Jack Barsky was born in 1949 in Eastern Germany as “Albrecht Dittrich.” At the time, Eastern Germany was occupied by the Soviets. Jack spent 26 years of his life in a Communist regime. He even obtained a Master’s Degree in Chemistry. But before he could start a career as a college professor, he was recruited by the KGB. In 1978—after five years of training in Moscow and Berlin—he was launched as an undercover lone-wolf agent…
Putting the Principles of Influence into Practice
Brian Ahearn is the Chief Influence Officer at Influence PEOPLE. He’s a keynote speaker, trainer, coach, and consultant who specializes in the science of influence and persuasion popularized by Robert Cialdini. Brian has written multiple books on the science of influence, including “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical” and “Persuasive Selling.” To reach an entirely new audience, Brian decided to try his hand at writing a business parable, “The Influencer.”…
Concession + Compromise: Do They Have Any Place in Negotiation?
Compromise is touted as a tactic that is a normal part of the negotiation process. It’s a “negotiation-saver.” When you reach an impasse, it’s as simple as a compromise, and the deal is done. But it couldn’t be further from the truth. Allan Tsang shares his thoughts on the topic in an episode of Negotiations Ninja. Myth: Any deal is better than no deal Let’s say you want to sell a widget at $100. Your cost of…
Jeb Blount Prepares for a High-Stakes Negotiation with These 3 Rules
In a special episode swap with the Sales Reinvented podcast, Jeb Blount points out that if you don’t know how to negotiate, you won’t make a profit. You’ll just be giving things away. Jeb wrote his book “Inked” as a sales negotiation book. If you don’t negotiate well, you’re essentially giving away your paycheck and company profit. How does Jeb Blount prepare for a high-stakes negotiation? Jeb embraces a few rules as part of his…
“Just Imagine” = “Once Upon a Time” For Adults
Phil Jones has been an entrepreneur since childhood. By the age of 15, he was earning more money than his teachers. He side-stepped going to university and had a successful corporate career in sales leadership. He started a small sales training business that has since grown so that he mostly speaks around the world for a living. He’s spoken in 59 different countries on five different continents, helped over 800 different industries, written seven best-selling…