The verdict is in, and Johnny Depp has been declared the victor in the defamation lawsuit against Amber Heard. While it’s no surprise to anyone, and many agree with the verdict, Amber’s team could have done better. When you go to court, you, your witnesses, your experts, and your lawyers are on trial. Amber’s team seemed to have forgotten this simple fact. In episode #295 of Negotiations Ninja, Susan Ibitz shared why Amber’s team struggled…
The Importance of a Sales Process
—How do you warm up a sale? How do you interact with prospects? How do you build rapport? In episode #293 of Negotiations Ninja, Kim Orlesky points out that people have a weird assumption that the sales process is simply picking up the phone and “giving it a go.” But many people don’t realize that there’s a process behind outreach, rapport building, etc. If there isn’t a process, there should be. Why? If you don’t…
How Procurement Can Defend Their Interests in a Market that Favors Suppliers
The one thing that is never disputed is that procurement teams are lean, overburdened, understaffed, and asked to do the work of 2–3 people. Even if you do want to manage spend, you don’t have the time—or team—to do it. FInd out how procurement can defend their interests. Suppliers are taking advantage of procurement whenever possible Suppliers have learned that when the typical contract length is 3–5 years, they can give it all away at…
How Procurement Professionals Should Approach Intellectual Property Negotiations
Extreme boilerplate language in intellectual property clauses such as “Anything you enter the relationship with and create during the relationship is ours” can be concerning. It can raise red flags. And it makes intellectual property negotiations complicated. Legal teams do this to anchor the counterparty for easier negotiations. Understandably, they want to maintain and control the intellectual property coming into and being developed during the engagement. But there are likely things you can learn over the…
How to “Say Less, Get More”
“Say Less, Get More” is Fotini Iconomopoulos’ latest book where she teaches negotiators unconventional ways to get what they want—i.e., say less to get more. But the average person avoids negotiating. Anything that could bruise egos, cause conflict, or make someone feel a sense of loss, can cause people distress. When this happens, Fotini sees people go into flight, fright, or freeze. It makes them tongue-tied and timid. No one wants to feel that way,…