What is the secret sauce in every negotiation? How do you go from prospect to business partner? Cody Lowry—the President of Intermark Automotive—has learned the secret in his 25+ years in the marketing industry. It’s all about the schmooze. Schmoozing isn’t meant to be manipulative or coercive. It doesn’t mean you’re a smooth-talker. What does it mean? Schmooze—or you lose How do you find success in the negotiation and sales process? Cody points out that…
Understanding Cultural Differences in Middle-Eastern Negotiations
Formalized trade deals are beginning to take place between the United Arab Emirates and Israel. It’s a historically monumental move that’s come about as the world is in turmoil from the coronavirus pandemic. In episode #173 of the Negotiations Ninja podcast, Dr. Shira Mor talks about the unprecedented trade deals and what those negotiations look like. They’re learning a lot from these business negotiations, and she was kind enough to share from her experience. The…
The Salary Negotiation Conversation
If you’re a procurement professional, you’re not new to the world of negotiation. In fact, you probably walk into an interview fully expecting to negotiate a great salary. Even if you’re not an experienced professional, there are ways you can find value and leave nothing on the table. It was one of the topics in an episode of the Negotiations Ninja podcast with special guest Mark Holyoake. Mark is the founder and owner of Holyoake…
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…
This Is Your Brain On Negotiation
We often think of marketing as advertising – picturing Don Draper in his Madison Avenue office overlooking New York City, thinking up the cleverest way to talk about cigarettes. When thinking about the human brain, however, there are so many different ways to “market” your product or service through psychology. These marketing ideas can also be applied to negotiations and how you present your offer. On a recent episode of Negotiations Ninja podcast, I talked…