Banachek—a famous mentalist—has mastered the art of mirroring (as well as other psychological means of persuasion). In an episode of Negotiations Ninja, he joined me to share some of his expertise and what he’s found especially useful during his career. What is the concept of mirroring? Most negotiators are likely familiar with the concept of isopraxism—more commonly known as mirroring. Mirroring is echoing what someone else is doing in a subtle way. Perhaps you…
How to Embrace Your Leadership Role When Times are Tough
My personal mentor and friend Marty Park joined me in an episode of Negotiations Ninja to talk about how to manage and communicate effectively in times of crisis. Many people were immediately thrust into working from home. Employees feel they are on shaky ground and find themselves uncertain of their future. How do YOU muddle through this as a leader? How do you reassure your staff when you are experiencing the same turmoil and…
How to Eliminate Cognitive Biases in Negotiations
A cognitive bias is a systematic error in thinking that affects every decision or judgment that you make. Edmund Zagorin developed a software platform called Bid Ops that understands cognitive bias and factors it into the equation when developing quotes for potential buyers or suppliers. The two of us have a conversation about artificial intelligence and its impact on procurement in a recent episode of Negotiations Ninja. According to the Bid Ops Website, “Bid…
Make The Most Of Cooperative Negotiation Skills
Arm wrestling is a game where one person wins and another loses, every time. No matter how you play the game, that fact never changes. But negotiation trainer and coach Mihai Isman uses the game of arm wrestling to help his students understand two vital components of effective negotiations: Their own attitude about the person across the negotiation table, and Whether they lean toward a combative approach or a competitive approach Mihai…
How To Find Your Negotiation Style
Every skilled negotiator goes about their craft with a particular style. This is not to infer that they are putting on a persona or facade, but rather that they have learned to integrate their learned negotiation skills and their unique personality and way of looking at the world. You should do the same. Though you can learn from other, more seasoned negotiators, never imitate them line by line or tactic by tactic. Your personality…