Businessmen and women often forget that a negotiated agreement can still be changed. You have the option and opportunity to optimize an agreement throughout the business relationship. Why would it benefit you to renegotiate what you thought was a good agreement? Josh Weiss talks about it extensively in an episode of the Negotiations Ninja podcast. We share a few of his key thoughts in this post. You can be creative to maximize value Howard Raiffa—who…
The Impact Personal Development has on Negotiation
Did you know that mastering the negotiation process begins by having a deep understanding of yourself? Do you understand the importance of investing in personal development? Anthony Sarandrea—the guest on episode 140 of the Negotiations Ninja podcast—points out that you have to KNOW yourself to succeed in this field. Invest in Personal Development Anthony believes that everyone deals with something that impacts them on a personal level which can impact their behavior in their professional…
Why Negotiators Should Master Mirroring
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…