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Negotiations Ninja Podcast
26 minutes | Sep 26, 2022
Leveraging the Science of Social Proof in Negotiation with David Hoffeld, Ep #309
David Hoffeld is the CEO and Chief Sales Trainer at the Hoffeld Group. They conduct research across social psychology, cognitive psychology, neuroscience, and behavioral economics and apply it to selling and negotiating. What has science proven regarding how our brains work? How do you apply that to how you sell? It provides instant clarity and helps you reach success. Leveraging science makes you predictably more effective. Learn all about leveraging the science of social proof in this episode of Negotiations Ninja. Outline of This Episode [1:34] Learn more about David Hoffeld [2:23] Leveraging the science of social proof [6:26] What to do when you trigger reactance [10:13] How to “boost the mood” of the buyer [14:29] The presentation versus the perception of value [20:04] Learn about David’s book, “Sell More with Science” [21:04] The detriment of a fixed mindset The basics of social proof There are simple strategies everyone can follow to influence others. Social proof is one example. Social proof connects the persuasiveness of an idea with how other people are responding to it. It’s why everyone reads best-sellers, watches Blockbuster movies, or goes to a business with great reviews. If other people are having a good experience, it must be good, right? Social proof is powerful. You can frame suggestions and insights with it. It naturally causes the brain to lower the perception of risk. And we all know that humans are risk-averse. They don’t want to make a bad decision. So when you can leverage social proof when you frame things, it significantly increases the likelihood that people will comply with what you said. It also piques naturally curiosity. Leveraging the science of social proof in negotiation Social proof also prepares people to be more receptive to whatever you share. It can be applied through testimonials, statements, sharing narratives, and more. How can you apply it in a negotiation or sales call? As you apply social proof, remember that similarity amplifies its impact. So share specific examples similar to the people you’re negotiating with. It amplifies the persuasive clout and makes it more compelling. It helps people see what working with you would be like through the lens of results from people like them. Once you master the science of social proof, it’s easy to adapt other principles of influence. But every once and a while, you’ll hit a snag and trigger reactance. What to do when you trigger reactance When you walk past a sign that says “Don’t touch, wet paint” you want to touch the paint, right? Everyone has the same reaction. Why does a sign telling you not to do something cause you to do that very thing? Reactance is psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person. Good or bad, we want every decision to be our own. It’s why people don’t like working with salespeople. They don’t like to be pressured. When you try to create urgency or make a strong business case, you’ll run the risk of creating reactance. Reactance kills influence. So how do you reduce reactance? When you make a suggestion and a strong business case, let people know that it’s entirely up to them. It boosts compliance significantly. When you get out of the way, it allows the business case to shine. They feel a sense of urgency and it will amplify your influence. David shares more tips and strategies on how to boost your influence in this episode. Don’t miss it! Resources & People Mentioned The Importance of Social Proof as a Trust Signal Connect with David Hoffeld David’s website Connect on LinkedIn Follow on Twitter The Science of Selling Sell More with Science 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
25 minutes | Sep 19, 2022
What Makes a Great Sales Manager? Throwback with Rene Zamora, Ep #308
We all know what great sales managers look like (the Office, anyone?). So what are the prerequisites that make someone shine in a management role? Are they conversational? Do they communicate well? Do they understand the different facets of negotiation? These are just a few of the qualities that Rene Zamora believes you need to look for in a candidate. He shares what excellence looks like in a sales manager in this throwback episode of Negotiations Ninja. Check it out!
34 minutes | Sep 12, 2022
Why Negotiation Without Emotional Intelligence Misses the Mark per Joanna Shea, Ep #307
Joanna Shea is the Managing Partner of the Negotiations Collective. She brings almost 20 years of experience in the corporate world working on major acquisitions and divestments to the team. They blend the corporate world and behavioral psychology to help negotiators realize success. What is the difference between intelligence (IQ) and emotional intelligence (EQ)? How is a blend of both of them important to the success of a negotiation? In this episode of Negotiations Ninja, Joanna shares why negotiation without EQ is useless. Don’t miss it! Outline of This Episode [1:24] Learn all about Joanna Shea [2:26] Negotiation without EQ is useless [3:38] How to deal with conflict in a negotiation [6:24] How to ask better questions to uncover information [13:42] Why negotiators default to blaming others for mistakes [17:11] Intelligence versus emotional intelligence [22:09] Why people fear dissecting their mistakes [26:28] The proximity complex explained [29:06] Use your power of persuasion for good Resources & People Mentioned How to Build a Business Worth Buying How to Negotiate with Narcissists Connect with Joanna Shea Negotiations Collective 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
30 minutes | Sep 5, 2022
Automating Supplier Negotiations with Arkestro, ThrowBack with Edmund Zagorin, Ep # 306
Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja.
23 minutes | Aug 29, 2022
Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia, Ep #305
Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process. Outline of This Episode [1:25] Learn more about Brian Gunia [2:07] The difference between bartering and bargaining [4:13] Why did bartering become popular during the pandemic? [6:54] Why Brian wrote a book about bartering [9:27] The mistakes people make in the bartering process [14:08] Map out the full range of available partners [16:17] Tap into why something is valuable to a counterparty [18:46] Common objections to the bartering mindset Resources & People Mentioned BarterPay Connect with Brian Gunia The Bartering Mindset Brian’s website 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
33 minutes | Aug 22, 2022
Why an SDR Isn’t the Enemy, Throwback with Morgan Ingram, Ep #304
Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it!
31 minutes | Aug 16, 2022
Employ Empathy in the Face of Aggression with Simon Rycraft, Ep #303
Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja. Outline of This Episode [2:14] Learn all about Simon Rycraft [3:28] The importance of empathy in a negotiation [10:11] A conversation about information asymmetry [15:35] How failure is critical to learning [25:30] Learn about Simon’s upcoming books Resources & People Mentioned Simon’s book, “Negotiation Hacks” Simon’s previous episode on Negotiations Ninja Ego is the Enemy by Ryan Holiday The Four-Hour Workweek by Tim Ferriss The Four-Hour Body by Tim Ferriss F*ckUp Nights Connect with Simon Rycraft Simon’s website 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
33 minutes | Aug 8, 2022
Ed Brodow’s Columbo-Style Negotiation Method, Ep #302
Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja!
32 minutes | Aug 1, 2022
Negotiation Training in Ukraine with Mark Lowther, Ep #301
Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone. It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s going on so we know how to help. Learn more in this episode.
24 minutes | Jul 25, 2022
How to Change Anyone’s Mind per Jonah Berger, Ep #300
What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “The Catalyst: How to Change Anyone’s Mind” to introduce a revolutionary new approach. Here’s a hint: A catalyst is required to push someone to change. Jonah shares more about his unique approach in this throwback edition of the Negotiations Ninja podcast. Don’t miss it!
34 minutes | Jul 18, 2022
Why One-Upping Your Customers is a Good Thing with Anthony Iannarino, Ep #299
You’re supposed to lead and serve your clients—so how is one-upping your customers a good thing? Being one-up is one of the many topics Anthony Iannarino covers in his new book, “Elite Sales Strategies.” It’s not about creating an unfair advantage but instead leading from a position of authority and expertise in your field. Listen to this episode of Negotiations Ninja to hear us discuss Anthony’s unique concept. Outline of This Episode [1:38] Learn more about Anthony Iannarino [3:00] The concept of one-upping your Customers [6:53] The process of learning what you need to know [10:14] The truth at any price is key [15:42] Anthony’s triangulation strategy [21:48] How to teach someone without offending them [26:45] The importance of embracing intellectual humility [30:07] Learn more about Anthony’s Outbound Sales Conference Resources & People Mentioned Outbound Sales Conference 2022 Connect with Anthony Iannarino Elite Sales Strategies The Only Sales Guide You'll Ever Need 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
20 minutes | Jul 11, 2022
How to Make a Blunt Negotiation Style Work For You with Anthony Sarandrea, Ep #298
Anthony Sarandrea is a fan of getting things done quickly. His negotiation style has been described as blunt—but it works for him. His straightforward nature helps move negotiations forward toward resolution. He also believes that a blunt negotiation style can help you achieve your goals. While this style doesn’t work for everyone, there are some aspects that every negotiator can embrace to excel in their role. Listen to this throwback with Anthony to improve your negotiation techniques now.
26 minutes | Jul 4, 2022
Learn to Recognize Opportunities to Negotiate, Ep #297
How do you learn to recognize opportunities to negotiate? Or do you see opportunities, but choose to ignore them for a variety of reasons? In this episode of Negotiations Ninja, Suzanne de Janasz shares some of the underlying issues she sees that keep people from negotiating. She also shares how you can learn to recognize and take advantage of opportunities to negotiate in your everyday life. Don’t miss it! Outline of This Episode [1:38] Learn all about Suzanne de Janasz [2:26] Recognizing opportunities to engage in negotiation [6:14] What drives the lack of awareness? [7:59] Why people believe negotiation will lead to conflict [12:47] The gender disparities in conflict [15:47] How cultural biases change perceptions [21:22] The premise of Suzanne’s transformative workshops [24:02] How to connect with Suzanne de Janasz Connect with Suzanne de Janasz 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
24 minutes | Jun 27, 2022
Throwback: The Science of Buying Intent with David Priemer, Ep #296
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.
29 minutes | Jun 20, 2022
Susan Ibitz’s Analysis of the Johnny Depp vs. Amber Heard Trial, Ep #295
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 to connect with and engage Susan Ibitz Connect with Susan Ibitz Human Behavior Lab Connect on LinkedIn Susan’s YouTube Channel 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
37 minutes | Jun 13, 2022
How to Use Contact Marketing to Get Meetings per Stu Heinecke, Ep #294
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!
25 minutes | Jun 6, 2022
Kim Orlesky’s Transition Out of Entrepreneurship, Ep #293
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 world Connect with Kim Orlesky Connect on LinkedIn Kim’s TikTok “exit” video 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
38 minutes | May 30, 2022
The 4 Pillars of Building Bonds, Throwback with Scott Tillema, Ep #292
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.
36 minutes | May 23, 2022
3 Vulnerabilities Procurement Leaders are Facing with Rich Ham
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 Ham Resources & People Mentioned Richard Ham: Journalist to Master Negotiator, Ep #157 A Discussion on Labor Spend with Rich Ham, Ep #233 The Kraft/Heinz settlement with the SEC Connect with Rich Ham Fine Tune Connect with Rich 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
40 minutes | May 16, 2022
How to Improvise Agreements: A Michael Wheeler Throwback, Ep #290
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.
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