Negotiations Ninja Podcast



Welcome to the Negotiations Ninja Podcast! We exist to develop and deliver the most engaging negotiation content and training programs in the world and to have fun doing it. Because no one likes boring content!We explore negotiation strategy, tactical negotiation warfare, stories of failure, and stories of success. We host negotiation experts, business people, and entrepreneurs from all walks of life and discuss what works, what doesnt work and how we can get better. Not only at negotiation, but also at business and life.


  • Throwback: The Science of Buying Intent with David Priemer, Ep #296

    27/06/2022 Duração: 23min

    Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja. 

  • Susan Ibitz’s Analysis of the Johnny Depp vs. Amber Heard Trial, Ep #295

    20/06/2022 Duração: 28min

    The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided with Johnny Depp. Both sides presented evidence and made statements. Both sides had experts and witnesses testify. So what made the jury side with Johnny Depp? The body language and facial expressions of each of the parties in the trial. Susan Ibitz has spent the last six weeks studying body language and facial expressions from both sides of the table. In this episode of Negotiations Ninja, she shares what the body language and facial expressions in this trial told her—and what you can learn from the outcome. Outline of This Episode[3:12] The outcome of the Johnny Depp vs. Amber Heard trial[8:58] How Amber’s body language showed she was lying[14:17] Amber’s team appeared grossly unprepared[17:09] A discussion about Johnny Depp's body language [20:36] Thoughts on Dr. Hughes and Dr. Curry [23:02] The major lessons the audience can learn[25:49] How

  • How to Use Contact Marketing to Get Meetings per Stu Heinecke, Ep #294

    13/06/2022 Duração: 37min

    Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out!

  • Kim Orlesky’s Transition Out of Entrepreneurship, Ep #293

    06/06/2022 Duração: 24min

    Kim Orlesky is an executive-level content creator, professional speaker, mentor, and successful entrepreneur. Kim has spent the last seven years running her own sales training organization, helping B2B companies find more profitability and productivity through virtual sales. Now, Kim is up for a brand new challenge. Kim is ready to dive back into the corporate world and transition out of entrepreneurship. Why is Kim making the move? How can her experience as an entrepreneur and her extensive personal brand help her move back into the corporate world? That’s the topic of discussion in this episode of Negotiations Ninja. Outline of This Episode[1:49] Learn more about Kim Orlesky[3:59] Kim’s transition out of entrepreneurship[7:45] What do you want in your role?[11:01] Treat others how you want to be treated[14:49] The logic and the process of sales[18:15] Personal branding in the corporate worldConnect with Kim OrleskyConnect on LinkedInKim’s TikTok “exit” videoConnect With MarkFollow N

  • The 4 Pillars of Building Bonds, Throwback with Scott Tillema, Ep #292

    30/05/2022 Duração: 38min

    If someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice just might get you through a crisis—don’t miss it. 

  • 3 Vulnerabilities Procurement Leaders are Facing with Rich Ham

    23/05/2022 Duração: 35min

    Procurement hasn’t kept pace with overall corporate growth. As a result, today’s procurement leaders are being asked to do the work of 2–3 people. They can’t perform the same tasks that they may have been able to complete 15 years ago. The reality has created new vulnerabilities: the inability to manage expenses, develop required relationships, and the threat of lost business. These are the three issues Rich Ham discusses in this episode of Negotiations Ninja.Outline of This Episode[1:30] Learn all about Rich Ham[2:54] The developing power imbalance[11:25] Why isn’t procurement growing?[13:28] Can service vendors' actions be justified? [17:07] Areas that are commonly overcharged[21:18] The one thing that is never disputed[23:58] How procurement can defend their interests[28:43] Where should a procurement team start?[31:13] Inflationary considerations are real—so what’s the problem?[33:07] How to connect with Rich HamResources & People MentionedRichard Ham: Journalist to Master Negotiator, Ep #157A Di

  • How to Improvise Agreements: A Michael Wheeler Throwback, Ep #290

    16/05/2022 Duração: 39min

    Michael Wheeler’s book, “The Art of Negotiation: How to Improvise Agreement in a Chaotic World,” dives into improvisation in negotiation—something we rarely focus on. We always emphasize in-depth preparation before entering a negotiation. But sometimes, despite your best efforts, you have to improvise. Learn more about how to master the art of improvisation in this special throwback episode.

  • Negotiating Intellectual Property Clauses with Jeanette Nyden + Lawrence Kane, Ep #289

    09/05/2022 Duração: 39min

    There’s no beating around the bush—intellectual property clauses are complicated. They’re even more complex to negotiate. How do you decide who owns what when hiring someone to create something for you? How contract professionals should approach negotiating intellectual property clauses is a tough conversation that Jeanette Nyden and Lawrence Kane happily tackle in this episode of Negotiations Ninja. If you’re ready for a deep dive into the nuances of IP clauses, give this episode a listen.DISCLAIMER: Always be sure to seek qualified legal counsel. This episode is purely for informational purposes.Outline of This Episode[2:03] Learn more about Jeanette Nyden + Lawrence Kane[3:16] Learn about The Contract Professional’s Playbook[5:00] The definition of intellectual property[8:33] The difference between intellectual property and work product [12:34] The differing perspectives of the vendor versus procurement [22:43] The complex questions of ownership[23:43] How to protect intellectual proper

  • US Trade Negotiations with China, Throwback with Allan Tsang

    02/05/2022 Duração: 27min

    Remember the tariffs that the US leveraged against China in 2018, launching the “Trade War?” The trade negotiations with China were a clash of world powers and a clash of cultures. As we’ve seen the results play out over the last few years, it’s intriguing to look back and see how Allan Tsang thought this situation would play out. Listen to this throwback for an interesting glimpse into the past!

  • How to Ask for More Money the Right Way with Fotini Iconomopoulos

    25/04/2022 Duração: 26min

    How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja!How do you ask for more money the right way? What phrases should you avoid in salary negotiations? How do you prove you’re “worth” what you’re asking for? How do you overcome imposter syndrome and act with confidence and decisiveness? Fotini Iconomopoulos breaks down the answers to these questions and simplifies the process so that anyone can negotiate their salary with ease. Don’t miss what she says in this episode of Negotiations Ninja!Outline of This Episode[1:47] Learn more about Fotini Iconomopoulos[2:39] What holds people back from negotiating?[6:19] How to ask for more

  • So You Think You’re Unbiased? Think Again (Throwback with Dan Lappin)

    18/04/2022 Duração: 24min

    Everyone strives to be unbiased, right? But the truth is that we all carry inherent biases. Those biases influence everything from our body language to the questions that we ask. While we can unlearn or completely remove those inherent biases, we can learn how to overcome the impact they make on our negotiations. In this throwback episode, Dan Lappin shares the most common biases people have to overcome—and how to do it. Check it out!

  • Jack Barsky: A KGB Sleeper Agent’s Undercover Life

    11/04/2022 Duração: 39min

    Jack Barsky—born Albrecht Dittrich—was a sleeper agent for the KGB, operating in the United States from 1978 to 1988. He was exposed after the Cold War, after which he became a resource for US counterintelligence agencies who allowed him to remain in the United States. What was life like as a sleeper agent? How did Jack employ persuasion and influence to gather intel for the KGB? What ultimately led him to part ways with the Soviet Union? Jack shares his fascinating life story with me in this episode of Negotiations Ninja. Do NOT miss it.Outline of This Episode[1:47] The life of sleeper agent Jack Barsky[4:46] How Jack was persuaded to become a sleeper agent[6:55] The training Jack received from the KGB[10:33] The process of assimilation [14:53] Jack’s first mission in the US[16:55] The one time Jack thought he had been discovered[23:19] How Jack ended up cooperating with the FBI[27:43] Switching loyalty from the Soviets to the United States[31:21] Jack Barsky’s take on Vladimir Putin[36:34] How to learn

  • Jacqueline Twillie’s LATTE Negotiation Framework [Throwback]

    04/04/2022 Duração: 22min

    Who run the world? Women who negotiate. In this Negotiations Ninja throwback, Jacqueline Twillie shares why more women need to negotiate. She points out that women are inherently skilled at negotiation but too many don’t embrace their innate abilities. She’s made it her life’s mission to help women negotiate confidently so they don’t leave anything on the table. If you’re looking to build a foundation for your negotiation skills, she teaches her LATTE framework in this episode. Don’t miss it! 

  • Brian Ahearn: Illustrating the Principles of Influence

    28/03/2022 Duração: 19min

    Brian Ahearn’s first book, “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical,” is a heavy psychology and business book. Brian points out that a lot of people won’t pick up a sales book, like his second book, “Persuasive Selling.” So he decided to try his hand at writing a business parable, “The Influencer.” He wanted to teach people the same principles of influence but do so from an entirely different angle to reach a whole new audience. Brian spent 30+ years in the insurance industry. He began to study the work of Robert Cialdini, the “Grandfather of Influence.” He connected with Robert in the early 2000s and was certified to teach his methodology. Three years ago, Brian left his corporate position to coach, train, and consult on the science of influence full-time.

  • How to Communicate Effectively in a Crisis per Marty Park

    21/03/2022 Duração: 39min

    In this special episode of Negotiations Ninja, we look back at an episode with Marty Park where we talked about navigating the Covid-19 crisis. As we’re seemingly coming out on the other side of the pandemic, his perspective on navigating a crisis still rings true. Communication is still the key to guiding your employees and clients through difficult times. Hear Marty’s thoughts on the topic—give this throwback a listen!

  • Your Behavior is the Key to Winning the Deal According to Joe Valley

    14/03/2022 Duração: 29min

    Joe Valley has built, bought, and sold over a half-dozen of his own companies. After selling his last eCommerce business, he joined the company that sold it—Quiet Light. Then Joe became a partner in the company. Since he’s joined, he’s personally sold $100 million in total transactions. Joe has seen deals fall apart—and other deals exceed all expectations—because of how people behave. What’s the secret to winning a deal when you aren’t the best offer? Joe shares his surprising secret in this episode of Negotiations Ninja. 

  • Master Your Anger with These Tips [Throwback with Svitlana Kalitsun]

    07/03/2022 Duração: 22min

    When you feel anger rising within you, what do you do? How do you keep your temper from flaring when you’re embroiled in a frustrating negotiation? As she launched her career, Svitlana Kalitsun quickly realized that lawyers don’t know how to negotiate (by no fault of their own). They’re not taught proper negotiation skills. Svitlana’s mission is to help change the way lawyers negotiate—including mastering their emotions. She shares some anger management basics in this special throwback episode of the Negotiations Ninja podcast!

  • The Negotiation Mythbusters Tackle 3 Widely Held Beliefs

    28/02/2022 Duração: 37min

    When a bad idea is enshrined in an industry, the foundation you build your strategy on is weak at best. That’s problematic, right? That’s why you NEED to start questioning conventional “wisdom.” It’s what Dan Oblinger and Allan Tsang have done for years. It’s also the premise of their new book, “Negotiation Mythbusters: Rethinking Everything You Know About Building Strong Agreements.” In their book, they dissect 30 commonly held negotiation myths. In this episode of Negotiations Ninja, we tackled three myths from their book head-on. Don’t miss it!Outline of This Episode[2:11] Learn more about Allan Tsang and Dan Oblinger[5:34] Dan & Allan are releasing a NEW book[9:26] Myth #3: Knowledge is power[14:49] Myth #5: Trust is a necessity[24:25] Myth #19: Negotiators are lone wolves[32:13] Who shouldn’t buy this book[35:36] How to get FREE knowledge from Dan & AllanResources & People MentionedBloom’s TaxonomyConnect with Dan Oblinger + Allan TsangConnect with Allan on LinkedInConnect with Dan on&nb

  • Mediation: Raphael Lapin’s Recipe for Success [Throwback]

    21/02/2022 Duração: 36min

    According to Raphael Lapin—a Harvard-trained mediator, negotiator, and communication specialist—there IS a difference between an average and a great mediation. So what is his secret? What strategies does he employ to anticipate the interests of the other party? How does he help parties follow through on their commitments? Get all the details in this throwback edition of the Negotiations Ninja podcast! 

  • Predicting and Achieving Cost-Savings in Procurement with Edmund Zagorin

    14/02/2022 Duração: 36min

    What does predictive procurement mean? Can you truly predict pricing? The ability to predict and achieve cost-savings in procurement and supply chain is where there’s often a gap. How do you make an accurate prediction based on data and then achieve it? Edmund Zagorin, the founder of Bid Ops, shares how you can make accurate predictions and achieve the elusive cost savings in this episode of Negotiations Ninja. Outline of This Episode[2:05] Learn more about the history of Bid Ops[5:26] Major issues procurement organizations face[6:55] How to source talent from within your organization[10:57] Opportunities for procurement in 2022[13:33] How to build in cost certainty[19:18] Predicting and achieving savings in procurement[24:06] Achievement of predictions using technology[28:51] Learn more about Bid Ops’ conference: Optimal ’22Resources & People MentionedOptimal 2022: The Leadership Summit for Predictive ProcurementTealBookSalesforcePredictable Revenue by Aaron Ross and MaryLou Tyle

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