Interviewing the best negotiators in the world, we explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success.
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Negotiations Ninja Podcast
Reviews
Borathayden
5 out of 5 stars
You always can learn something more
The effort and organization on this podcast is greatly appreciated and great to listen to. Thanks Mark. I’m learning more for sure.
Great Tips for Success
5 out of 5 stars
Exceptional Advice
Great Q&A session, and actionable learnings for handling negotiations in crisis situations.
theJPAR
5 out of 5 stars
Great content and engaged audience
I love the way Mark engages his guests and brings value to his audience. As a guest, his questions are thoughtful and grounded in real life. His audience learns, is inspir d, and when I listen - I pick up 1-5 tips every episode. There's gold here people!!!
Raphael Lapin
5 out of 5 stars
Raphael Lapin - Principal, Lapin Negotiation Services
Having been both an interviewee on and a consumer of Mark’s podcasts, I find them enriching, enlightening, elucidating and informative. I find his questions insightful and his conversational style conducive to listening and learning! Keep them coming!!
Brookline reader
5 out of 5 stars
Negotiation 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.
JoshCrist
5 out of 5 stars
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!
communicationcynergy
5 out of 5 stars
Diverse Perspectives
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.
Golf 1959
5 out of 5 stars
Outstanding and entertaining content
I started listening to this podcast several weeks ago - I listen on my morning and evening walks with the dogs - I find that Mark is able to entertain and educate at the same time - the guests that Mark has interviewed have been impactful and interesting - I strongly suggest that you take the time and listen - you will get hooked like I have...
E-A-Z
5 out of 5 stars
Terrific inspiration
Mark taps into questions that are on business leaders minds and explores them with depth and nuance. It’s always a pleasure to discover a new way of thinking through Negotiations Ninja.
Negoti8tor
5 out of 5 stars
Essential ongoing education for Sourcing
Mark Raffan of Negotiations Ninja is providing Sourcing professionals with in indispensable resource to ensure their ongoing relevance in a rapidly evolving field. The content is timely, relevant and insightful. As a host, Mark is very polished, allowing his guests to do the majority of the talking while guiding the conversation to ensure a cohesive structure. This is a resource that every Procurement/Sourcing professional should invest their time in.
JDokho
5 out of 5 stars
Great for Procurement Professionals
As an up and coming procurement professional I have found this podcast to be extremely helpful in helping me start my career. Not only do I get great tips for the Purchasing side of things, but I hear some insight into how sales professionals are thinking as well. Highly recommend.
MN Vike
5 out of 5 stars
Succinct & valuable info !
Each episode of Negotiation’s Ninja podcast has a wealth of information for all practitioners (procurement/ sourcing / supply chain pros). I enjoy the guest discussions - as their diverse background provides fresh insights into the mindset and gives another perspective to each aspect of a negotiation. • too many favorite episodes to list here! • Personally appreciate the original content, Mark’s approach, integrity and the overall energy he brings into every podcast. Appreciate NN team’s efforts - keep up the great podcast!
Washington, DC 11289
5 out of 5 stars
Concise information from someone who knows what they are talking about
Mark Raffan makes modern negotiations practices in a multi system and multi factor context understandable, while providing unique insights. That is a tremendous feat.
Shamaki2Coco
5 out of 5 stars
Great content!!!
I love this podcast!! So much useful negotiation content. I’ve learned so much and will continue to keep learning negotiation tactics by listening to this podcast. This is a must podcast to listen to if you want to learn and grow in your negotiation skills. Thanks Mark!! Cory
Fruno Mars
5 out of 5 stars
My sales friends, please check this out.
I’ve been in sales for almost 9 years and have gone through multiple sales trainings. I found this podcast mainly to figure out what goes on in the mind of someone in procurement. Instead of just fine-tuning my sales negotiations skills, I have actually learned to have deeper conversations and connections with my buyers and friends. Friends in sales, go check it out!
By anoushka
5 out of 5 stars
Excellent content
I started listening to them accidentally during my runs, and now I am hooked. These podcasts are a must for every sourcing professional. Good job Mark, keep it up.
hexadesmal
4 out of 5 stars
Flexing my negotiation muscle
How I wish I applied this knowledge before but everything in its own good time. I look forward “being in the room where the deals are made”.
KaitRRBid
5 out of 5 stars
Awesome Podcast!
Informative, relatable, intellectual and fun. A must listen for negotiators, procurement or strategic sourcing professionals.
gabougabougm
5 out of 5 stars
Excellent podcast on negotiations
Mark's podcast is an wealth of information on negotiations. It is a must for every procurement professionals.
Rdowis
5 out of 5 stars
Something for everyone
Relatable, accessible content. A great resource for anyone wanting to become a better negotiator.
Ten Thousand Hours
5 out of 5 stars
Fabulous Podcast!
Direct and practical/actionable lessons! Good variety covering broad angles of a very crucial topic. Thanks for the hard work team! It shows!
KatCapozzi
5 out of 5 stars
Excellent content
Mark and his team are not only efficient but they really drive the basic and advance principles of negotiation. Tapping into the psychological, body cues, tried and true proven tactics that every sourcing professional should know. I get excited every time there’s a new podcast. Keep the content coming! I make my team listen and circulate when there’s a new one available to listen.
Ernie8864
5 out of 5 stars
Intriguing conversations with thought leaders
Always innovative and thought-provoking conversations with industry thought leaders, love this podcast
Austin Sexgod Noble
5 out of 5 stars
Very helpful for everyone
Mark and his team work very hard to educate and assist everyone from beginners to seasoned professionals through all they do. Keep up the great work! Sincerely, Fan for life!
Gary Noesner
5 out of 5 stars
Chief, FBI Crisis Negotiation Unit (retired)
Mark Raffan is a great interviewer and his indepth discussions about various aspects of negotiation provides the listeners with great insights into the processes and approaches that lead to success. Listening to Mark's program will help anyone improve their negotiation skills.
SMMorseTX
5 out of 5 stars
The best and most practical negotiations podcast
Negotiations Ninja is one of the best and most practical negotiations podcast out there. Mark provides great content and is entertaining.
elgmar
5 out of 5 stars
One of the best!
Mark presents real life scenarios to the sales and negotiation world. This podcast is a must if you desire to grow your negotiation skills!
appedit
5 out of 5 stars
A very valuable resource
I’ve listened to almost every podcast and some more than once. Mark has put in a lot of hard work into this and it shows. It’s a pleasure to rate this a 5 star. If you have the opportunity, subscribe, listen, take notes, learn, and apply. Allan
Cavewomancafe
5 out of 5 stars
I really enjoy these podcasts!
Very good content and I like the way he delivers his information. He talks slowly and deliberately and has great content. Bravo!
stp_53
5 out of 5 stars
Procurement and Negotiation Legend
I started listening to Negotiation Ninjas when I began volunteering at a national suicide hotline. Since then, I've learned the basics of negotiation and what it takes to be the best at what I do. Ultimately, I’ve learned how to leave people in a better place than when I found them; in a ninja like way, of course.
Samuel O Lexington
5 out of 5 stars
A great podcast on a key skill for life
Episodes host a diversity of experts and practitioners of negotiation, each expressing original ideas and useful tips. Useful for business, entrepreneurship, public activism, family dynamics or any other relationship. In short - a critical skill for life.
Piano Matchmaker
5 out of 5 stars
Founder, President
Having been on the OTHER side of Negotiations Ninja, I can tell you that Mark Raffan is a fantastic interviewer with intriguing questions that make the interviewee THINK. I had the honor of being interviewed by Mark recently and it was FUN, ENGAGING, INTERESTING, THOUGHT-PROVKING, and he's a nice guy to bot. GO, Mark!
SusanHBL
5 out of 5 stars
A pandora box of knowledge
Having the chance to hear from every expert in negotiation in one place, is great. On my playlist !! Tks you
Scott Tillema
5 out of 5 stars
Expert negotiators
Mark consistently brings expert negotiators on his podcast from a variety of negotiation fields. Authors, professors, practitioners all bring terrific insights to this growing podcast. If you’re looking for a way to be exposed to some of the top minds in negotiation theory and practice, this is a great place to start! Thanks for bringing us consistently interesting content!
Tarek_A
5 out of 5 stars
Great Podcast
I learned a lot from these episodes.
jigordon
1 out of 5 stars
3 minutes, no content
I don’t have a lot of time to spend listening to this type of material. So when I devote time to it, I want content. I tried this podcast today and the first three minutes was just intro, a separate preface intro and then the usual welcome to the show from wherever in the world our awesome guest is banter. For a 40-min podcast, and assuming there are ads in there somewhere, about 10%of the time was wasted telling me stuff I already knew. I unsubscribed after I submitted the review.
Podcast information
- Amount of episodes
- 364
- Subscribers
- 0
- Verified
- No
- Website
- Explicit content
- No
- Episode type
- episodic
- Podcast link
- https://podvine.com/link/..
- Last upload date
- June 1, 2023
- Last fetch date
- June 3, 2023 12:17 AM
- Upload range
- WEEKLY
- Author
- Mark Raffan
- Copyright
- Negotiations Ninja
susbcribers
- Moving Procurement Toward Digital Transformation, Throwback with Michael van Keulen, Ep #364Michael van Keulen (MVK) has worked in procurement and finance for over 20 years. Over those years he’s seen companies resist digital transformation. The key to a digital transformation is getting the internal stakeholders on board. To do that, procurement leaders have to step up and oftentimes put their jobs on the line. How do they avoid losing their jobs while pushing their companies toward digital transformation? MVK shares what he’s learned from decades in the industry in this throwback episode of Negotiations Ninja.0 comments0
- The Infinite Game in Negotiation with Dr. Josh Weiss, Ep #363When people think of negotiation—especially in Western cultures—they often think in finite terms. In a finite game, the rules are fixed until there’s a winner. In an infinite game, the rules change during play. It’s done so to bring as many people as possible into the play. The purpose of the infinite game is that things aren’t just about transactions or deals but revolve around a higher purpose. How does this apply to negotiation? It’s about the relationship you develop with the people you’re negotiating with. The higher purpose isn’t a singular deal. Your next best customer is continuing to do business with the current one. When you’re thinking in infinite game terms, that’s the angle you take. In this episode of Negotiations Ninja, Dr. Joshua Weiss shares more about how to embrace the infinite mindset in negotiation. Once you do, it changes the way you view everything. Listen to the episode to find out why! Outline of This Episode [2:24] Learn more about Josh Weiss [4:09] What is the infinite mindset? [7:50] Is there room for both mindsets? [9:30] Is there resolution in an infinite game? [14:25] Improving your adaptability in a negotiation [17:50] Three ways to measure adaptability [29:27] Check out Josh’s children’s books Resources & People Mentioned Dr. McFiddle’s Brilliant Book of Creative Conflict Potions and Other Magical Things Finite and Infinite Games by James Carse The Infinite Game by Simon Sinek The Art of Negotiation by Michael Wheeler Good to Great by Jim Collins 3 Ways to Measure Your Adaptability Connect with Josh Weiss The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily Life 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 Ninja0 comments0
- Negotiations Ninja Podcast May 25 · 35m The Limitation of Liability Clause Simplified, Throwback with Jeanette Nyden, Ep #362Why does the limitation of liability clause exist? How does it work? Is there a way you can simplify the process of building it out in the negotiation? Contract and negotiation expert Jeanette Nyden shares her extensive knowledge of limitation of liability clauses in this throwback episode of the Negotiations Ninja podcast!0 comments0
- Why Your BATNA is the Key to Negotiation Planning with George Seidel, Ep #361George Seidel—a Professor at the University of Michigan—wrote a great book called, “Negotiating for Success: Essential Strategies and Skills,” in which he shares the importance of planning. He believes so strongly in planning that he gives away numerous negotiation planning tools for free. In this episode of Negotiations Ninja, we cover planning in negotiation, the 4th and 5th key numbers for financial consideration, and how to understand and consider life goals when it comes to dispute resolution. George shares a shocking story at the end of this episode that you can’t miss. Outline of This Episode [2:05] Learn more about Professor George Seidel [3:55] How should we plan for a negotiation? [8:17] Is negotiation required in all circumstances? [10:47] The five key numbers in a financial negotiation [13:49] Why you need to prioritize your BATNA [16:25] Is overconfidence detrimental to a negotiation? [18:49] Considering your life goals Resources & People Mentioned FREE Negotiation Planning Tools Negotiating for Success: Essential Strategies and Skills Connect with George Seidel 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 Ninja0 comments0
- Ask and You’ll Receive, Throwback with Jean-Nicolas Reyt, Ep #360Jean-Nicolas Reyt—a negotiation professor at McGill University—teaches his students a simple and practical way to negotiate: Ask and you’ll receive. If you don’t ask, you won’t get what you want. But why do so many students struggle to ask? Why do they decide they’re satisfied with a subpar deal? Jean-Nicolas dissects the phenomenon of compliance in this throwback episode of Negotiations Ninja.0 comments0
- The Cost of Not Listening in Negotiation with Christine Miles, Ep #359What does it cost people and organizations not to listen? Are you solving the wrong problems? Or worse, are you losing relationships, customers, and potential opportunities? The cost of not listening could cripple you and your organization. Christine Miles joins me in this episode of Negotiations Ninja to address that very problem. Christine Miles is the founder and CEO of EQuipt, a “Training and consulting company that helps organizations grow sales, develop people, and create cultures of understanding.” Ultimately, they help equip people with the skills they need to elevate their EQ. Listening is the foundation of the house. Without it, you can’t build emotional intelligence. Outline of This Episode [1:45] Learn more about Christine Miles [2:35] The cost of not listening [4:00] Are you solving the wrong problems? [5:38] Why people struggle to listen [7:08] What is transformational listening? [9:10] How to become present in listening [12:30] Stop asking leading questions [14:02] “Take me back to the beginning” [18:31] The unwillingness to go deeper Resources & People Mentioned What Is It Costing You Not To Listen: The Power of Understanding to Connect, Influence, Solve & Sell Connect with Christine Miles EQuipt 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 Ninja0 comments0
- The End Result of Negotiating, Throwback with Jean-Nicolas Reyt, Ep #358Why do young people hesitate to negotiate? They need to be able to advocate for themselves, yet many hesitate to speak up. Jean-Nicolas Reyt, an assistant professor of organizational behavior at McGill University, is passionate about helping students become assertive. He teaches that the end result of negotiating is almost always better than not trying. Jean-Nicolas is chock full of advice that everyone can use to become better negotiators.0 comments0
- Relationship-Building Might Just be the Key to Successful Negotiations per Romina Muhametaj, Ep #357How important is relationship-building in negotiations? Can you have a relationship yet still be direct without negatively impacting said relationship? Romina Muhametaj—A Sales Manager and Consultant—believes that relationship-building is the key to moving one’s career forward and closing more sales. She shares why in this episode of Negotiations Ninja! Outline of This Episode [1:35] Learn more about Romina Muhametaj [2:31] Building relationships before negotiating [4:09] Apples, oranges, and coconuts [6:40] Can you be direct in a relationship? [8:11] Why you can’t use the same tactics in every deal [10:00] What happens once the deal is sealed? [13:17] Why you need to overcome your emotions Connect with Romina Muhametaj Connect with Romina Coffee with Romina Connect on LinkedIn Follow on Twitter 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 Ninja0 comments0
- Negotiations Ninja Podcast May 4 · 24m Be Ready, Relatable, and Reasonable in Negotiation (Throwback with Lynn Price) Ep #356When you approach a negotiation, you need to be ready, relatable, and reasonable. You have to be ready—do your research so that nothing surprises you. People help people they like, so it helps if you’re relatable. Lastly, you need to focus on finding solutions and be reasonable. Lynn Price believes that if you focus on being ready, relatable, and reasonable, you’ll see far more successful negotiations. She goes into detail on this topic in throwback episode #356!0 comments0
- The Introvert’s Edge = Processes with Matthew Pollard, Ep #355Matthew Pollard wrote “The Introvert’s Edge” to help the average introvert learn that their path to success will look different than an extrovert’s. Systems and processes will allow introverts to succeed, excel, and dominate their market. Introverts can only do so well “winging it.” In this episode of Negotiations Ninja, Matthew shares that when you focus on methodology and consistency, you end up the best in the business. Matthew jokes that he was an introverted kid with no right being in sales. But he went on to become the #1 salesperson in his company. Since then, he’s started his own business and has been responsible for five multi-million dollar success stories. Now he teaches the world how to obtain rapid growth, how to tell stories, and how to nail their messaging in their niche. Outline of This Episode [1:34] Learn more about Matthew Pollard [3:25] Why do introverts struggle with sales and negotiations? [6:52] Approaching the development of a system and process [12:34] Why processes help introverts gain control [19:55] How to plan and practice stories Resources & People Mentioned IntrovertU Harnessing the Power of Stories Get the first chapter of Matthew’s sales book for FREE Connect with Matthew Pollard Rapid Growth® Watch on YouTube Connect on LinkedIn Follow on Twitter The Introvert's Edge The Introvert’s Edge to Networking 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 Ninja0 comments0
- The Dos and Don’ts of Negotiating with Narcissists, Throwback with Rebecca Zung, Ep #354Did you know that 1% of the population could be diagnosed as a narcissist? We’ve all likely interacted with someone who we’d classify as a narcissist. But what do you do when you’re forced to negotiate with a narcissist? Should you change your negotiation strategy? According to Rebecca Zung—one of the Top 1% of attorneys in the nation—the answer is a resounding yes. She shares how to navigate negotiating with narcissists in this throwback episode of Negotiations Ninja!0 comments0
- Nikki Rausch’s Strategy to Overcome the Fear of Rejection, Ep #353Nikki Rausch “The Sales Maven” teaches salespeople how to have more effective sales conversations while maintaining rapport and keeping the relationship intact. She also teaches how to overcome the fear of rejection by fundamentally changing the way you view sales: It’s something you do with someone, not to them. Learn how to shift your mindset to overcome fear in this episode of Negotiations Ninja. Outline of This Episode [1:23] Learn more about Nikki Rausch [1:45] Maintaining rapport while selling [3:14] Nikki’s strategy for overcoming rejection [8:21] Why stories are powerful in B2B sales [10:56] Salespeople are guides—not heroes [13:23] The importance of questions in sales Resources & People Mentioned Get Nikki’s “ Closing the Sale” eBook for FREE Connect with Nikki Rausch Nikki’s website The Sales Maven Podcast Connect with Nikki 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 Ninja0 comments0
- Tactics to Get What You Want (Throwback with Simon Rycraft), Ep #352How do you get what you want in a negotiation? How do you be more persuasive? Simon Rycraft wrote “ Negotiation Hacks: Expert Tactics To Get What You Want ,” to lay out the strategies, skills, and approaches needed to get what you want. In this throwback episode of Negotiations Ninja, Simon covers some of the tactics he lays out in his book and how to make them work for you. Check it out!0 comments0
- Combating Fear with Courage with Mala Subramaniam, Ep #351How do you combat fear with courage? How does your ego build walls in negotiations? And why, when you’re in a negotiation, should you only say something if you believe it? Mala Subramaniam—an Executive Coach, Author, and Speaker—has taught thousands of people the art of communication in negotiation. In this episode of Negotiations Ninja, Mala shares the #1 way you can combat fear in negotiation. Outline of This Episode [1:38] Learn more about Mala Subramaniam [4:12] Combating fear with courage [7:56] How ego affects negotiations [11:11] You have a responsibility… [13:33] Only say it if you believe it [16:55] Do you open yourself up to manipulation? [20:50] A conversation about ageism Connect with Mala Subramaniam Mala’s website Email Mala at Mala(at)mktinsite.com Connect on LinkedIn Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations 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 Ninja0 comments0
- Negotiations Ninja Podcast Apr 13 · 28m Want to Win More Deals? Be Likable (Throwback with Joe Valley), Ep #350Joe Valley is a serial entrepreneur and partner at Quiet Light Brokerage. He’s also an expert at building sellable companies. He’s also learned the secret to winning more deals: Don’t be an a–hole. The people who win more deals do their research, carry intelligent conversations, and are polite, professional, and likable. Why are these qualities so important? Joe Valley covers the topic in detail in this throwback episode of the Negotiations Ninja podcast!0 comments0
- 5 Ways to Use Elicitation in Negotiation with Jack Shafer, Ep #349Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “ The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth ” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career. Outline of This Episode [2:14] Learn more about Jack Shafer [2:55] Technique #1: Presumptive Statements [8:30] How to shift power in a negotiation [11:08] The use of time in a negotiation [13:12] Who has the authority? [15:04] Technique #2: Use the phrase “I’ll bet…” [18:11] Uncovering your counterpart’s objections [20:23] Technique #3: Bracketing [22:19] Technique #4: Reported Facts [24:00] Technique #5: The Well Technique Resources & People Mentioned Turning on the Like Switch with Jack Shafer, Ep #61 Connect with Jack Shafer The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over 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 Ninja0 comments0
- Mastering Personal Negotiations, Throwback with Deborah Kolb, Ep #348Do you excel when you’re negotiating for your company but struggle to negotiate successfully for yourself? Is it because you lack clarity on exactly what you’re negotiating for? Or do you feel too emotionally involved to think clearly? You have to be able to communicate your value and articulate why you deserve what you’re asking for. Deborah Kolb—an expert in negotiation, leadership, and gender issues—shares how you can change your mindset to master personal negotiations in this throwback episode of Negotiations Ninja.0 comments0
- Contract Redlining Etiquette with Nada Alnajafi, Ep #347How do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja. Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to drive contract negotiation forward. This is a book all contract professionals need to read. She covers some important concepts from her book in this episode. Don’t miss it! Outline of This Episode [2:10] Learn more about Nada Alnajafi [3:37] Get on the same page about the redlining process [5:36] Proper etiquette with redlining + comments [8:23] Working with outside counsel on contracts [11:34] Why I despise separating commercial from legal [12:38] Using redlining to make negotiations more efficient [15:27] The operational implications of what you’re contracting for [18:23] The impact of artificial intelligence on the redlining process [20:39] How Nada handles “hidden redlines” in contracts Resources & People Mentioned Nada’s Book: Contract Redlining Etiquette Navigating the Limitation of Liability Clause with Jeanette Nyden, Ep #256 Connect with Nada Alnajafi Nada’s Website Contract Nerds 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 Ninja0 comments0
- How to Masterfully Manage Differing Beliefs, Throwback with Richard Shell, Ep #346You’ve gotten to a place where you point-blank asked someone what their values are. You have the answer—but it wasn’t the one you were looking for. It’s clear that you have differing beliefs. Now you’re at a crossroads: What do you do? You can’t persuade someone to change their beliefs. Negotiating over differing beliefs is a far different process than negotiating over interests. You can’t just say “Let’s split the difference” or you’ll insult them. You can provide arguments, evidence, justifications, rationales, stories, etc. but will it make an impact? Author and Professor G. Richard Shell dives into this complicated topic in this throwback episode of Negotiations Ninja. Don’t miss it!0 comments0
- Negotiating with Narcissists per Rebecca Zung, Ep #345How do you know when you’re dealing with a narcissist? How is negotiating with a narcissist different from negotiating with a rational person? What do you need to do to not only prepare for your negotiation but win it? Rebecca Zung—one of the best lawyers in America—shares what negotiating with narcissists is like in this episode of Negotiations Ninja. Outline of This Episode [2:15] Learn more about attorney Rebecca Zung [3:55] The definition of a narcissist/narcissistic behaviors [9:20] What got Rebecca interested in narcissism? [16:22] What it’s like negotiating with a narcissist [20:13] How to create leverage with a narcissist [23:56] Why you have to focus on yourself Resources & People Mentioned Go to WinMyNegotiation.com for a free 15-page eBook: Crush My Negotiation Worksheet Negotiations Ninja episode #231 with Rebecca Zung Connect with Rebecca Zung Rebecca’s website Watch on YouTube 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 Ninja0 comments0
- Negotiations Ninja Podcast Mar 23 · 27m Why You Must “Dare to Care” with David Perry, Ep #344David Perry is a sales and business development expert and the author of the book “The Game of Sales.” David wanted to share everything he learned from working with Adobe, Amazon, Google, and IBM and arm readers to overcome the “inner game” they face when they negotiate. A lot of someone’s success comes down to the concept “Dare to care.” Caring is a quality that top salespeople have. Many books only focus on tactics and strategy—very few focus on caring. David shares his thoughts on “Daring to care” in this throwback episode of Negotiations Ninja.0 comments0
- Negotiating with Dutch People per Michael Van Keulen, Ep #343How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiating with cultures from around the world, I’m chatting with Michael Van Keulen (MVK), the Chief Procurement Officer at Coupa Software. We’re focusing on negotiating with Dutch people. Listen to this episode of Negotiations Ninja to learn the steps you can take to negotiate the right way with the Dutch. Outline of This Episode [1:45] Learn more about Michael Van Keulen [3:21] The Dutch mindset in negotiations [6:59] Why are Dutch people so direct? [10:42] How to negotiate with the Dutch [13:26] Do the Dutch make decisions quickly? [18:34] How to generate rapport with the Dutch [22:27] The Dutch likely speak better English than you [26:51] Dutch people are open and welcoming Resources & People Mentioned Formula 1: Drive to Survive Connect with Michael Van Keulen Coupa 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 Ninja0 comments0
- How to Happily Exit Your Business, Throwback with John Warrilow, Ep #342How do you exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after business expert, known for his proven methodology, “The Value Builder System™,” which he created to help entrepreneurs build businesses worth buying. In this throwback episode of Negotiations Ninja, John shares some strategies to help you build and exit your business the way you want!0 comments0
- Adjust Your Mindset to Succeed in Negotiation with Melissa Fortunato, Ep #341How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation everything? Melissa Fortunato retired from the FBI after 23 years. She spent her career as a crisis hostage negotiator and did undercover work. Now, she offers negotiation and conflict resolution training. We talk about learning to adjust your mindset when you get uncomfortable in this episode of Negotiations Ninja. Outline of This Episode [1:48] Learn more about Melissa Fortunato [2:47] How to adjust your mindset for negotiation [6:32] How Melissa prepared for undercover work [10:17] Melissa’s experience working undercover [11:42] How to step out of your comfort zone [15:42] Focus on the power of connection [17:24] Learn to manage your emotions Resources & People Mentioned Chris Hadnagy Influence: The Psychology of Persuasion Connect with Melissa Fortunato Connect on LinkedIn Alchemy Team The Negotiations Collective 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 Ninja0 comments0
- Negotiate Better Salaries: A Throwback with Victoria Pynchon, Ep #340Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that helps women negotiate better salaries. Sadly, Victoria sees a lot of women (and men) make mistakes because they forge ahead too quickly, lured by the promise of stock options. During the pandemic, startups had ample funding. They started recruiting from big-name brands with the promise of stock options. But the salaries they offered were often dismal. If you were in that scenario, how should you have negotiated your salary? Victoria shares common mistakes CEOs, CFOs, etc. make when negotiating their salaries and what they should be doing to negotiate better salaries in this throwback episode of Negotiations Ninja!0 comments0
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