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 their behavior in their professional…
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 to fail.” Others see it as a…
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 Negotiations Ninja podcast, he shares…
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 and its effectiveness. Keenan claims…
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 that you can become a…