Negotiate Like An Entrepreneur
For entrepreneurs, the idea of negotiation in business is often absent, or at least put on the back burner for things like hiring staff, finding office space, or hunting down suppliers. In all those things, however, there is negotiation. On a recent episode of Negotiations Ninja podcast, I spoke with professional entrepreneur, business coach, and first-time author (Tiger by the Tail), Marty Park. Marty has started thirteen companies in six different industries... Read more
Three Powerful Ways to Make Our Negotiations More “Face Friendly”
By Mike Macchiarelli According to Social Psychologists, the concept of helping others saving face impacts just about every negotiation and bargaining encounter. Below are three effective ways to make our negotiations more “face friendly.” Be Proactive About Face Face is our perception of how we are viewed by others. Since everyone wants to be seen in a positive light, one of the most powerful ways to make our negotiations... Read more
Small and Medium Business Negotiation
In the procurement profession, in the capitalist community where we conduct business every day, the general idea is to be continuously profitable. This mindset often leads to cut-throat deals, harsh contracts, and, potentially, taking advantage of others in business or our customers, which is the public’s view of corporate America. Is this, however, the belief of many working in procurement negotiation? On a recent episode of Negotiations Ninja podcast, I spoke with... Read more
Priceless Negotiation Wisdom
Often, people think of approaching personal negotiations differently than professional negotiations. Personal negotiations involve emotions based on essential relationships in our lives, which can make it hard to look at them through a professional lens. But in applying our professional negotiation practices to our personal lives, you might be surprised at what outcomes you achieve. On a recent episode of Negotiations Ninja podcast, I spoke with Marty Latz – author,... Read more
The Realities of Crisis Negotiation
Never underestimate the importance of trust in a team. In a recent episode of Negotiations Ninja podcast, I talked with Mark Lowther, negotiation and communication coach and former law enforcement crisis and hostage negotiator, about one of his best moments as a crisis negotiator and one of his worst. The biggest advice he could offer after going through these moments in is his life was to ensure you have ultimate... Read more
Developing a Contract Playbook
In the heat of business, the importance of contracts can often get lost. We make side deals on handshakes and “our word,” and we can forget the benefits of having everything in writing. Jeanette Nyden and Lawrence Kane have written a new book called The Contract Professional’s Playbook. I spoke with Jeanette and Lawrence on a recent episode of Negotiations Ninja about some ways in which contracts are crucial in... Read more
Keeping It Old School
Optimism in business is not universal. People are always preparing, thinking about worst-case scenarios, and planning for the negative to ensure the negative doesn’t happen. But optimism is an attitude, which leaves room for preparedness and planning. On a recent episode of Negotiations Ninja, I spoke with Ed Brodow, a negotiation expert, professional speaker, author of seven books, and a former professional movie actor. Ed is a big proponent of... Read more
Meltzer’s Guide to Negotiation
“Radical humility” is something often left out of a negotiation. Our mindsets going into negotiation are usually, “How can I get what I want out of this?” What if instead, our mindset was, “How can I give the most?” On a recent episode of Negotiations Ninja podcast, I spoke with David Meltzer, CEO and co-founder of Sports1 Marketing and author of multiple best-selling books, including Connected to Goodness: Manifest Everything... Read more
Detecting Deception in Negotiation
We can all tell when someone is angry, sad, happy, etc. because it is part of human nature to be able to detect each other’s emotions. However, people can also decide to hide their feelings, or sometimes there are too many emotions or thoughts going on in our minds to let them all out at once. A recent guest on the Negotiations Ninja podcast, David Matsumoto, has been studying non-verbal... Read more
Negotiating Down Under
Value is a concept often debated in business. How is value determined? Is it solely monetary? How can we monetize non-monetary value? Is that necessary? On a recent episode of Negotiations Ninja podcast, I spoke with Stephen Kozicki, Australian negotiations consultant and author of multiple books, including, The Creative Negotiator. Stephen believes value can come in many different forms and can be used to help negotiations as long as you... Read more