446 episodes

Interviewing the best negotiators in the world, we explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success.

Negotiations Ninja Podcast Mark Raffan

    • Business

Interviewing the best negotiators in the world, we explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success.

    How to Appear More Trustworthy through Nonverbal Communication, Throwback with Dr. Abbie Maroño

    How to Appear More Trustworthy through Nonverbal Communication, Throwback with Dr. Abbie Maroño

    According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once they’ve made their observation, they’ll spend every interaction looking for cues to confirm what they felt (correct or not). So how do you convey trustworthiness? Through nonverbal communication. Dr. Abbie Maroño shares her #1 starting place for appearing more trustworthy through nonverbal communication in this fascinating throwback episode of Negotiations Ninja. 
     

    • 39 min
    Take Command of Your Mindset with Joe Hart

    Take Command of Your Mindset with Joe Hart

    Dale Carnegie is a global training organization with 200 operations in 86 countries. Its instructors teach the Dale Carnegie course following the model he developed over 100 years ago. 
    Joe Hart took the course as a young lawyer, and it changed the trajectory of his life. He left law and went into business, and the course helped him see a different vision for his future.
    Joe and Michael Cromm wrote “Take Command” because they were profoundly impacted by the Dale Carnegie principles and program. Joe shares how you can implement some of those principles immediately in this episode of Negotiations Ninja. 
    Outline of This Episode [1:39] Learn more about Joe Hart [4:27] Self-confidence is a mindset shift [9:12] The importance of building good habits [14:32] Taking command of your relationships [17:20] Why you need to stop criticizing others [20:11] Being an intentional leader Resources & People Mentioned “Take Command” by Joe Hart and Michael Crom Connect with Joe Hart 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

    • 24 min
    What is Your Style Under Stress? Throwback with Joseph Grenny

    What is Your Style Under Stress? Throwback with Joseph Grenny

    How do you handle stressful conversations? Do you know how you’re likely to react? Do you default to being aggressive or combative? It’s crucial that you understand how you react—i.e. your “style under stress”— in tense situations to change how you show up in the moment. Navigating these conversations is Joseph Grenny’s specialty. He shares where to get started in this throwback episode of Negotiations Ninja. 

    • 27 min
    The Right Way to Negotiate with Andreas Winheller, Ep #443

    The Right Way to Negotiate with Andreas Winheller, Ep #443

    Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, “Getting to Yes” was the book on negotiation. More recently, “Never Split the Difference” has become the book on negotiation. 
    The vast majority of people read the top-selling book(s) in a category and think they’re fully educated. That’s just impossible. In this episode of Negotiations Ninja, Andreas Winheller, a negotiation consultant and trainer, shares why no one way is the “best” way. 
    Outline of This Episode [1:48] Learn more about Andreas Winheller [2:28] The cultural differences at play [4:32] The two main approaches to negotiation [8:47] The economic-grounded negotiation approaches  [12:14] Rational versus irrational negotiation [20:18] Account for decision fatigue  [25:47] The upcoming training with Gary Noesner Resources & People Mentioned Misbehaving: The Making of Behavioral Economics Experiencing Physical Warmth Promotes Interpersonal Warmth Extraneous Factors in Judicial Decisions Connect with Andreas Winheller Connect on LinkedIn Verhandlungs Performance 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
    The Key to Negotiating with Different Cultures with Eliane Karsaklian

    The Key to Negotiating with Different Cultures with Eliane Karsaklian

    Every culture has different foundational beliefs. We may recognize the same brands and use the same products worldwide but we behave far differently. Eliane Karsaklian learned this firsthand from living in different countries.
    In this throwback episode, she shares how negotiating with different cultures has to start with a mindset shift. The best way to see success is through working with an expert in that culture. She shares why that’s the key in this conversation.

    • 31 min
    How to Gather Stories with Matthew Dicks

    How to Gather Stories with Matthew Dicks

    How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He’s written several novels and non-fiction, including “Story Worthy.” He owns “Speak Up Storytelling” and “Story Worthy MD” to help people learn to become better storytellers—because everyone has stories to tell, they just don’t know it. He simplifies the story-gathering process in this episode of Negotiations Ninja. 
    Outline of This Episode [2:33] Learn more about Matthew Dicks [4:30] Everyone has stories to tell [6:20] Speak on theme, message, or meaning [8:30] Homework for life: gathering stories [14:15] Why location and action are important  [19:02] How to weave stories into conflict resolution  [23:49] How to make sure your stories connect [27:51] Have we lost the art of storytelling?  Resources & People Mentioned Matthew’s “Homework for Life” TedTalk Storytelling Courses & Workshops Storyworthy The Moth The Bluest Eye Connect with Matthew Dicks Matthew’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

    • 31 min

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