The Power of Silence in Negotiation
Silence can be deafening. Silence during a negotiation can be uncomfortable—but it has a purpose. When leveraged correctly, the power of silence is impactful. So how do we break past our discomfort with silence? How do we move the negotiation in a direction where silence has a purpose? Alexandra Carter spoke about the power of silence in episode 141 of the Negotiations Ninja podcast. She has seen powerful breakthroughs in... Read more
The Impact Personal Development has on Negotiation
Did you know that mastering the negotiation process begins by having a deep understanding of yourself? Do you understand the importance of investing in personal development? Anthony Sarandrea—the guest on episode 140 of the Negotiations Ninja podcast—points out that you have to KNOW yourself to succeed in this field. Invest in Personal Development Anthony believes that everyone deals with something that impacts them on a personal level which can impact... Read more
How a Divorce Attorney Negotiates a Prenuptial Agreement
A prenuptial agreement often referred to as a premarital agreement or simply shortened to prenup, is a legally binding agreement. Before a couple gets married, they decide how their assets and/or income will be allocated should they get separated, divorced, or one or both passes away. Prenuptial agreements can be frowned upon because some view them as creating a lack of trust in your relationship or that you’re just “preparing... Read more
Build a Network to Support YOUR Vision
Do you understand the importance of building a network of industry experts? Do you understand the necessity of people around you supporting your vision? According to Erik Kostelnik, the value of an advisor network is incomparable. Erik built and grew three different businesses from the ground up—and sold each of them. He’s an expert in growing and scaling businesses with an exit strategy in mind. In episode 161 of the... Read more
Gap Selling: WHY a Problem-Centric Sales Strategy Works
Are you familiar with the concept of gap selling? At its very core, it’s a problem-centric sales approach. Instead of being pushy with a product, a salesperson focuses on learning the desired outcome an organization wants to achieve in the negotiation process. Keenan—author of the book Gap Selling: Getting the Customer to Yes—is the special guest on episode 139 of Negotiations Ninja. In the episode, he talks about gap selling... Read more
Negotiation for Lawyers: Become a Super-Negotiator
In episode 138 of the Negotiations Ninja podcast, Dr. Claudia Winkler joined me to talk about negotiation for lawyers. One of the topics we touched on was that many lawyers aren’t properly trained in negotiation tactics—and many completely dislike negotiations in general. Claudia believes it’s largely due to the lack of training. We conversed about why negotiations tend to fail. We also talk about how to manage your emotions so... Read more
How to Build Rapport through Virtual Negotiations
It’s far easier to build trust and rapport in person. You can shake someone’s hand and assess their body language. You can create a good first impression. Negotiators are struggling to build rapport when meeting people for the first time virtually. It’s hard to build that same trust and rapport that you would in person. But the Coronavirus pandemic changed the negotiation game. You have to adapt and learn how... Read more
Dispute Resolution in Negotiation: Why do Suppliers Repeatedly Overcharge?
Rich Ham—the CEO of Fine Tune—talks extensively about dispute resolution in episode 157 of the Negotiations Ninja podcast. Something he often comes across as a consultant is that suppliers owe his clients money. It’s often a substantial amount that hasn’t been managed over the course of the negotiated relationship. Rich often sees charges for inventory that isn’t really there, peripheral charges added on invoices that don’t relate to a specific... Read more
3 Negotiation Traits that Incorporate Cultural Intelligence
In a recent episode of Negotiations Ninja, Mark Davis shares the top three cultural intelligence traits you need to understand and master: dualism vs collectivism, universalism vs particularism, and linear and nonlinear thinkers. His training surrounds 10 different units of understanding surrounding cultural intelligence, but he believes obtaining a good grasp on these three is the best starting point. #1: Dualism Versus Collectivism The individualist is someone who emphasizes negotiation... Read more
Negotiation and the Realm of AI: The Future is Bright
In episode 155 of the Negotiations Ninja podcast, Martin Rand—the founder and CEO of Pactum AI—joined me to talk about the future of negotiation. More specifically, we touched on how he’s implementing AI to manage long-tail negotiations for large enterprises. But will AI expand? The evolution of AI in negotiation Will AI continue to evolve into something more complex? Will multi-variant negotiations with multiple stakeholders be possible? Martin points out... Read more