also prepares people to be more receptive to whatever you share. It can be applied through testimonials, statements, sharing narratives, and more. How can you apply it in a negotiation or sales call? 
    As you apply social proof, remember that similarity amplifies its impact. So share specific examples similar to the people you’re negotiating with. It amplifies the persuasive clout and makes it more compelling. It helps people see what working with you would be like through the lens of results from people like them. 
    Once you master the science of social proof, it’s easy to adapt other principles of influence. But every once and a while, you’ll hit a snag and trigger reactance.
    What to do when you trigger reactance When you walk past a sign that says “Don’t touch, wet paint” you want to touch the paint, right? Everyone has the same reaction. Why does a sign telling you not to do something cause you to do that very thing?
    Reactance is psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person. Good or bad, we want every decision to be our own. It’s why people don’t like working with salespeople. They don’t like to be pressured. 
    When you try to create urgency or make a strong business case, you’ll run the risk of creating reactance. Reactance kills influence. So how do you reduce reactance? When you make a suggestion and a strong business case, let people know that it’s entirely up to them. It boosts compliance significantly. When you get out of the way, it allows the business case to shine. They feel a sense of urgency and it will amplify your influence. 
    David shares more tips and strategies on how to boost your influence in this episode. Don’t miss it!
    Resources & People Mentioned The Importance of Social Proof as a Trust Signal Connect with David Hoffeld David’s website Connect on LinkedIn Follow on Twitter The Science of Selling Sell More with Science 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

    • 26 min
    What Makes a Great Sales Manager? Throwback with Rene Zamora

    What Makes a Great Sales Manager? Throwback with Rene Zamora

    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 they conversational? Do they communicate well? Do they understand the different facets of negotiation? These are just a few of the qualities that Rene Zamora believes you need to look for in a candidate. He shares what excellence looks like in a sales manager in this throwback episode of Negotiations Ninja. Check it out! 

    • 25 min
    Why Negotiation Without Emotional Intelligence Misses the Mark per Joanna Shea

    Why Negotiation Without Emotional Intelligence Misses the Mark per Joanna Shea

    Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blend the corporate world and behavioral psychology to help negotiators realize success. 
    What is the difference between intelligence (IQ) and emotional intelligence (EQ)? How is a blend of both of them important to the success of a negotiation? In this episode of Negotiations Ninja, Joanna shares why negotiation without EQ is useless. Don’t miss it! 
    Outline of This Episode [1:24] Learn all about Joanna Shea [2:26] Negotiation without EQ is useless [3:38] How to deal with conflict in a negotiation [6:24] How to ask better questions to uncover information [13:42] Why negotiators default to blaming others for mistakes [17:11] Intelligence versus emotional intelligence [22:09] Why people fear dissecting their mistakes [26:28] The proximity complex explained [29:06] Use your power of persuasion for good Resources & People Mentioned How to Build a Business Worth Buying How to Negotiate with Narcissists Connect with Joanna Shea Negotiations Collective 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

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

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

    Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja.

    • 30 min
    Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia

    Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia

    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 series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process.
    Outline of This Episode [1:25] Learn more about Brian Gunia [2:07] The difference between bartering and bargaining [4:13] Why did bartering become popular during the pandemic? [6:54] Why Brian wrote a book about bartering [9:27] The mistakes people make in the bartering process [14:08] Map out the full range of available partners [16:17] Tap into why something is valuable to a counterparty [18:46] Common objections to the bartering mindset Resources & People Mentioned BarterPay Connect with Brian Gunia The Bartering Mindset Brian’s website Connect on LinkedIn Follow 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

    • 22 min

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