Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it!
Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja.
Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja!
Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques in Ukraine. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone.
It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s going on so we know how to help. Learn more in this episode.
Outline of This Episode
- [2:45] Learn more about Mark Lowther
- [3:47] What Mark is doing in Ukraine
- [4:18] Traveling in and out of Ukraine
- [6:30] Negotiation training in Ukraine
- [8:04] The mistake people make with active listening
- [10:17] Dealing with emotion in a war zone
- [12:43] Adjusting to cultural nuances
- [18:10] Mark’s experience at the Russian checkpoint
- [19:55] Can the Russian-Ukraine Conflict be solved through negotiation?
- [22:18] Dissecting the mind of Putin and understanding his frame of mind
- [26:15] Will the rest of the world step in and intervene in the conflict?
The goal of negotiation training in Ukraine
Mark went to Ukraine with a non-governmental organization to train military, law enforcement, and intelligence officers on negotiation, de-escalation, and non-violent communication strategies and techniques. The bulk of his work has been spent training civilians. Why?
Eastern Ukraine is home to many Russians. In Kyiv and westward, the people are Ukrainian through and through. Certain segments in Eastern Ukraine are sympathetic to Russia (and wouldn’t mind becoming part of Russia).
These two segments of society are at odds with each other, leading to animosity and violence. The goal of his training is to teach mediation techniques to create a dialogue between the two parties.
The mistake people make with active listening
Mark emphasizes that you can’t forget to be a human being. People who are trained in active listening often sound like robots. Active listening skills should complement your basic communication skills, not make you sound scripted.
You have to have an actual conversation and put active listening into play. Mark likes to compare active listening to seasoning. If you don’t season meat, it will be bland. But if you over-season it, it won’t taste good either. It’s all about finding balance.
Dealing with emotion in a war zone
Mark points out that to have any successful negotiation or mediation, you have to understand how each side feels. The people he’s training are going back to Eastern Ukraine or into areas currently occupied by Russia. No one—including trained negotiators—can make good decisions when they’re emotional. You have to control your emotions and take others into account by putting yourself in their shoes.
Years ago, legislation was proposed that would outlaw the use of the Russian language in Ukraine. How would that make you feel if you were born and raised speaking Russian? Can you understand why the people might be upset with the Ukrainian government?
You have to take in everyone’s perspective. You can’t barge in like a bull expecting to change someone’s mind. You need to sit down and have a conversation and listen to their side. Educate yourself before you try winning hearts and minds.
Mark shares more about what’s happening in Ukraine and what everyone can do to help in this episode. Be sure to listen.
Connect with Mark Lowther
- Connect on LinkedIn
Connect With Mark
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- Connect with Mark on LinkedIn
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- Connect on Instagram: @NegotiationPod
What is the best way to change someone’s mind? What’s holding them back from making necessary changes? Jonah Berger wrote the book, “The Catalyst: How to Change Anyone’s Mind” to introduce a revolutionary new approach. Here’s a hint: A catalyst is required to push someone to change. Jonah shares more about his unique approach in this throwback edition of the Negotiations Ninja podcast. Don’t miss it!