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…
Conversation Skills: Why They’re SO Important in Negotiation
Conversation skills are becoming somewhat of a lost art. Yet conversation is the #1 basic skill any good negotiator or salesperson must master, according to Rene Zamora. Rene joined me on a recent episode of Negotiations Ninja to talk about sales management and communication. He points out that conversation skills can make or break a negotiation. You can’t be in a conversation with the person across the table and spend the entire time thinking about…
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…
The Computers Are Coming for You
The computers are taking our jobs! I say that tongue in cheek, but it’s not untrue. The speed and pace at which digital procurement and artificial intelligence is moving is unbelievable. I brought Hugo Evans onto a recent episode of Negotiations Ninja to answer some questions about digital procurement and artificial intelligence. Hugo is a brilliant man that’s very in touch with what’s going on in A.I. and digital procurement. His teachings center around how…
Feedback Loops
How do you know how well you actually did in a negotiation? I mean, you have a result after the fact, but does that really tell you anything? Sure, you learn whether you got the result that you wanted. But getting the result doesn’t tell you anything other that you got a result. Does it tell you what worked? Not really. Does it tell you what didn’t work? Definitely not. Does it tell you what you can do…