What are the most common types of Bias? How do they influence a negotiation negatively? In episode 151 of the Negotiations Ninja podcast, Dan Lappin talked about the dangers of the biases that we bring into the sales process. Your inherent bias influences every question you ask and decision you make. The best way to overcome bias is to cultivate an awareness of the baggage you’re bringing to the negotiating table—on the sales OR the…
Sean Callagy’s Strategy: Find the Pain Point to Get a Yes
Sean Callagy has developed a four-part communication strategy to go from “hello” to “yes” in a negotiation. One of the steps involves finding your counterpart’s pain point and understanding it at a deeper level. Why is finding someone’s pain point so important? People make decisions because they’re in pain and they want to get out of it. They want to avoid it—period. Sean points out that “People don’t get into better shape until they’re in…
How to De-escalate Your Counterpart’s Anger
What happens when a negotiation spins out of control and everyone is angry? How do you deal with a counterparts’ emotion? Do you simply walk away? Or reschedule? Dealing with strong emotions can be one of the most difficult parts of a negotiation. It’s also one of the topics of conversation in episode #175 of the Negotiations Ninja podcast. Svitlana Kalitsun—a negotiation trainer based in Vienna, Austria—shares how you can de-escalate an anger-fueled negotiation. Don’t…
Eastern Philosophy in Negotiation
What Eastern philosophy can you embrace to enhance your negotiations? How does an Eastern mindset influence the negotiation process? Mala Subramaniam answered these questions in episode 145 of the Negotiations Ninja podcast. Mala is a cross-cultural trainer and executive coach with over 20 years of experience. Towards the beginning of her career, she taught what she had learned from books and training. Then one day someone asked her about Indian principles of negotiation. It was…
What it REALLY Means to Put Yourself in Someone Else’s Shoes
We’ve ALL heard the adage “Put yourself into someone else’s shoes.” In theory, we can wrap our head around the concept. You try and think like the other person and understand things from their perspective. But it is hard to put into practice. In a recent episode of the Negotiations Ninja podcast, Bob Burg shed some light on why it’s so difficult. Your belief system shapes your worldview Human beings come into every situation entrenched…