How to De-escalate Your Counterpart’s Anger
What happens when a negotiation spins out of control and everyone is angry? How do you deal with a counterparts’ emotion? Do you simply walk away? Or reschedule? Dealing with strong emotions can be one of the most difficult parts of a negotiation. It’s also one of the topics of conversation in episode #175 of the Negotiations Ninja podcast. Svitlana Kalitsun—a negotiation trainer based in Vienna, Austria—shares how you can... Read more
Understanding Cultural Differences in Middle-Eastern Negotiations
Formalized trade deals are beginning to take place between the United Arab Emirates and Israel. It’s a historically monumental move that’s come about as the world is in turmoil from the coronavirus pandemic. In episode #173 of the Negotiations Ninja podcast, Dr. Shira Mor talks about honor-culture and the unprecedented trade deals and what those negotiations look like. They’re learning a lot from these business negotiations, and she was kind... Read more
Eastern Philosophy in Negotiation
What Eastern philosophy can you embrace to enhance your negotiations? How does an Eastern mindset influence the negotiation process? Mala Subramaniam answered these questions in episode 145 of the Negotiations Ninja podcast. Mala is a cross-cultural trainer and executive coach with over 20 years of experience. Towards the beginning of her career, she taught what she had learned from books and training. Then one day someone asked her about Indian... Read more
What it REALLY Means to Put Yourself in Someone Else’s Shoes
We’ve ALL heard the adage “Put yourself in someone else’s shoes.” In theory, we can wrap our head around the concept. You try and think like the other person and understand things from their perspective. But it is hard to put into practice. In a recent episode of the Negotiations Ninja podcast, Bob Burg shed some light on why it’s so difficult. Your belief system shapes your worldview Human beings... Read more
When Emotion in Negotiation Can Benefit You
The use of emotion in negotiation often receives a negative connotation. And for good reason—when emotion clouds your judgment, it can be impossible to negotiate. Sometimes you end up losing the deal entirely. However, when you can help your buyer focus on emotion over logic—it can be a gamechanger in the sales process. In a past episode of the Negotiations Ninja podcast, Tim Kintz talks about how car salesmen can... Read more
Geoarbitrage in Procurement Recruiting
What is geoarbitrage? It’s a fancy term apparently coined by Tim Ferriss to refer to moving yourself or your business operations somewhere else to reduce expenses or the cost of living. Is procurement starting to do that with their recruit sourcing? It’s certainly a possibility and one we discuss in a recent episode of the Negotiations Ninja podcast. Martin Smith shares his thoughts on the globality of the procurement space... Read more
Digital Disruption in Procurement with Dr. Elouise Epstein
Dr. Elouise Epstein—a guest on an episode of Negotiations Ninja—is an expert in the world of procurement and supply chain. She specializes in designing digital procurement & supply chain strategies for Fortune 500 companies. In the episode, she talks about the necessity for innovation in procurement. With the seismic shifts that have happened due to the coronavirus crisis, change is imperative. One topic that she goes in-depth on is the... Read more
How to Plan + Prepare for a Cyber Negotiation
After 30+ years with the Canadian Federal Police, Cal Chrustie “retired” and transitioned to InterVentis global. He now provides education, consulting, and coaching on cyber negotiation. So when Cal’s organization is brought in to coach, it’s usually at the last minute. But when they offer public education, Cal advocates for having a plan in place if—or when—a response becomes necessary. You have to prepare to engage with the insurance company... Read more
Find Optimal Outcomes with Dr. Jennifer Goldman-Wetzler’s 8 Practices
When you find yourself immersed in conflict, there are 8 practices you can fall back on to reach optimal outcomes. Dr. Jennifer Goldman-Wetzler’s 8 Practices are based on years of experience and teaching these practices into her latest book: Optimal Outcomes: Free Yourself from Conflict at Work, at Home, and in Life. In episode 142 of the Negotiations Ninja podcast, she gave a sneak-peak into those 8 practices that will... Read more
The Salary Negotiation Conversation
If you’re a procurement professional, you’re not new to the world of negotiation. In fact, you probably walk into an interview fully expecting a salary negotiation. Even if you’re not an experienced professional, there are ways you can find value and leave nothing on the table. It was one of the topics in an episode of the Negotiations Ninja podcast with special guest Mark Holyoake. Mark is the founder and... Read more