Negotiations Ninja Podcast

Negotiations Ninja Podcast

www.negotiations.ninja/podcast
TOOLS, TRAINING, SYSTEMS AND HACKS FOR EXECUTING BETTER NEGOTIATIONS


Negotiation Methods Beginners Must Learn with Josh King
Mar 30 • 23 min
Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, you don’t always know who to trust and who to learn from. In this episode of Negotiations Ninja,…
The Impact of Artificial Intelligence on Procurement Negotiation with Edmund Zagorin
Mar 23 • 29 min
The use of artificial intelligence is widespread throughout many industries and is becoming available in procurement negotiation with a platform called Bid Ops. Bid Ops is one of the first companies to use artificial intelligence to fully automate…
Learn How to ‘Pitch Anything’ with Oren Klaff
Mar 16 • 31 min
Are you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk…
Sales and Procurement Need to Engage in Genuine Conversations with John Barrows
Mar 9 • 38 min
Sales and procurement view each other as enemies—but don’t work to change that mindset. Both sides feel that the other doesn’t understand what they do and they have no empathy for each other. My guest today agrees that this needs to change….
What is a Sales Development Representative? with Morgan J Ingram
Mar 2 • 31 min
What is a Sales Development Representative? with Morgan J Ingram, Ep #125 If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they…
Mastering Sales Negotiation Skills
Feb 24 • 32 min
Mastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or service from everyone else. Closing a sale used to…
Negotiating Across Cultures
Feb 17 • 24 min
Negotiating across cultures adds a level of complexity to the negotiations process that many people don’t take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingly simple words and phrases that are understood…
Keys To Developing Negotiation Skills That Work
Feb 10 • 26 min
Every negotiator must continually be developing negotiation skills that bring about good results for their clients, internal or external. My guest on this episode is Mohammed Faridy, a man who has great insight into the subject because he put himself…
Powerful Lessons From Trade Tensions And Negotiations With China
Feb 3 • 28 min
The 2020 negotiations with China, prompted by tariffs levied by the United States, is a public demonstration from which all of us can learn. Both parties have distinct approaches to negotiation that inform how they have positioned themselves and…
Learning From Failed Negotiations With Terrorists
Jan 27 • 44 min
Terrorists are one of the most violent and unpredictable groups in the world, and nobody can speak to the devastating consequences of failed negotiations with them better than Cal Chrustie. Likewise, there’s no one better to teach us how to make the…
Effective Negotiation Will Never Happen Without This
Jan 20 • 26 min
My guest on this episode learned effective negotiation in the trenches, working as a hostage and crisis negotiator. But don’t let the fact that his negotiations often happened in life and death situations convince you that his experience is worlds…
Negotiations Lessons from the Field
Jan 13 • 43 min
On this week’s podcast, guest Gary Noesner discusses the Waco crisis. On recent episodes of Negotiations Ninja, we’ve been discussing the good, the bad and the ugly in negotiations. This week, Gary speaks about what went wrong with Waco. I am thrilled to…
Negotiate Like an Entrepreneur
Jan 6 • 37 min
Marty Park, mentor to entrepreneurs and owner of 14 companies over two decades, appears on the first podcast of 2020 to discuss the importance of negotiation to entrepreneurs. There are aspects entrepreneurs should be looking at when they are building…
New Years Episode
Dec 30, 2019 • 0 min
2019 was brimming with excitement at Negotiations Ninja. Fantastic discussions on the podcast, exciting content on the blog, and exceptional experiences training and coaching have made it a big year. We’re looking forward to integrating everything we’ve…
Christmas Episode
Dec 23, 2019 • 2 min
The end of each year brings an opportunity to reflect on our achievements before beginning new adventures. 2019 has been amazing: The Negotiations Ninja podcast made the number one negotiation podcast in the world. First-rate guests have been essential to…
Small and Medium Business Negotiation
Dec 16, 2019 • 21 min
James Orsini, President of The Sasha Group, appears on the podcast to discuss the importance of experience to an executive, the environment of a successful start-up, scaling, and how it all relates to his work at The Sasha Group. The Sasha Group is a…
Priceless Negotiation Wisdom
Dec 9, 2019 • 27 min
Priceless Negotiation Wisdom
The Realities of Crisis Negotiation
Dec 2, 2019 • 28 min
Mark Lowther returns to the podcast and is kicking off a series of discussions about the good, the bad and the ugly in negotiation. Mark’s sharing his career successes but also those situations that didn’t go well. This is a great, honest, real and…
Developing A Contract Playbook
Nov 25, 2019 • 36 min
Jeanette Nyden and Lawrence Kane are visiting the podcast to chat about their book - The Contract Professional’s Playbook. This one is for executives, managers and the day-to-day grinders in procurement. It’s for the people doing the work and the ones…
Keeping It Old School
Nov 18, 2019 • 33 min
Ed Brodow joins us and gets right to the point on how to walk away from a deal. With 32 years of experience, seven books under his belt, and many Fortune 500 clients, to say Ed is a negotiation expert would be a huge understatement. And there’s also his…
Meltzer’s Guide to Negotiation
Nov 11, 2019 • 20 min
Meltzer’s Guide to Negotiation
Detecting Deception in Negotiation
Nov 4, 2019 • 29 min
Detecting Deception in Negotiation
Negotiation Down Under
Oct 28, 2019 • 32 min
We’ve got a very special interview for today’s podcast. Australian Stephen Kozicki, author of the Creative Negotiator and other negotiation books joins us to chat about creating value in negotiation. As Stephen is the first Australian to join us on the…
Building An A.I. Powered Negotiation and Procurement Chain, with Kevin Frechette and Tarek Alaruri
Oct 21, 2019 • 30 min
Automating Negotiation in Procurement
Negotiation, Poker, and Philosophy
Oct 14, 2019 • 47 min
This week I had the privilege of interviewing Mr. Mike Caro, arguably the best poker player and strategist of all time. Mike is a pioneer in poker research and strategies and is sharing how close poker, strategy and negotiation are. He’s linking poker and…
Applying Negotiation To Daily Life
Oct 7, 2019 • 42 min
We’re doing something a little different with this week’s podcast. We have a guest who’s a fan of the show - Shane Ray Martin. He’s going to share how he has used negotiation in his career in sales and volunteering with the Suicide Hotline. I was…
Overcoming Adversity and Kicking Ass
Sep 30, 2019 • 44 min
The amazing Molly Bloom joins us today with probably the most incredible story of persistence and courage you’ll ever hear. You may know her from the movie Molly’s Game or you may have read her incredible book. Molly is sharing how we can all persist,…
Negotiating Venture Capital
Sep 23, 2019 • 38 min
Alex Yakubovich and Stan Garber, Co-Founders of Scout RFP join the podcast to discuss the ins and outs of seeking venture capital dollars. When you’re trying to raise dollars for your business it’s always best to learn from experience and Alex and Stan…
Empathy In Negotiation
Sep 16, 2019 • 38 min
Today the wonderful Dan Oblinger returns to the podcast. Dan is an expert hostage negotiator and an overall great guy. Today we’re talking about the quality of the questions we ask. We can all agree that we need to ask good questions. But where do we…
Power In Negotiation
Sep 9, 2019 • 40 min
It’s an absolute pleasure and treat to have the prolific author Robert Greene on today’s podcast. Robert will fundamentally change the way you look at a variety of topics but specifically power. How is power used in negotiations and life in general? We…
Getting The Meeting
Sep 2, 2019 • 38 min
Today, Stu Heinecke, author and editorial cartoonist for the Wall Street Journal chats about how to get a meeting with anyone, contact marketing and more. Stu shares how to use contact marketing to limit the amount of competing you’re doing against people…
Social Engineering in Negotiation
Aug 26, 2019 • 26 min
This week Chris Hadnagy, head of the company Social Engineer, joins us to chat about social engineering in negotiations. What social engineering tactics are we using when we elicit information from people? What are we gaining by leveraging the right…
This Is Your Brain On Negotiation
Aug 19, 2019 • 35 min
Today the wonderful Roger Dooley, author of Brainfluence, joins us to discuss the influence marketers have on our decisions. Roger explains how to practically apply neuroscience, behaviour technology, and behaviour research (combined it’s known as…
Competence and Trust in Negotiation
Aug 12, 2019 • 27 min
Keld Jensen is back on the show to talk about the things we do in negotiations that are value-losing activities. We’re chatting about some radical concepts including current negotiation training and advice that just makes the horse carriage go faster…
Negotiating ERP Implementations
Aug 5, 2019 • 48 min
Shaun Syvertson, President of ConvergentIS joins us to chat about achieving successful ERP implementations. What technologies are at the forefront of ERP implementations? Are ERP rollouts more difficult in larger companies? Does private versus public make…
Negotiating in Europe
Jul 29, 2019 • 32 min
Today, all the way from Vienna, Austria, is Robert Semethy. Robert’s Chief Procurement Officer at Erste Banke and is talking about differences in procurement and negotiation between Europe and North America. What do we need to know if we’re working or…
Business Etiquette in Hong Kong - Part 2
Jul 22, 2019 • 26 min
The wonderful Bernice Lee returns to the podcast! Bernice is an etiquette coach, who was raised in Canada, has worked in the U.S. and is now based in Hong Kong. She teaches Westerners and the local business communities all about the ins and outs of doing…
Creating Alignment With Challenging Internal Customers
Jul 15, 2019 • 27 min
Antonio Humphreys leads marketing procurement at Adobe and joins us to chat about identifying and solving internal challenges. Internal challenges come from other teams within your company. They can be from the marketing team, the legal team or really any…
From Singing To Sourcing
Jul 8, 2019 • 32 min
Jason Cammorata joins us to chat about the benefits unique and different backgrounds can have for procurement professionals. As a long-time, high-performing musician, Jason learned a lot about performance, planning, and preparation that he’s applied to…
Deadlocks Begin Negotiations
Jul 1, 2019 • 22 min
We’re talking with Matthias Schranner about the mistakes that people make in negotiations. We’re focusing on the biggest mistake - the avoidance of deadlocks. No one likes rejection and ridicule and no one thrives on conflict. However, Matthias shares why…
A Systems Approach To Negotiations - The 3 S’s
Jun 24, 2019 • 50 min
This week we’re chatting with Cal Chrustie, a war-time and hostage negotiation expert who now consults with organizations around the world. He’s talking about what he calls the three S’s - strategy, structure, and self. How do we strategize for…
Lessons From A Master
Jun 17, 2019 • 37 min
I’m chatting with Eric Germa, one of the most interesting and driven procurement professionals I’ve ever spoken to. He’s the SVP, Strategic Procurement at Macy’s and we’re talking about transformation. Transformation is a big topic and includes change…
Challenging Win/Win Negotiations
Jun 10, 2019 • 24 min
The fantastic Mr. Chris Voss, author of Never Split the Difference, returns to Negotiations Ninja podcast. Chris was the FBI’s Chief International Hostage Negotiator for many years, an author, and a prolific speaker. We’re challenging a variety of…
Brexit Negotiations and Supply Chain Management
Jun 3, 2019 • 30 min
To say it’s a challenging time in the UK right now is a massive understatement. Duncan Brock joins us to discuss the activities being undertaken by the UK and the EU as they try and get an exit deal signed. While we’re all having a hard time understanding…
AI In Negotiations
May 27, 2019 • 51 min
Are robots and computers taking our jobs? The speed and pace at which digital procurement and artificial intelligence are moving are incredible. The brilliant Hugo Evans joins us to help sort out all our questions about what’s going on in the artificial…
Team Based Negotiations
May 20, 2019 • 30 min
Michael Leiken, Head of Procurement at Lending Tree joins us to chat about two big topics - negotiating in teams and the value of the ask. What are the pros and cons of negotiating in teams? How do we get more out of collaborative team negotations? And…
Customer Experience in Negotiation and Procurement
May 13, 2019 • 27 min
The wonderful, Rendi Miller, VP Corporate Services and Source-to-Pay at Zendesk joins us to chat about great customer service. She shares her insights about what it’s like to work for a company whose business is literally customer experience and customer…
Fast Moving Procurement and Negotiation
May 6, 2019 • 34 min
Today the truly amazing and inspiring Natasha Gurevich joins us. Natasha is the Vice President of procurement at Salesforce. She discusses her philosophy on leadership, negotiation and internal colloboration. She shares her incredible story of coming from…
Business Etiquette in Hong Kong - Part 1
Apr 29, 2019 • 35 min
The wonderful Bernice Lee joins us today for a fascinating conversation about etiquette in Hong Kong. With so many of us travelling to Hong Kong and mainland China for business, understanding the cultural norms and business etiquette of the local area is…
7 Steps To A Successful Sales Meeting With Procurement
Apr 22, 2019 • 14 min
This week’s solo podcast is for all my sales friends around the world. I get a lot of questions from sales professionals around having successful sales meeting with procurement professionals. You’ve secured your first sales meeting with a procurement team…
Donald Trump’s Negotiating Tactics
Apr 15, 2019 • 68 min
Marty Latz joins us to help understand how Donald Trump negotiates. Marty has analyzed more than 100 Trump negotiations and shares dozens of Trump’s strategies - highlighting which to use and which to avoid. Regardless of where you stand politically, that…
Developing Authentic Listening Skills
Apr 8, 2019 • 39 min
Dan Oblinger joins us to talk about authentic listening and why it’s so important in today’s hyper-connected world. In today’s digital age of chaos, conflict, and confusion, we are more connected than ever to other people. But are we also on the brink of…
Procurement’s Rising Star
Apr 1, 2019 • 28 min
I’m really excited to have Siddharth (Sid) Ramesh on this week’s show. His career is on a meteoric rise - he’s nominated for a SIG Future of Sourcing Rising Star Award - and he’s a trusted source for everything related to procurement. He’s going to be the…
Developing Trust In Negotiations
Mar 25, 2019 • 34 min
Negotiation is a psychological game between individuals. To play it effectively, you have to know the rules of the game. So what role does trust play in the big game? Keld Jensen, an internationally recognized author and adviser on behavioral economics…
Three Dimensions of Negotiations
Mar 18, 2019 • 40 min
This week David Lax, co-author of 3-D Negotiation joins us. Often negotiators get stuck in the win-win or win-lose debate and focus on face-to-face tactics (the first and second dimensions). What sets the 3-D approach apart is its “third dimension”.…
Stalling For Time in Negotiations
Mar 11, 2019 • 41 min
We’ve got an amazing episode with Gary Noesner. Gary was the FBI’s first Chief Negotiator and discusses his fascinating memoir Stalling For Time. Gary takes readers on a tour through some of America’s most famous hostage crises including the Montana…
Negotiating International Trade
Mar 4, 2019 • 45 min
Brexit. The USCMA. Tariffs. The world’s most powerful trading partners. We’re chatting about international trade with none other than the great Hampton Dowling. He supports businesses, organizations, and politicians with an insider’s view as they navigate…
Controlling a Crisis
Feb 25, 2019 • 40 min
You’re in a situation that’s looking like it’s quickly turning into a crisis situation. What do you do? You’re in a situation where someone might harm themselves or someone else. What does it take to control and resolve the crisis? Scott Tillema, a police…
Entrepreneurial Negotiation
Feb 18, 2019 • 39 min
This week we’re focusing on entrepreneurial negotiation and why entrepreneurs should care about developing negotiation skills. Author, speaker and teacher Samuel Dinnar joins us to discuss the eight common mistakes entrepreneurs make when they focus on…
Negotiating the Wall
Feb 11, 2019 • 35 min
We’re getting political at Negotiations Ninja as Dr. Joshua Weiss, a conflict resolution expert and Senior Fellow at the Harvard Negotiation Project joins us. Dr. Weiss talks about the current situation in Washington and tensions between Democrats and…
Artificial Intelligence in Negotiation
Feb 4, 2019 • 42 min
Matt Dixon, Chief Product & Research Officer at Tethr and noted business writer and speaker, returns to the Negotiations Ninja podcast to discuss the science of negotiation - specifically artificial intelligence. How does artificial intelligence impact…
Increasing Decision Quality in Negotiation
Jan 28, 2019 • 65 min
Annie Duke, a World Series of Poker champion turned business consultant talks about decision quality and improving it by embracing uncertainty. By understanding what drives your decision making framework and shifting our thinking from a need for certainty…
Good for You, Great for Me
Jan 21, 2019 • 38 min
Larry Susskind, MIT professor and co-founder of the Program on Negotiation joins us to talk about his book Good for You, Great for Me. We’re talking about how to negotiate against the 900-pound gorilla; the organization that seemingly has all the leverage…
How to Execute as a Young Procurement Professional
Jan 14, 2019 • 48 min
Procurement professionals are seeing dramatic shifts in the workforce as large numbers of Baby Boomers retire. Young professionals are wondering how to handle the big changes their organizations are going through while picking up the slack. Roy Anderson…
Negotiating Over Text, Email and Social Media
Jan 7, 2019 • 28 min
Ever wondered about the ins and outs and the dos and don’ts on negotiating over text, email and social media? Mark Lowther, a negotiation and communication coach who has worked with police forces in crisis and hostage negotiations joins us. Mark is one of…
New Year’s Episode
Dec 31, 2018 • 40 min
Happy New Year Negotiations Ninja listeners! I’m excited to share updates and some changes you’ll see in 2019. But first, you can’t look forward to 2019 without reflecting on the year that was 2018. I’m presenting the list of our top five most downloaded…
Merry Christmas 2018
Dec 24, 2018 • 2 min
Merry Christmas from Negotiations Ninja Podcast. Spend time with the people that you love the most. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
Negotiating Better Employee Performance
Dec 17, 2018 • 34 min
Don’t you wish you knew how to get better performance out of your employees? If only there was a way to negotiate with them to get better performance out of them! Tim Cronin, Chief Procurement Officer at Florida Blue, is on the show today to talk about…
Turning on The Like Switch
Dec 10, 2018 • 41 min
How can we create situations to elicit information from someone where they don’t realize they’re giving away that information? For the longest time, that was Jack Schafer’s job at the FBI as a behavioral analyst. Through years of experience turning…
Unlocking Yes in Sales Negotiations
Dec 3, 2018 • 31 min
Pat Tinney is on to talk about the revised edition of his book, Unlocking Yes. Pat’s book is like a field guide for sales people on how to negotiate. Pat and I get into a discussion about what it takes to negotiate good deals as a sales person, the value…
Becoming a Trusted Advisor
Nov 26, 2018 • 41 min
Jay Sklar is on the Negotiations Ninja Podcast to discuss how procurement people can become a trusted advisor to our internal business stakeholders. We hear this term so much, but many of us have a different idea about what it is and what it takes to…
How to Negotiate Performance Based Contracts
Nov 19, 2018 • 45 min
Jeanette Nyden, a commercial contract coach, is on the Negotiations Ninja podcast to discuss how to negotiate performance based contracts. We discussed what performance based contracts are, why they’re important, what to think about when putting together…
Negotiation in the Government
Nov 12, 2018 • 26 min
Harrison Smith, Acting Chief Procurement Officer at the IRS, is on the Negotiations Ninja Podcast to talk about the difference between public and private procurement. He opened my eyes. The amount of pressure that these folks must be under to keep all…
How Women Develop Confidence in Negotiation
Nov 5, 2018 • 26 min
Wies Bratby, Chief Enthusiasm Officer at Women in Negotiation, is on the show today to talk about how women can develop confidence in negotiation and change their mindset. Wies teaches how women can empower themselves to negotiate raises, promotions, and…
Human Behavior Hacking in Negotiations
Oct 29, 2018 • 46 min
Susan Ibitz, the human behavior hacker, is on the show. Some people hack computer systems, she hacks human behavior. She specializes in face reading, statement analysis, body language, and micro-expressions. In this episode we discuss how understanding…
How To Negotiate a Raise
Oct 22, 2018 • 20 min
I’ve had a stack of people reach out to me and ask how they should be negotiating a raise or a new salary. And it’s an awesome question because the raise/salary negotiation is likely the most foreboding negotiation most people ever have to go through. So…
Nonverbal Communication in Negotiations
Oct 15, 2018 • 49 min
Joe Navarro spent 25 years as a Special Agent for the FBI. After retiring from the bureau, he became a renowned public speaker and consultant, an internationally bestselling author, and a sought-after TV commentator. Joe and I had a great conversation…
How to Generate Discussion in Negotiations
Oct 8, 2018 • 22 min
How do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, their needs, and their wants? I’m dedicating an entire episode to how to extract information from the other party so that you can…
Magic, Negotiation and Deception
Oct 1, 2018 • 27 min
I’m a huge magic fan, and one of my favorite acts is a guy named Brian Brushwood. Magic and negotiation use a lot of the same communication tools and Brian and I have a great discussion about the dark side of magic and negotiations. The unfortunate thing…
Hostage and Crisis Negotiations
Sep 24, 2018 • 40 min
This interview challenged me on more levels than I thought it would and it personally feels like the best interview I’ve ever done, but not because of anything I did. Jack Cambria, 34 year veteran of the NYPD and crisis negotiation legend, is the crisis…
Negotiation in the Entertainment Business
Sep 17, 2018 • 32 min
Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades. His clients range from Juno-winning bands, record labels, publishers and managers, to the smallest up-and-coming artists. We about negotiating…
Confidence in Negotiation
Sep 10, 2018 • 29 min
Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset. He talks about the confidence required to perform well in negotiations and he believes that most people…
Improvisation in Negotiation
Sep 3, 2018 • 41 min
Mr Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show. We get into how to improvise and AAR’s (After Action Reviews) and doing deep dives into your negotiation after the fact to see what you did…
Gender Stereotyping and Negotiation
Aug 27, 2018 • 27 min
How does gender affect negotiation? We ignore these types of questions because they can be controversial and inflammatory. But we shouldn’t ignore these questions. Only by asking these questions can we understand each other better. Dr. Shira Mor explains…
Chief Procurement Officer to Entrepreneur
Aug 20, 2018 • 58 min
Michael Cadieux was Chief Procurement Officer of one of the largest communication firms in the world. But he left safe and stable employment to strike it out on his own. Why? I aim to find out. Mike and I get into the trends that are emerging in the…
Negotiation in the Women’s Shoe Industry
Aug 13, 2018 • 57 min
The amazing and incredible Sandra Gault is on the Negotiations Ninja Podcast. To call Sandra a disrupter would be an understatement. She’s literally turned the women’s shoe industry on it’s head. We get into an amazing conversation about raising capital,…
Never Splitting the Difference
Aug 6, 2018 • 41 min
Voss spent 24 years working in the FBI Crisis Negotiation Unit and was the FBI’s chief hostage and kidnapping negotiator from 2003 to 2007. Prior to that Voss worked on NYC’s Joint Terrorist Task Force investigating terrorist attacks. After working on…
How Do You Handle No?
Jul 30, 2018 • 33 min
How do you handle “no”? Because that’s ultimately what we all want to know. The word “no” is scary because it feels like we’re being rejected. And rejection hurts! But maybe there’s a way to re-frame “no”. Does “no” actually mean “no”? Or is it an…
Negotiation in the Cannabis Business
Jul 23, 2018 • 25 min
We talk about the tech industry as being a disruptive. But what about the cannabis industry? This interview is with Bruce Linton, the Foundera and CEO of Canopy Growth Corporation. The questions that I asked myself going into this were, “How does someone…
Negotiate the Change You Want to See at Work
Jul 15, 2018 • 23 min
Caroline Hubbard is a young Harvard grad who works at LinkedIn as a strategy analyst. The conversation we had was all about enacting change and how different generations in the work place can work together to generate more value. Of course we talked about…
Negotiating in the Hotel Business
Jul 9, 2018 • 45 min
Stacey Taylor, SVP & Chief Procurement Officer of MGM Resorts International, and I talk about the unique procurement and negotiation challenges that exist in the hotel and casino business. With nearly 30 years of experience in procurement, she has a…
The Money Queen Speaks
Jul 2, 2018 • 30 min
Cary Carbonaro, an award winning, internationally known Personal Finance Expert, with over 25 years of experience, talks about how women can negotiate their personal finances. Cary has been a guest on “Fox & Friends”, “The Today Show,” CNN, CNBC, CBS, Fox…
Negotiation Strategy and Questions
Jun 25, 2018 • 40 min
Often, the key differentiating factor between an unsuccessful negotiation and a successful one is the strategy behind it. And that’s what Patrick Tinney (Founder of Centroid Training and Marketing) and I talk about on today’s show. Pat’s firm helps…
Boosting Your Likability
Jun 18, 2018 • 22 min
Be curious, be authentic, and find similarities! Boost Your Likability! Because it pays to be likable. Especially in a negotiation! Michelle Tillis Lederman is one of Forbes Top 25 Networking Experts. We focus on one of her books: The 11 Laws of…
Grassroots Negotiations
Jun 11, 2018 • 57 min
Danny Creed is a business coach, trainer, entrepreneur, best-selling author, and international keynote and workshop speaker. He is a recognized expert in sales, management, and start-up business strategic planning. Having been involved with 14 successful…
The Power of Networking
Jun 4, 2018 • 33 min
Avery Blank is a lawyer and impact strategist. We talk about the power of networking and how to use negotiation skills in business networking. Hint, it’s not just about you! It’s about the other person. We cover the key principles in networking and how to…
You Can Negotiate Anything
May 28, 2018 • 37 min
Herb Cohen, the best negotiator in the world, is on the Negotiations Ninja Podcast! Cohen is an expert negotiator and strategy consultant in commercial and crisis negotiations. He is also the author of two amazing books, including the New York Times…
Why Do We Care About Savings?
May 21, 2018 • 38 min
My friend, Phil Ideson and I talk about savings. And naturally when two procurement guys get into a conversation about savings, debate ensues! Is cost avoidance real savings? Is cost reduction just a price argument? Phil and I get on our soap boxes about…
Proofs of Concepts
May 14, 2018 • 28 min
Getting Kevin Frechette or Tarek Alaruri to brag is difficult. They’re humble guys. So I’ll do it for them. FairMarkIT has changed the game of tailspend and capturing value from tailspend. They’re shaking up the procurement world and I could not think of…
Confidence Factor in Negotiation
May 7, 2018 • 34 min
Carol Sankar and I talk about confidence in negotiation and the lies that women tell themselves about their ability to negotiate. Carol was a speaker at WIN Summit and has been featured in numerous magazines, articles and conferences; including recent…
Closing and Negotiation
Apr 30, 2018 • 46 min
Today’s episode is all about closing, how to close and how not to close. And for that we need a closer, so that’s why John Barrows is on the show! John provides sales training services to some of the world’s fastest growing companies, think Salesforce,…
Negotiating with Aging Parents
Apr 23, 2018 • 30 min
This one’s a little different. Actually, it’s very different. When I heard Dr. Roger Wong speak on Gerontology at TEDx Stanley Park in Vancouver and how to help our elderly loved ones gain more independence, I knew I needed to have him on the show. This…
Insight Selling and Negotiation
Apr 16, 2018 • 45 min
Best-selling author, Matt Dixon changed the selling world when he co-authored the Challenger Sale. Matt has coauthored three best-selling books, The Effortless Experience, The Challenger Sale, The Challenger Customer. Matt digs deep into insight selling…
Franchise Sales and Trust
Apr 9, 2018 • 46 min
Evan Hopkins, former VP of Sales at 1-800-GOT-JUNK, comes on the show to talk about franchise sales, but more specifically to talk about how to develop trust so that we can have difficult conversations around under-performance. Evan speaks to a concept…
Negotiate Anything
Apr 2, 2018 • 44 min
Here it is! Finally! I’ve been waiting to air this episode for a long time! Kwame Christian is on the show today to speak about contracts, what to look for in contracts, and some things you really need to be aware of in contract negotiations. He’s a…
Negotiating in the Membership Economy
Mar 26, 2018 • 37 min
Robbie is the founder of Peninsula Strategies, a management consulting firm and the author of the The Membership Economy (top 5 Marketing Book of 2017). Her clients have included Netflix, the National Restaurant Association and The Mail Newspapers in the…
Self Worth and Negotiation
Mar 19, 2018 • 52 min
If you ever get the opportunity to speak with Bob Sager, you’re like to never meet with a more positive person. Bob and I get into the weeds on what a positive self-worth is and what it takes to develop a positive self-worth. Often in roles like sales or…
Influence and Negotiation
Mar 12, 2018 • 42 min
Josh Steimle is an author, speaker, and entrepreneur. He’s very well-known for speaking and writing on the topic of influence, how to use influence, how to develop influence, and how to grow your influence, so that you can use it to your advantage and…
Dealing with Difficult People
Mar 5, 2018 • 47 min
A lot of us forget about is the cost of conflict, and the cost of not being able to manage conflict effectively. Raphael tells about the inner workings of conflict resolution, dispute resolution, and mediation and arbitration. We get deep into what it…
Procurement Leadership Negotiations
Feb 26, 2018 • 34 min
Sometimes we get so caught up in our external negotiations that we forget about what it’s like to negotiate and create alignment internally within our organizations. David Hearn is known for creating alignment internally and explaining the need for good…
The Art of Procurement
Feb 19, 2018 • 49 min
Phil Ideson and I are both procurement guys and both have podcasts. And the similarities in our backgrounds is actually quite startling. It feels like we’ve known each other for a long time. On this show, Phil and I wax poetic on procurement negotiations…
Navy Seal Negotiations
Feb 12, 2018 • 51 min
It was both an honor and a privilege to have Brent Gleeson on the show. Brent is a Navy SEAL combat veteran with multiple tours to Iraq and Africa and other war torn areas. We spoke about peak performance, peak performance culture, peak performance…
How Nice Guys Negotiate
Feb 5, 2018 • 42 min
Doug Sandler may be the nicest guy that I’ve ever had on this show, but that makes sense because he is the author of Nice Guys Finish First, and the host of the Nice Guy’s on Business podcast. Being the son of the famous Dave Sandler, Doug is no stranger…
Negotiating in Asia
Jan 29, 2018 • 50 min
Michael Raphael is the Chief Procurement Officer at Jones, Lang and LaSalle, a multinational property management firm. Having been based in Asia for 11 years, he has a deep knowledge of negotiation practices in Asia and that’s what we discuss. In the west…
Procurement is Tough Love
Jan 22, 2018 • 40 min
Vitold is the CPO for the America’s region for Capgemini (an information services company based out of Paris) and is becoming my favourite Frenchman. We focus on the pace of change in technology, and what’s required from procurement and negotiations to…
IT & IS Negotiations
Jan 15, 2018 • 58 min
Howard is the head of global indirect procurement at Citrix Systems. We focused our discussion on procurement negotiations within the IT and IS space, but this conversation is so much more than that. Warning, we touch on a few legal concepts, but we are…
Personal Branding and Negotiation
Jan 8, 2018 • 34 min
Dr. Natalia Wiechowski is the Middle East’s leading edutainer. She is a keynote speaker and personal branding expert who empowers business people to stand out. She builds impressive, positive, personal brands and fast tracks their success online and in…
Price Transparency in Negotiations
Jan 1, 2018 • 36 min
I’m joined by Tarek Alaruri of FairMarkIT.com. We split our discussion and focus on price transparency in the procurement industry, especially around price transparency in negotiation. And then we switch gears and talk about tailspend. 20% of vendors…
Women in Negotiation
Dec 25, 2017 • 48 min
In this episode, Beth Fisher-Yoshida and Todd Wiesel talk on the role of women in negotiation. We dive into topics like implicit bias and the systemic issues that women face in the workforce. Beth is a certified clinical sociologist, facilitator,…
Collaboration Between Sales and Procurement
Dec 18, 2017 • 49 min
Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People…
Scout on the Future of Procurement
Dec 11, 2017 • 34 min
Stan Garber, Alex Yakubovich and Greg Tennyson can see the future. In this episode we discuss technology’s role in procurement and negotiations, where we are, where we’re going, how do we get there. Stan and Alex started Scout, which is an intuitive Cloud…
Asking the Right Questions in Negotiation
Dec 4, 2017 • 42 min
The “Sales Hunter” himself, Mr. Mark Hunter, joins us today. Mark is one of the Top 50 Most Influential Sales and Marketing Leaders in the World and as the author of two best-selling books. In this interview we talk about how to negotiate better in a…
Startup Negotiation
Nov 27, 2017 • 35 min
Drew Green is the CEO of Indochino - the largest bespoke suit retailer in the world. Between 2015 and 2017, Drew increased the market capitalization of Indochino by approximately $200 million. He says focus, dedication and decisiveness are what have led…
Negotiation in Sales
Nov 20, 2017 • 60 min
Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People…
Negotiation in Procurement
Nov 13, 2017 • 46 min
Angus McIntosh may be one of the most eloquent speakers on procurement specific negotiation I’ve spoken to. We cover a ton of content on procurement specific negotiation in this episode and talk about how less than half the outcomes of negotiations are…
Supplier Intelligence and Negotiation
Nov 6, 2017 • 33 min
In this episode we interview Stephany Lapierre, the founder and CEO of Tealbook, a supplier intelligence company. We focus on that value of supplier intelligence in negotiations. Steph’s been recognized as an influencer by PharmaVOICE 100, was selected as…
Planning in Negotiation
Oct 30, 2017 • 40 min
In this episode, we interview Don Klock, professor of Supply Chain Management at Rutgers Business School. Don has over 30 years of experience with major multinational consumer products corporations like Colgate Palmolive, where he was most recently their…
Thinking Forward in Negotiations
Oct 21, 2017 • 34 min
In this episode, we interview Greg Tennyson. A man called the most forward-thinking procurement executive in the U.S.. Greg is a recognized global executive with extensive experience leading transformative change across a wide range of organizations for…
Franchise Negotiations
Oct 13, 2017 • 40 min
Dominic is a serial entrepreneur who also happens to be a business coach. He has built and sold two multinational businesses in the last two years. He is the global franchisor for a company called Focal Point Coaching which is a company that he took from…