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Negotiations Ninja Podcast
23 minutes | 4 days ago
Throwback Thursday with Dr. David Matsumoto
In this Thursday Throwback we jump to episode #108 with the amazing Dr. David Matsumoto. We talk about his astounding career and research. We take a deep-dive into micro-expressions and how to detect deception in someone's face. It's astounding that your face can give away everything someone needs to know. Dr. David Matsumoto shares how you can improve your observational skills and learn to read people's faces. He gives away so much in this informative episode. Do not miss it!
31 minutes | 7 days ago
Digitization and Transformation in Procurement
Michael van Keulen (MVK) was born and raised in Amsterdam. He was at Foot Locker 15 years ago when they embraced e-sourcing with Iasta. He started in financing but fell in love with procurement. He set up the procurement function in Europe at VF Corp which caught the eye of corporate. So they asked him to lead their global transformation. He then joined Lululemon five years ago and built their procurement infrastructure from the ground up. He brought them into the modern era. Now, MVK is the Chief Procurement Officer at Coupa Software. With over 20 years in procurement and finance—on both sides of the table—he knows the industry inside and out. In this episode of Negotiations Ninja, we take a deep dive into digital implementation, getting stakeholders on board, and the best practices to follow. Outline of This Episode [2:15] MVK’s background in procurement [4:44] Similarities from the inside and outside [6:45] The resistance to digitally transform [9:22] The right stakeholders to get on board [14:33] The questions to ask technology partners [18:32] Where procurement tech is going [21:30] Benchmarking data at scale [28:06] Stakeholder engagement is the key to success [29:19] How to connect with MVK Resources & People Mentioned VF Corporation Connect with Michael van Keulen Connect on LinkedIn Coupa 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 | 14 days ago
How to Get Your Anger Under Control in a Negotiation
It’s become fairly evident that emotions play a large part in negotiations. Being able to manage your emotions is one of the most important parts of a negotiation. When things go sideways, frustration builds, and tempers flare, what do you do? How do you keep your emotions from spinning out of control? Svitlana Kalitsun realized through her career as a lawyer that negotiation techniques aren’t taught—but they’re expected of lawyers. So she sought out negotiation training and found her calling. Now, Svitlanais a trainer at the Negotiation Academy, based in Vienna, Austria. She has 10+ years of experience working in leading law firms and large corporations. Svitlana is one of the leading women in the world at what she does. Outline of This Episode [2:30] Svitlana Kalitsun’s background in negotiation [4:57] Why we counter emotion with emotion [6:52] How to counteract an angry response [11:41] How to deal with a counterparts emotion [17:11] What happens after you’ve cooled down? [18:24] Why “I feel” versus “you are” [22:00] Emotion is a distraction from the negotiation [22:52] How to connect with Svitlana Kalitsun Connect with Svitlana Kalitsun Connect on LinkedIn The Negotiation Academy 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
31 minutes | 18 days ago
Throwback Thursday with Marty Park
How do you negotiate like an entrepreneur? Marty Park—my business coach and entrepreneur extraordinaire—has built 14 companies over two decades. You don't build that many businesses from the ground up without being an expert negotiator. So in this special Throwback Thursday episode, we take a look back at episode #117. Marty shares what he thinks is often overlooked in negotiation. He shares an example of a failed negotiation—as well as his favorite negotiation (HINT: It included free beer). He also shares how to leverage Logos, Pathos, and Ethos. Don't miss this episode!
31 minutes | 21 days ago
Trade Negotiations between the United Arab Emirates and Israel with Dr. Shira Mor
What is happening between Israel and the United Arab Emirates? Is the U.S. part of the negotiations? What has led to the trade deals that are being formalized? This is a massive and historically relevant deal that’s been overshadowed by the coronavirus. Dr. Shira Mor shares a boots on the ground perspective of what’s happening in Tel Aviv. Get the inside scoop on the trade negotiations in this episode of Negotiations Ninja. Dr. Shira Mor is an Israeli-American who graduated from the Columbia Business School in 2013 with a Ph.D. in Management. She has worked with executives and start-ups to obtain funding. She negotiated with a European central bank in 2014. She is an organizational consultant, lecturer, content writing specialist, and an expert in multi-cultural negotiations. She brings unique expertise and perspective to this episode. Don’t miss it! NOTE: The United Arab Emirates will be referred to as UAE, Emirates, and the Union throughout the episode. Outline of This Episode [1:52] Dr. Shira Moor’s background in negotiation [4:27] Why is this trade deal monumental? [6:39] How did the first deal happen [8:10] Capitalism breaks down barriers [9:45] The cultural similarities between the nations [12:30] North American negotiations with the Emirates [18:17] The key differences to overcome [20:40] What can the formalized process be attributed to [22:26] What’s the next thing on the horizon [25:42] How to develop relationships with people in the UAE [28:51] How to connect with Dr. Shira Mor Resources & People Mentioned StartupNation Weizmann Institute Jewish Council of the Emirates Think Again by Adam Grant Connect with Shira Mor MonaLisaConsulting2020(at)gmail.com 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
41 minutes | 25 days ago
Throwback Thursday with Cal Chrustie
In this Throwback Thursday episode of Negotiations Ninja, we take a look back at episode #120 with Cal Chrustie. Cal was with the Royal Canadian Mounted Police for 34 years, served as a Negotiations Mediator for the United Nations, and has been involved in high-stakes negotiations around the world. In this episode, Cal shares the story of a failed negotiation with a terrorist group that sadly led to the death of multiple hostages. He shares how to assess failed negotiations, how to understand the needs and wants of the other party, and the importance of debriefing. Don't miss this powerful episode.
28 minutes | a month ago
The Difference Between Influence and Manipulation
What is the difference between influence and manipulation? Many people define them the same way—but that’s a mistake. They are fundamentally different. Bog Burg explains why in this episode of Negotiations Ninja. Bob Burg got his start as a radio broadcaster, had a stint on tv, and then dove into sales. He is the co-author of The Go-Giver series, written with John David Mann. They wrote the books in story-form to convey the idea of giving versus getting in sales. But they also talk about the difference between influence and manipulation. Listen to learn more! Outline of This Episode [2:18] The difference between influence and manipulation [6:18] Learn how to master your emotions [11:55] How to practice emotional management [15:11] The importance of having a mentor [16:54] See things from the other person’s perspective [22:23] The most influential thing you can do [24:17] Above all—communicate with empathy Resources & People Mentioned The Art of Talking So That People Will Listen The Go-Giver Go-Givers Sell More The Go-Giver Leader The Go-Giver Influencer Connect with Bob Burg The Go-Giver Website Bob’s Website Follow on Facebook 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
32 minutes | a month ago
Throwback Thursday with Kim Orlesky
In this special Throwback Thursday episode of the Negotiations Ninja podcast, we take a look back at episode 124 with Kim Orlesky. Kim is the President of KO Advantage Group and is a master of B2B sales. In this episode she shares insight into the negotiation process from a sales standpoint. We cover everything from emotional intelligence to consultative selling. For a great refresher on the sales perspective, check it out!
26 minutes | a month ago
The World of Global Procurement Recruitment
What can you do to improve your attractiveness, candidacy, and relevance in the market? How do you hold strong on the value you offer when the job availability in your region just isn’t there? The procurement industry is growing into a global force and procurement professionals need to adapt to their changing world. Martin Smith—the Managing Director of Talent Drive in the U.K.—joins this episode of the Negotiations Ninja podcast to share a fascinating outside perspective into the procurement industry. He is a high-level top-tier procurement recruiter. Martin is also the host of the Talent Talks podcast, where procurement people in the field give unreal tips about staying relevant in the market. Don’t miss his insight into the world of procurement. Outline of This Episode [2:43] Martin Smith’s background in the industry [3:37] Why procurement people don’t like talking about themselves [4:21] How the market is changing in the U.K. [6:54] How to approach a raise or position change [8:53] How to approach the interview [10:28] Geo arbitrage: cheaper labor? [14:30] How is an interview similar to a negotiation? [19:09] Contrasting candidates in the U.K. and the U.S. [21:25] The rapid move towards implementing AI [23:43] Be authentic + be yourself [24:28] How to connect with Martin Resources & People Mentioned Talent Talks Podcast Bid Ops Connect with Martin Smith Connect on LinkedIn TalentDrive 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
23 minutes | a month ago
Throwback Thursday with Alexandra Carter
In this special throwback episode of the Negotiations Ninja podcast, we jump back to episode 141 with Alexandra Carter. She is the Director of the Columbia Law School’s Mediation Clinic, the author of Ask for More: 10 Questions to Negotiate Anything, and a world-renowned negotiation trainer for the United Nations. She covers important negotiation strategies and tactics. She also touches on the influence of fear and guilt on the outcome of a negotiation and talks about the power of silence. Lastly, she discusses her new book. Don't miss it!
36 minutes | a month ago
How Cyber Negotiation Parallels Hostage Negotiation
The use of data has been the biggest source of growth in companies and has become the biggest source of risk. When our data is compromised and held hostage, how do we get that data back? Are the negotiations similar to a “typical” hostage negotiation? After 33 years with the Canadian Federal Police in the area of kidnaps and extortions, Cal Chrustie retired from the police force and transitioned to InterVentis global. He now works with a group of negotiators from around the world to provide education, consulting, and coaching on cyber terror incidents. In this episode of Negotiations Ninja, Cal shares what the cyber terrorism negotiation process looks like. Don’t miss it! Outline of This Episode [1:43] Cal’s background in negotiation [3:49] Cyber negotiation and hostage negotiation [7:50] The nature of risk in these negotiations [11:30] Where Cal is seeing increases in cyber attacks [15:24] The rise of intelligent and educated criminals [25:20] Do attackers focus on one industry? [26:29] Planning and preparing for a cyber negotiation [33:36] How to connect with Cal Chrustie Resources & People Mentioned Michael Franzese Connect with Cal Chrustie LinkedIn InterVentis Global 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
21 minutes | a month ago
Throwback Thursday with Chris Voss [#2]
In this special Throwback Thursday episode, we return to episode #87 with Chris Voss. In this episode, Chris challenges the concept of win-win negotiations. What should we aim for instead of a win-win negotiation? What would be a better outcome? Chris drives his point home with real-life examples from his lengthy career. Check it out!
31 minutes | 2 months ago
Procurement Recruiting Strategies
How do you identify good candidates and secure them in a way that makes everyone happy? How should hiring managers and candidates approach the salary negotiation conversation? Does hiring leverage still exist? Mark Holyoake from Holyoake Search joins me to have a conversation about the state of procurement recruiting. Mark specializes in procurement executive search and contract staffing. He’s US-based and has worked in the industry for 20+ years. His unique view of the procurement market brings remarkable insight to the conversation. Don’t miss it! Outline of This Episode [1:43] Mark’s background in procurement recruiting [3:10] Where the market is for procurement [8:04] The mindset around hiring leverage [12:19] How to prepare for a candidate negotiation [15:37] Where does Mark’s advice land? [18:07] Does personal branding matter? [21:50] The salary negotiation conversation [28:11] How to connect with Mark Holyoake Resources & People Mentioned Institute for Supply Management (ISM) Mark’s Article: Talent Acquisition in the ‘Next Normal’ Drew McCaskill on LinkedIn Connect with Mark Holyoake Holyoake Search 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
22 minutes | 2 months ago
Throwback Thursday with Josh King
In this special Throwback Thursday episode of Negotiations Ninja, we jump back to when procurement professional Josh King joins me to share how he strategizes and plans for a negotiation. He also shares how you can manage your emotions when things get heated and what to do when things go horribly wrong. Lastly, he shares 3 solid tips that can help you improve your negotiation skills. Don't miss it!
27 minutes | 2 months ago
Negotiating a Divorce
Divorces are different from every other negotiation humans can experience because of the emotion, the history, and the baggage that is inherently part of the process. Rebecca Zung is a divorce attorney that helps people prepare for this difficult and emotional negotiation process. In this episode of Negotiations Ninja, Rebbeca shares some practical down-to-earth advice for negotiating a divorce. Rebecca has had her own law practice for 21 years, is a best-selling author of two books, and hosts her own podcast: Negotiate Your Best Life Podcast. Outline of This Episode [0:34] How to negotiate through a divorce [2:02] Rebecca Zung’s background [3:43] Negotiating a divorce begins with your mindset [4:29] Rebecca’s mission of empowerment [6:33] Negative things to avoid in divorce negotiations [8:10] Don’t rely too heavily on your lawyer—here’s why [11:41] How to negotiate with a narcissist [15:30] Finding leverage: documentation + strategy [18:41] Settle before court when at all possible [21:01] Negotiating a prenuptial agreement [25:02] How to connect with Rebecca online Resources & People Mentioned FREE ‘Crush My Negotiation’ Worksheet BOOK: Negotiate Like YOU M.A.T.T.E.R. BOOK: Breaking Free: A Step-by-Step Divorce Guide COURSE: S L A Y Your Negotiation™ With a Narcissist Connect with Rebecca Zung Rebecca’s Website Rebecca’s YouTube channel Rebecca’s Facebook Group Negotiate Your Best Life 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
25 minutes | 2 months ago
Throwback Thursday with Dan Oblinger
In this Throwback episode of the Negotiations Ninja podcast, we dive back to episode 119 with Dan Oblinger. Dan is a seasoned crisis negotiator and author. He shares a story about talking a young woman down from a bridge. Doing so successfully took active listening to understand the situation. It took connecting with the person he was trying to save. Dan emphasizes that before you even put yourself into a crisis negotiation, a lot of pre-work and practice is required. To hear Dan's full thoughts on successful crisis negotiation, listen to this special episode!
23 minutes | 2 months ago
How to Implement a Great Exit Strategy
How to raise money for a startup is a frequent topic of conversation. But there’s a lot of information lost on the back end of the conversation: how to exit. Do you have an exit strategy for your business? How do you plan an exit? Erik Kostelnik is the founder and CEO of Postal.io. He knows how to negotiate a great exit. Surprisingly, it starts before you even build your business. How? Listen to this episode of the Negotiations Ninja podcast to find out! Outline of This Episode [0:35] How to negotiate a great exit [1:42] Erik’s background in tech [2:50] The misconceptions about an exit strategy [4:41] Building credibility with vendors [8:14] How to get vendor conversations [12:17] Trust is the key to everything [15:12] Create an advisor network to be your extension [20:37] The single biggest focus needs to be: start now Resources & People Mentioned TextRecruit Salesforce Marketo Outreach Hubspot Connect with Erik Kostelnik Postal.io 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
34 minutes | 2 months ago
Throwback Thursday with Shane Ray Martin
In this Throwback Thursday episode of Negotiations Ninja, we jump back to episode #104 with long-time listener and fan: Shane Ray Martin. In this episode, we talk about how Shane has applied what he’s learned to his sales job—and his volunteer work with a suicide hotline. We also dive into a discussion of Robert Cialdini's work on influence. This episode is all about learning and then applying that knowledge to drive change. Don’t miss it!
23 minutes | 2 months ago
How to Master Virtual Negotiations
What does it take to negotiate a great deal virtually? Whether by email, text, or web-based video conversation—whatever it might be—how do you get to a great deal? How do you decide what mode of communication to use? In this episode of Negotiations Ninja, Giuseppe Conti explains the benefits of each mode of communication and which to choose for optimal results. Giuseppe has been in procurement for over 25 years. He’s held senior roles with Procter & Gamble, Novartis, Firmenich, and Merck—in 5 different countries. In 2005 he started teaching negotiation at a business school. Now he teaches at 14 different schools, including 10 of the top 12 names in Europe—Oxford being one of them. He helps his consulting clients negotiate real-life deals. Don’t miss out on his extensive expertise! Outline of This Episode [1:40] Giuseppe Conti joins the podcast [3:02] The different virtual communication channels [5:51] The advantages of email communication [6:49] The importance of summarizing [7:50] Why we lean towards a negative interpretation [9:23] How to properly use email (how to write + reply) [14:12] Building rapport through virtual negotiations [16:26] Choosing the right virtual negotiation tool [19:55] Why you must understand your context [21:18] How to connect with Giuseppe Resources & People Mentioned Albert Mehrabian’s "7%-38%-55% Rule" Connect with Giuseppe Conti Connect on LinkedIn Subscribe to Giuseppe’s newsletter for a FREE negotiation pack! 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
34 minutes | 2 months ago
Throwback Thursday with Cal Chrustie
In this Throwback Thursday episode, we jump back to episode #89 with Cal Chrustie. Cal covers the three S's: strategy, structure, and self. He talks about how to properly strategize for a negotiation, what a negotiation's structure should look like, and how the concept of self plays a role throughout this process. Don't miss this engaging episode with war-time and hostage negotiation expert Cal Chrustie.
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