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 Thursday with Allan Tsang

    02/09/2021 Duração: 48min

    In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (including the fallacy of win-win negotiations). Don't miss this fun episode!

  • Strategies to Influence People Ethically

    30/08/2021 Duração: 29min

    Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ninja, we talk about some of the concepts in his newest book, “Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You.” If you’re ready to change the way you ethically negotiate, don’t miss this episode! Outline of This Episode[1:55] Learn about Chris Hadnagy[2:39] The vulnerability of multinational organizations[7:27] Chapter three: Nailing the approach[13:42] Why you need to maintain your pretext[15:46] Make them want to help you[19:01] How to develop rapport quickly[26:50] How to connect with Chris HadnagyResources & People MentionedThe Innocent Lives FoundationConnect with Chris HadnagySocial EngineerChris’s Book Human Hacking Register for FREE extras to accompany each chapter of Chris’s book at free to ask Chris questions on LinkedIn or TwitterConnect

  • Throwback Thursday with Chris Hadnagy

    26/08/2021 Duração: 33min

    In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence people, and leave them better off for having met you. Don't miss this episode!

  • The Components of a Successful Mediation

    23/08/2021 Duração: 36min

    What are the necessary ingredients that make for a successful mediation? Is there a difference between a great mediation and an average mediation? How is mediation different from arbitration and litigation? Harvard-trained negotiator, mediation, and communication specialist Raphael Lapin shares his expert opinion in this episode of Negotiations Ninja.NOTE: None of this is legal advice. Always seek the counsel of a qualified attorney. This is meant for informational purposes only. Outline of This Episode[1:50] Learn more about Raphael Lapin[4:52] Raphael’s negotiation strategies monthly column[6:40] The difference between arbitration and mediation[13:43] Raphael’s process as a dispute mediator[18:56] How to understand the interests of the other party[22:25] A mediation is an evolutionary process[27:40] How to get each party to follow through on their commitment[29:15] How some people abuse the mediation process[34:37] How to connect with Raphael LapinResources & People MentionedGetting to Yes by

  • Throwback Thursday with David Matsumoto

    19/08/2021 Duração: 27min

    In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it! 

  • Turning Timid Students into Expert Negotiators

    16/08/2021 Duração: 29min

    In this episode of Negotiations Ninja, I chat with Jean-Nicolas Reyt—assistant professor of organizational behavior at McGill University—about the challenges students face when negotiating job offers when they leave universities. We also talk about why young people are hesitant to negotiate and what parents and educators can do to change that. Young people need to learn how to advocate for themselves to succeed in their future. This episode is full of spectacular advice—don’t miss it.Outline of This Episode[1:30] Learn more about Jean Reyt[2:14] Why are young people hesitant to negotiate?[4:48] The transformation to assertiveness [7:28] Why don’t schools teach these critical life skills?[16:30] The end result of negotiating is always better[19:33] Why you must negotiate before you sign the contract[22:59] How to approach difficult conversations[27:25] How to connect with Jean-Nicolas ReytResources & People MentionediDecisionGamesConnect with Jean-Nicolas ReytCheck out Jean’s websiteConnect on&nb

  • Throwback Thursday with Daniel Shapiro

    12/08/2021 Duração: 38min

    What role does your core identity play in a negotiation? How does it change your approach when there’s conflict? In this special throwback, Daniel Shapiro—the man in charge of the Harvard International Negotiation program—shares how your identity comes into play in every negotiation. Don’t miss his unique perspective that draws examples from all over the world!

  • How to Negotiate Your Way into a Startup

    09/08/2021 Duração: 28min

    Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that’s helped hundreds of women use the spoke model negotiation strategy to make more money. In today’s conversation, we talked about negotiating your way into a startup. What are the biggest mistakes that people make? How do you build leverage into the negotiation? What should your plan look like? Listen to hear Victoria’s thoughts!Outline of This Episode[1:46] Learn more about Victoria Pynchon[3:25] Moving from a corporate to a startup [4:50] The biggest mistakes people make[10:16] Decision quality and negotiation [14:24] Building leverage in the negotiation [22:15] Building a plan is critical[23:59] How to connect with VictoriaConnect with Victoria PynchonShe NegotiatesFollow on InstagramConnect on LinkedInFollow on TwitterConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on I

  • Throwback Thursday with Tim David

    05/08/2021 Duração: 38min

    In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #185 with—believe it or not—magician Tim David. Tim shares the lessons that he’s learned from a life on stage. The basic premise? Everything is about human connection. It’s not about the magic tricks or the skills you employ. Learn all about the power of connection in this throwback!

  • How to Properly Use Cialdini’s Principles of Influence

    02/08/2021 Duração: 29min

    Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “Influence: The Psychology of Persuasion.” But that doesn’t mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it! 

  • Throwback Thursday with Dr. Mark Goulston, Ep #241

    29/07/2021 Duração: 35min

    In this throwback edition of Negotiations Ninja, we jump back to episode #191 with Dr. Mark Goulston. Dr. Goulston is a former FBI and police hostage negotiation trainer, a psychiatrist, and the author of nine books, one of which is the #1 listening book on the planet: Just Listen. In this episode, Dr. Goulston shares actionable tips and strategies to help you be more curious, empathetic, and a better listener. Don’t miss it! 

  • The Three R’s of Negotiation

    26/07/2021 Duração: 25min

    What are people afraid of when it comes to negotiation? How do you build confidence in your abilities? What are the three R’s of negotiation, and how can it impact your success? Overcoming your fears and developing confidence go hand-in-hand—but how do you conquer them? Lynn Price—Speaker, Author, Consultant & Attorney—covers all of these topics in this episode of Negotiations Ninja. Outline of This Episode[1:35] Learn more about Lynn Price[2:18] The concept of fear in negotiation[4:09] How to overcome your fear[8:25] The background on the three R’s[13:41] Which “R” is the most important?[15:06] How to build confidence in negotiation [18:16] The concept of relatability [22:10] How to pivot when you’re flustered[23:57] How to learn more about LynnResources & People MentionedLynn’s book: Negotiate It!Connect with Lynn PriceConnect on LinkedInLynn Price ConsultingConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Ne

  • Throwback Thursday with Phil Jones

    22/07/2021 Duração: 29min

    How do you move your audience? How do you influence people? Phil Jones provides the script in his book “Exactly What to Say: The Magic Words for Influence and Impact.” His practical field manual is something that you can reference in your negotiation preparation to help you pinpoint exactly what you need to say to influence ethically. Don’t miss it!

  • How to Successfully Negotiate for Yourself

    19/07/2021 Duração: 30min

    How do you negotiate for yourself, as opposed to an organization or employer? If you’ve been in the game for a while, you know there is a difference. You have an odd emotional attachment to negotiations when they’re for yourself. You may find that you don’t advocate well for your own needs—but do extraordinarily well on behalf of others. So how do you ditch the extra emotion and create some big wins for yourself? Deborah Kolb—Professor Emerita from Simmons School of Management—shares her expertise in this episode of Negotiations Ninja. Outline of This Episode[1:47] Learn more about Deborah Kolb[3:52] Why are your wants and needs difficult to articulate? [8:33] How to turn small wins into big gains[13:02] How to work backward from the outcome[19:17] Why clearly communicating your value is important [24:03] Searching for creative options for mutual gain[27:42] The concept of “Moves and turns”Resources & People MentionedBook: Negotiating at Work: Turn Small Wins into Big GainsThe Negotiat

  • Throwback Thursday with Cody Lowry

    15/07/2021 Duração: 26min

    In this Throwback episode of Negotiations Ninja, we hop back to episode #183 with Cody Lowry. In this episode, Cody shares why the ability to “schmooze” is actually important to closing deals. He talks about the three keys to master negotiations and why schmoozing can be a superpower. Don’t miss this fun episode!

  • The Conscience Code: How to Lead with Your Values

    12/07/2021 Duração: 37min

    How do you negotiate with your values in your organization? How do you learn to recognize the values that are important to others and let them guide your actions? How do you balance integrity with a successful career? These are just a few of the questions that Professor and Author G. Richard Shell answers in this fascinating episode of the Negotiations Ninja podcast!Outline of This Episode[1:24] Learn more about Richard Shell[2:47] The evolution of Richard’s work[11:03] How do we know someone’s values? [16:14] Internal conflict in negotiation[26:11] How to discover your values[35:33] How to connect with Richard Resources & People MentionedMarty Latz episodeMichael Wheeler episodeThe Six Lives ExerciseConflict Styles QuizBOOK: MindwiseConnect with Richard ShellConnect on LinkedInRichard’s Personal WebsiteBOOK: Bargaining for AdvantageBOOK: The Art of WooBOOK: SpringboardBOOK: The Conscience CodeConnect With MarkFollow Negotiations Ninja on Twitter:&nbs

  • Simon Rycraft’s Negotiation Hacks

    05/07/2021 Duração: 28min

    In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft explains six proven hacks he’s used throughout his career that anyone can learn. In this episode of Negotiations Ninja, we talk about some of the hacks in his book, including what’s required to be persuasive, different negotiating styles, and even why “the power of attraction” can be important to the outcome of a negotiation. Don’t miss it!Outline of This Episode[5:00] What’s required to be a persuasive person?[8:44] How to integrate emotion into the conversation[13:51] The leveraging of emotion in a negotiation[16:00] The different personality styles in negotiation [20:50] How Hippocrates’ personalities compare to DiSC[22:00] Hack #5: The law of attraction[26:39] How to connect with Simon RycraftResources & People MentionedNegotiation Hacks (Book): Power of Persuasion (Book):

  • Throwback Thursday with Chris Hadnagy

    01/07/2021 Duração: 26min

    In this Throwback Thursday episode of Negotiations Ninja, we look back at episode #98 with Chris Hadnagy. Chris is an expert in “human hacking” and “social hacking.” In this episode, Chris shares what social engineering is and how to use his techniques to gather information—it can give you an advantage at the negotiation table. Check it out!

  • A Discussion on Labor Spend

    28/06/2021 Duração: 33min

    There are a lot of vendors that capitalize on a company's inability to properly manage labor-based categories. Rich Ham (the CEO) and Matt Smith (the CFO and Executive VP) of Fine Tune join me today to discuss the management of these labor categories. Where do they see some of the biggest gaps in a company's abilities to do this? What can be done to remedy an otherwise tough situation? Listen to this procurement-focused episode of Negotiations Ninja to learn more! Outline of This Episode[1:54] The nitty-gritty on Rich Ham + Matt Smith[4:47] The inability to properly manage labor categories[13:23] Managing a service versus an expense are two different disciplines[18:35] Separating the labor hour from the operation of the labor hour[20:32] What do you focus on in your negotiations?[23:18] How to operationalize and manage a labor-based contract[28:20] What can procurement teams do proactively [31:14] How to connect with Rich Ham + Matt SmithResources & People MentionedFine Tune:

  • Throwback Thursday with Annie Duke

    24/06/2021 Duração: 01h04min

    In this Throwback Thursday edition of the Negotiations Ninja podcast, we jump back to episode #68 with Annie Duke. Annie is a World Series of Poker champion who became a business consultant. In this episode, Annie shares how you can improve the quality of your decisions. How? By understanding what drives your decision-making framework and shifting your thinking. Learn more about her process in this episode! 

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