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…
Negotiate Like An Entrepreneur
For entrepreneurs, the idea of negotiation in business is often absent, or at least put on the back burner for things like hiring staff, finding office space, or hunting down suppliers. In all those things, however, there is negotiation. On a recent episode of Negotiations Ninja podcast, I spoke with professional entrepreneur, business coach, and first-time author (Tiger by the Tail), Marty Park. Marty has started thirteen companies in six different industries in the past twenty-five…
Negotiating Performance Based Contracts
When hiring a contractor, we often put all the responsibility on them for completing what they are being hired to do, without any harm to our businesses. This is a fair notion, but there are some circumstances where we have to assume some responsibility to allow the contractor to do what we need them to do. This is the concept behind performance-based contracting. In a past episode of Negotiations Ninja, I spoke with Jeanette Nyden,…
Negotiating Venture Capital
Securing financing for a startup is a formidable task. Even for a seasoned veteran, obtaining financing can be daunting. Unfortunately, no set method works in every situation, but there are things you can to make it more successful. My recent guests on Negotiations Ninja, Alex Yakubovich and Stan Garber, are something of experts when it comes to securing funding. Together they have launched more than one startup, most recently procurement gamechanger, Scout RFP. Inevitably, there…
Never Split The Difference
Chris Voss has been a recurring guest on Negotiations Ninja. As the former Chief Hostage Negotiator of the FBI, Chris has highly specialized insights into human behavior. Neuroscience plays a role in all decision making, including at the negotiating table. A lot of how-to books present theories that are opposite to what Chris has learned throughout his extensive career. But do they hold up? Through his book, Never Split the Difference, Chris highlights how to…