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.
Throwback Thursday with Keld Jensen
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—do you verbalize it? In this Throwback-Thursday episode of Negotiations Ninja, Keld Jensen talks about why trust in negotiations isn’t just for procurement and sales experts. It’s for everyone who develops relationships in their professional and personal lives. Don’t miss an episode that dives deep into the importance of trust in negotiations!
Become a Better Listener
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 includes learning how to talk with people. Dr. Mark shares that there are four levels of talking to someone. You can talk over them, at them, to them, or with them. How do you know which you’re doing? What should you do instead? Learn more in this episode!
Outline of This Episode[1:26] Dr. Mark Goulston is back by popular demand![4:20] The HUVA exercise will change everything[8:34] What if you don’t add value to the conversation?[10:24] The persuasion cycle: don’t move too fast[12:50] The four levels of talking to someone[23:16] How to delegate effectively[27:46] How to get other people to excel emotionally[29:35] You must adjust your tone for each person[34:44] Learn more about Dr. Mark GoulstonResources & People MentionedWarren Bennis: https://en.wikipedia.org/wiki/Warren_BennisConnect with Dr. Mark GoulstonDr. Mark’s Website: https://markgoulston.com/LinkedIn Live Sessions: https://www.linkedin.com/search/results/all/?keywords=mark%20goulston%20no%20strings%20attached&origin=GLOBAL_SEARCH_HEADERPodcast: My Wakeup Call: https://podcasts.apple.com/us/podcast/my-wakeup-call-with-dr-mark-goulston/id1439752757Just Listen: https://www.amazon.com/Just-Listen-Discover-Getting-Absolutely/dp/0814436471Connect on LinkedIn: https://www.linkedin.com/in/markgoulston/Follow on Twitter: https://twitter.com/MarkGoulstonConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedIn
Throwback Thursday with Matthias Schranner
In this throwback episode of Negotiations Ninja, we revisit episode #90 with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute. We talk all about the mistakes that are commonly made in negotiations, including avoiding deadlocks. How can a deadlock actually change the outcome of a negotiation? Listen to this throwback to learn more!
Michael Reddington’s Forensic Interviewing Method
What is forensic interviewing? How can it be applied to the enterprise sales and procurement process? In this episode of Negotiations Ninja, Michael Reddington—an interrogation, sales, and negotiation expert—will talk all about interrogations, listening, questioning and how they intersect with sales, negotiation, and procurement. Don’t miss it!
Outline of This Episode[1:32] Learn about Michael Reddington + what he does [3:15] The baggage that comes with the term “interrogation”[5:18] The end goal of an interrogation conversation[7:06] Where does the interview process fit?[10:17] What questions to ask someone being evasive[15:53] The tension between working the deal and pushing it[18:11] Do certain questions elicit a better response?[23:13] Tools that Michael uses as a go-to [24:53] Are you building trust, rapport, or both?[28:08] Story-telling in the forensic interview process[32:12] How to connect with Michael ReddingtonResources & People MentionedInfluence by Robert Cialdini: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189XArthur Bryant’s BBQ: https://www.arthurbryantsbbq.com/ Connect with Michael ReddingtonInQuasive: https://inquasive.com/Connect on LinkedIn: https://www.linkedin.com/in/michaelreddingtoncfi/Connect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
Throwback Thursday with Jeanette Nyden and Lawrence Kane
Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out!
The Game of Sales
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 world-class brands on how to adapt and get value out of marketing and advertising technology during digital transformations. He’s worked with 100+ companies in various industries, including technology, healthcare, and financial services. He’s also the author of the book “The Game of Sales.”
Why “The Game of Sales?” It comes down to his audience. David has read everything from brittle and dry to interesting and entertaining business books. He wanted to make sure his book was fun, thus the title “The Game of Sales.” David thinks it can be easier to think of it as a game to be able to take a step back and see how things work together. Learn more about his book and the concepts he covers in it in this episode of Negotiations Ninja!
Outline of This Episode[2:34] Why “The Game of Sales?”[3:47] Why you must “Dare to care”[8:27] Unshakeable resilience[11:15] The fundamentals of a meeting[13:12] The importance of follow-up[17:31] Facing the dark side[21:26] Assembling the dream team[26:48] Take action on what you’ve learned[27:19] How to connect with DavidConnect with David PerryConnect on LinkedInBook: The Game of SalesConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
Mark is a great interviewer & he gets right to the key principles of different forms of negotiation- there is a lot to learn from the padcast.
Entertaining, insightful and actionable! 🔥
Whether you’re well established as a master negotiator, or just getting started honing your skill set - this is a must-listen podcast for you! Mark does an incredible job leading conversations that cover a huge breadth of topics related to the ins and outs of building the knowledge necessary to negotiate effectively - and maintain your authenticity - with leaders who’ve actually experienced success themselves. Highly recommend listening and subscribing!
One of the things I enjoy most about the Negotiations Ninja Podcast is the variety of backgrounds and perspectives from the guests. Mark does a wonderful job of making sure that new theories in social psychology are seemlessly integrated with classic principles and practices from one week to the next. And Mark is an expert facilitator, asking poignant questions and really delving into the power of crisis communication.