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.


  • Conflict Resolution in Negotiation

    Conflict Resolution in Negotiation

    11/05/2020 Duração: 33min

    Conflict resolution in negotiation is important for a negotiator to master—or at the very least learn to understand. You must be able to find confidence in the conflict, which is one of the main themes running through Kwame Christian’s new book: Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict. Listen to this episode for an inside look at his book. We also cover conflict resolution—both internally and externally—and a psychological aspect of negotiation often overlooked.  Kwame Christian is a Negotiation & Conflict Resolution Training Consultant as well as a business lawyer, mediator, and skilled negotiator. He is the Director and Lead Trainer at the American Negotiation Institute as well as the host of the Negotiate Anything podcast. He is passionate about empowering professionals to find confidence in conflict and navigate difficult conversations like master negotiators. Don’t miss his unique and engaging insight into the world of negotiation.  Outline of This

  • QA Session: Negotiating During the Coronavirus Crisis

    Q&A Session: Negotiating During the Coronavirus Crisis

    04/05/2020 Duração: 53min

    The Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NEED to change our tactics? What are some strategies we can use to navigate this pandemic? Today’s episode of Negotiations Ninja is a Q&A with Gary Noesner and Allan Tsang, with Shane Ray Martin moderating.  Gary Noesner is a former FBI Negotiator and author of “Stalling for Time: My Life as an FBI Hostage Negotiator.”  Allan Tsang is a negotiation coach for entrepreneurs and professionals and the founder of 88 Owls. He helps negotiators get what they want without unnecessary compromise. Shane Ray Martin is a speaker who’s passionate about negotiation, sales, and positivity. His goal is to help entrepreneurs become more self-confident and be more fulfilled. Outline of This Episode [5:20] Don’t rush the negotiation [9:45] Should you prepare differently during COVID-19? [11:58] The foundational principle of relationship building [17:56] Reaching out to existing

  • Why People Buy [the Psychology Behind Buyer Intent] with David Priemer

    Why People Buy [the Psychology Behind Buyer Intent] with David Priemer

    27/04/2020 Duração: 24min

    Why people buy things can seem like a mystery. What is the psychology behind buyer intent? Why do people make the decisions they do? In this episode of Negotiations Ninja, David Priemer joins me to share some of the science behind buying behavior. We talk about buyer experience, the importance of listening, and leveraging technology to help you learn. David Priemer started his career as a research scientist and landed in the sales world by accident. After 20 years of working with 4 different startups and at Salesforce, he launched Cerebral Selling. His goal is to equip salespeople to become modern sellers who think like their buyers and are more effective because of it. Don’t miss the stellar insight he has to offer. Outline of This Episode [0:33] The science behind why people buy` [1:30] David Priemer's background and experience [3:49] The buying experience IS the product [4:50] The importance of listening to prospects [6:32] Servicing the relationship beyond the original solution [8:50] How Technology acce

  • The Importance of Negotiation Preparation

    The Importance of Negotiation Preparation

    20/04/2020 Duração: 33min

    Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills.  Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who’s been in sales for over 20 years. Outline of This Episode [3:19] Paul Watt’s background in sales and podcasting [4:51] Planning is the most important element of negotiation [7:36] Prese

  • Negotiation Strategies Straight From [Famous Mentalist] Banachek, Ep #131

    Negotiation Strategies Straight From [Famous Mentalist] Banachek, Ep #131

    13/04/2020 Duração: 30min

    What can a mentalist teach negotiators about their craft? A mentalist can be thought of like a magician or psychic—someone who exhibits abilities that seem supernatural. Banachek describes his craft, in short, as the ability to “Take my five known senses to create the illusion of a sixth sense”. It’s a combination of experience, intuition, and known means of persuasion. In this episode of Negotiations Ninja, Banachek joins me to share how his skills can be useful in negotiation—be sure to listen.  Banachek is a magician and mentalist, who instantly became known around the world for convincing scientists that his abilities were genuine psychic powers. His goal was to prove their standards weren’t rigorous enough even though they thought they were smart enough to see through an illusion. In the end, when they were convinced, he explained it was all a sham. He’s gone on to find a lucrative career as a mentalist, astounding people with his unique skill. Outline of This Episode [1:27] Banachek’s background as a m

  • Effectively Communicating in Crisis with Marty Park

    Effectively Communicating in Crisis with Marty Park

    06/04/2020 Duração: 40min

    As an entrepreneur, effectively communicating in a time of crisis is a harrowing task. Businesses are closing and people are dying—it’s hard to see a light at the end of the tunnel. As business owners and entrepreneurs, how do we communicate with our employees and our customers during this time? How do we step up as leaders and reassure those we are responsible for? My friend and mentor, Marty Park, joins me in this episode of Negotiations Ninja to share his insight. Marty refers to himself as a “chronic entrepreneur” with over 25 years of experience. He’s owned and operated 13 different companies in multiple industries. He’s also lived through the housing market crash. Listen to this episode as we share our perspective on the crisis we all find ourselves entrenched in.  Outline of This Episode [2:30] How to communicate in times of crisis [4:23] “Chronic” entrepreneur Marty Park joins me [6:43] How to communicate with your employees [13:30] What do you say to investors?  [17:21] Simply making an effort has i

  • Negotiation Methods Beginners Must Learn with Josh King

    Negotiation Methods Beginners Must Learn with Josh King

    30/03/2020 Duração: 23min

    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?

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

    The Impact of Artificial Intelligence on Procurement Negotiation with Edmund Zagorin

    23/03/2020 Duração: 29min

    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 procureme

  • Learn How to ‘Pitch Anything’ with Oren Klaff

    Learn How to ‘Pitch Anything’ with Oren Klaff

    16/03/2020 Duração: 31min

    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 opportunit

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

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

    09/03/2020 Duração: 38min

    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:

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

    What is a Sales Development Representative? with Morgan J Ingram 

    02/03/2020 Duração: 31min

    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

  • Mastering Sales Negotiation Skills

    Mastering Sales Negotiation Skills

    24/02/2020 Duração: 32min

    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 understa

  • Negotiating Across Cultures

    Negotiating Across Cultures

    17/02/2020 Duração: 24min

    Negotiating across cultures adds a level of complexity to the negotiations process that many people don’t take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingly simple words and phrases that are understood differently, making this type of negotiation difficult at best. The opportunity to learn from those who are in the trenches of international negotiation regularly is priceless, especially when the subject of our study is someone who consistently does this kind of negotiation well. My guest on this episode is one of those people, International negotiator and trainer Mihai Isman. He is a negotiation and conflict resolution expert who specializes in addressing difficult but important efficiency barriers for national and international corporations and medium-sized companies. His keen insight into the differences between Western and European negotiators, their cultures, and consequently their approaches is something all of us can learn from. Be sure you listen carefully..

  • Keys To Developing Negotiation Skills That Work

    Keys To Developing Negotiation Skills That Work

    10/02/2020 Duração: 26min

    Every negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on this episode is Mohammed Faridy, a man who has great insight into the subject because he put himself on a trajectory toward constant improvement from his early days as a negotiator. It was working at Citibank that he found two excellent negotiation mentors who helped him get his bearings and hone his skills in IT contract negotiations. Today, Mohammed provides negotiations consulting and training and serves as CEO of OneView, a technology procurement software as a service. That role puts him on the other side of the procurement negotiations table, which makes his dual-perspective rare and valuable, so be sure you listen. Outline of This Episode [0:34] Mohammed’s unique perspective from both sides of the procurement role [6:57] What most procurement professionals do well in negotiations [16:18] The best ways to improve negotiations skills [22:35] One piece of ad

  • Powerful Lessons From Trade Tensions And Negotiations With China

    Powerful Lessons From Trade Tensions And Negotiations With China

    03/02/2020 Duração: 28min

    The 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both parties have distinct approaches to negotiation that inform how they have positioned themselves and neither party wants to lose face on the world stage. It’s not only a clash of world powers who have very different goals, in many ways, it is a clash of cultures as well. My guest on this episode is Allan Tsang, a man who is uniquely qualified to comment on what’s happening in this International trade negotiation. Allan is a Chinese-American who was born in China, raised in Ghana (Africa), and moved to the U.S. around 1990. His career path took him from design, to instructional technology, to conflict analysis and resolution. He’s been doing high-level consulting for large organizations, entrepreneurs, and startups in the areas of strategy and negotiation since the mid-90s. Join us for this fascinating conversation that reveals the importance of a long-view strategy i

  • Learning From Failed Negotiations With Terrorists

    Learning From Failed Negotiations With Terrorists

    27/01/2020 Duração: 44min

    Terrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiations with them better than Cal Chrustie. Likewise, there’s no one better to teach us how to make the most out of those failures.  Cal served for 34 years with the Royal Canadian Mounted Police and has also served as a Negotiations Mediator for the United Nations in the former country of Yugoslavia. He’s been involved in some of the highest stakes negotiation scenarios you can imagine. On this episode, he shares the most valuable lessons he learned from the most painful failed negotiation he’s ever experienced - one involving a terrorist group and the execution of hostages.  Outline of This Episode [2:12] Getting to know Cal Chrustie, negotiator extraordinaire  [4:01] The worst negotiation experience Cal has ever had [15:39] How to better assess the readiness of negotiation partners [23:55] The importance and power of a debrief [28:49] A negotiation Cal was engag

  • Effective Negotiation Will Never Happen Without This

    Effective Negotiation Will Never Happen Without This

    20/01/2020 Duração: 26min

    My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don’t let the fact that his negotiations often happened in life and death situations convince you that his experience is worlds apart from whatever it is that you do. It’s not. What he learned in that high-pressure environment transfers across the board to every discipline. You can apply the principles to procurement, sales, and a variety of other business applications - not to mention your personal relationships.. Dan Oblinger is a hostage negotiator, author, international keynote speaker, and fuel behind the Leadercraft brand of workshops and training. He graduated from the FBI National Crisis Negotiator Course in 2018 and teaches frequently on the topics of active listening, negotiations, ethics, leadership, culture, and crisis management. The stories he shares in this episode illustrate that the power behind successful negotiations is not in the words you use, but in the words you don’t

  • Negotiations Lessons from the Field

    Negotiations Lessons from the Field

    13/01/2020 Duração: 43min

    On this week’s podcast, guest Gary Noesner discusses the Waco crisis. On recent episodes of Negotiations Ninja, we’ve been discussing the good, the bad and the ugly in negotiations. This week, Gary speaks about what went wrong with Waco. I am thrilled to be able to share this episode with you.

  • Negotiate Like an Entrepreneur

    Negotiate Like an Entrepreneur

    06/01/2020 Duração: 37min

    Marty Park, mentor to entrepreneurs and owner of 14 companies over two decades, appears on the first podcast of 2020 to discuss the importance of negotiation to entrepreneurs. There are aspects entrepreneurs should be looking at when they are building their businesses such as scale, growth, and the eventual selling of their business. Am I pushing hard enough? Is scale possible? How will this arrangement affect the future of my business in five, and ten, years?    

  • New Years Episode

    New Years Episode

    30/12/2019 Duração: 36s

    2019 was brimming with excitement at Negotiations Ninja. Fantastic discussions on the podcast, exciting content on the blog, and exceptional experiences training and coaching have made it a big year. We’re looking forward to integrating everything we’ve learned through these incredible experiences and moving forward into 2020.

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