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 that there are some non-intuitive…
Conversation Skills: Why They’re SO Important in Negotiation
Conversation skills are becoming somewhat of a lost art. Yet conversation is the #1 basic skill any good negotiator or salesperson must master, according to Rene Zamora. Rene joined me on a recent episode of Negotiations Ninja to talk about sales management and communication. He points out that conversation skills can make or break a negotiation. You can’t be in a conversation with the person across the table and spend the entire time thinking about…
Understanding the Emotional Brain: Why it Matters in Negotiation
The role of psychology in negotiation is quite fascinating. Understanding how the human brain works can lend you key insights into understanding the human psyche. Humans experience a variety of emotions—especially in the negotiation process—and acknowledging those emotions is one of the best ways to overcome them. Kwame Christian was featured on episode 135 of Negotiations Ninja and one of the topics covered in the episode was how our brains function. In Kwame’s book,…
Handling High-Stakes Negotiations in Times of Crisis
It’s safe to say that the Coronavirus pandemic is a time of crisis for most businesses. The stakes are high—in some cases, the very survival of businesses—and it’s important to handle these high-stakes negotiations the right way. On a recent episode of Negotiations Ninja, I was joined by negotiations experts Gary Noesner and Allan Tsang (with negotiator Shane Ray Martin kind enough to moderate) to answer questions about the challenges negotiators are facing. …
Overcoming Sales Objections Like a Pro
Overcoming sales objects is a harrowing task. Many salespeople brace themselves for a coming objection and when it inevitably comes they handle the objection poorly. So that begs the question: what’s the proper way to handle an objection? How do you use the objection to connect with your prospect? David Priemer joined me in an episode of Negotiations Ninja to talk about buyer intent and why people buy. Buying is largely an emotional decision….