Advertise on podcast: Negotiations Ninja Podcast

William Ury is one of the most well-known—and experienced—names in the field of mediation and negotiation. He’s worked around the globe in every circumstance imaginable. In this episode of Negotiations Ninja, we talk about what he’s learned throughout his storied career, including what he’s learned from the failures.  Outline of This Episode [2:43] Learn more about William and his career [5:11] The negotiation that impacted William’s life [8:22] Who influenced William’s career [11:17] What William learned from a failed negotiation  [22:23] How artificial intelligence is impacting negotiation  [26:28] The art of what’s possible  [31:24] What’s next for William  Resources & People Mentioned Possible: How We Survive (and Thrive) in an Age of Conflict Connect with William Ury 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 Ninja

If a conversation with an employee has become a disagreement and you can’t seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja.

Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the line to make this deal a reality in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about Mario Martinez [3:32] Laying the foundation for the deal [12:10] Negotiating the $46 million deal Connect with Mario Martinez Connect on LinkedIn Vengreso FlyMSG The Modern Selling Podcast 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 Ninja

Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there’s one underlying theme: empathy. Developing true empathy for the other party—though exceedingly difficult—can sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja.   

Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He’s been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when you’re hit with the realization dictates whether or not you’ll become a competent negotiator. Learn more in this intriguing episode of Negotiations Ninja.  Outline of This Episode [2:05] Learn more about Keld Jensen [3:33] Why most negotiators are unconsciously incompetent  [8:56] How do you tell if you’re losing a negotiation? [13:32] Negotiating how to negotiate [19:03] The use of artificial intelligence in negotiation  Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving Never Split the Difference The Trust Factor Connect with Keld Jensen Keld’s NEW book: Negotiation Essentials Keld’s Website 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 Ninja

Scope of work clauses aren’t technically complex or complicated. But they’re where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja.   

Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.  Outline of This Episode [2:20] Learn more about Justin Michael [6:10] Anchoring in negotiation [9:49] Can you anchor too high? [15:03] Is it a matter of confidence? [16:33] How to persuade a C-level individual  [19:19] Sales is the transference of belief [22:30] People buy emotionally and rationalize with logic [27:24] Be selective about your clients [30:29] Learn more about Justin’s new book Resources & People Mentioned Tech-Powered Sales: Achieve Superhuman Sales Skills Sales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline Growth Justin Michael Method 2.0 The JOLT Effect Connect with Justin Michael Connect on LinkedIn Follow on Twitter Justin’s Substack 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 Ninja

Have you ever heard a counterpart say, “This is how we’ve always done it” when they don’t want to make a change? How can you help them move beyond their argument to see the potential of your solution? Help them see the “precedent” or characteristics from past positive outcomes that will be the same for them. Learn how to do just that in this throwback episode of Negotiations Ninja with Joel Trachtman.

How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to different people depending on different things. What makes James qualified to address this unique subject?  James has been in the wine industry for 30+ years in multiple countries with multiple vineyards. He runs “Fine Vintage” with 20 wine schools across North America. He also runs a wine tourism business, taking people on trips around the world. James has earned the “Master of Wine” designation, achieving the highest standard of professional knowledge in the world.  James has also been involved in numerous vineyards, wineries, and brand acquisitions. He shares his expertise on buying a vineyard in this episode of Negotiations Ninja!  Outline of This Episode [1:46] Learn more about James Cluer [3:53] Why do you want to buy a winery? [6:40] Buying a winery: Negotiating the intangibles [11:46] Why finding the right site is important [18:45] Buy a winery or start from scratch? [21:10] Due diligence in the wine industry  [25:30] Why you should plan before buying  Connect with James Cluer Email James at [email protected] Fine Vintage LTD 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 Ninja

In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. According to David, reactance is “Psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.” When you’re told you can’t do something, you want to do it even more. But triggering reactance in someone reduces your ability to influence them. Find out how you counteract the psychological phenomenon in this throwback episode of Negotiations Ninja! 

Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likability, authority, and trust. They can’t always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell will share how to do just that in this episode of Negotiations Ninja. Outline of This Episode [1:26] Learn more about Ian Campbell [2:13] How value fits in the sales funnel [5:39] How to structure value in your funnel  [7:24] Definitions of benefits, MPB, ROI etc.  [10:37] Translating benefit(s) to ROI [16:57] Ian’s experience in the Ferrari Challenge series Connect with Ian Campbell The Value Sale: How to Prove ROI and Win More Deals 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 Ninja

Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage in dialogue to avoid escalating to disputes. In this throwback episode of Negotiations Ninja, Mark gave us a firsthand look at what was happening in the war zone. As the war between Russia and Ukraine still wages, we can’t forget about the lives that continue to be impacted.