The role of psychology in negotiation is quite fascinating. Understanding how the human brain works can lend you key insights into understanding the human psyche. Humans experience a variety of emotions—especially in the negotiation process—and acknowledging those emotions is one of the best ways to overcome them. Kwame Christian was featured on episode 135 of Negotiations Ninja and one of the topics covered in the episode was how our brains function. In Kwame’s book,…
Handling High-Stakes Negotiations in Times of Crisis
It’s safe to say that the Coronavirus pandemic is a time of crisis for most businesses. The stakes are high—in some cases, the very survival of businesses—and it’s important to handle these high-stakes negotiations the right way. On a recent episode of Negotiations Ninja, I was joined by negotiations experts Gary Noesner and Allan Tsang (with negotiator Shane Ray Martin kind enough to moderate) to answer questions about the challenges negotiators are facing. …
Negotiation Strategy and Planning From the Lens of a Sales Professional
Paul Watts joined me in an episode of Negotiations Ninja to talk about negotiation strategy and planning. His unique perspective as a seasoned sales professional is a welcome change of pace. He shared some techniques that he uses in his career that can help you become a better negotiator. What are they? The old adage: practices makes perfect Simple advice—but one of THE best ways Paul has found to improve your skills. Paul says…
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 Manage Your Emotions to Maintain Credibility as a Negotiator
In order to be an effective negotiator, you have to learn how to manage your emotions to maintain your credibility. You can’t let emotions drive the process and most certainly can’t take things personally—or the conversation will go south quickly. Josh King recently joined me on the Negotiations Ninja podcast to discuss negotiations and the tactics he’s learned over the years to manage emotions. It’s okay to take a step back from a negotiation …