When choosing between different venture funds, how do you negotiate if there’s a gap? What if you like one over the other, but they’re offering far less? In a recent episode of Negotiations Ninja, Tim Schigel pointed out that it depends on the gap and the other terms being negotiated. If the terms are the same—but there’s a 20% gap in the value—have a transparent good-faith conversation. It’s your fiduciary duty to take a good and fair…
How to Avoid Manipulation—While Staying Vulnerable
When people who are uncomfortable with conversation see someone really good at it—someone who can read verbal cues, body language, etc.—they feel at odds and weak. They’re afraid that they’ll be manipulated. How do you overcome that fear? If you feel you’re being manipulated by someone, what cues do you watch out for? Chris Hadnagy shares that everyone is vulnerable. As a security consultant and hacker, Chris has sent over 14.5 million phishing emails in…
How to Strategically Use Nonverbal Behavior the Right Way
Nonverbal behaviors (such as facial expressions and body language) are things that we aren’t always consciously aware of. But when negotiators jump on video conferencing, it’s important to continue to be mindful of your nonverbal behavior. In an episode of Negotiations Ninja, Dr. David Matsumoto points out that some people forget they’re on video—or ignore the fact entirely. This can lead to incongruent behavior or giving away information unintentionally because you forget people are watching…
Deep Conversations Close Deals
Many salespeople and negotiators don’t close deals because the other party can tell they don’t care. They can tell it’s just another push to meet a quota. People know when they’re just another checkmark. But what if you employed a different strategy that isn’t a strategy at all? What if you learned to truly care about your prospect? How do we learn to care? In a recent episode of the Negotiations Ninja podcast, Dr. Mark Goulston emphasizes…
How to Have Conversations About the Sacred
Now that you’ve agreed to negotiate, you need to learn what things are sacred to the counterparty. How can you avoid attacking or questioning those areas? When you have to, what do you do? How do you challenge sacred ground? According to Daniel Shapiro, it always comes back to building a relationship. If you want to talk about something deeply meaningful, everyone needs to feel safe. They need to trust the other person. Vulnerability requires…