In a recent episode of the Negotiations Ninja podcast, I talked with Michael van Keulen (MVK)—the Chief Procurement Officer at Coupa Software. We talk about digital transformation in procurement and how many organizations are still resistant to change. MVK also talks about the importance of getting your stakeholders on board with any new implementation. Part of that process is making sure you choose the right software. You need to think about the founding principles of…
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…
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 to negotiate remotely—which means communicating…
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 being an individual pursuit where…
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 more face friendly is by…