Throwback Thursday with Jeanette Nyden and Lawrence Kane, Ep #226
Jeanette Nyden and Lawrence Kane are the authors of “The Contract Professional’s Playbook,” geared toward helping procurement professionals perfect their craft. In this throwback episode, they share a performance & outcome-based approach to fit a collaborative negotiation model. They also talk about managing frustration, the changes happening in the procurement world, and the vital importance of performance-based outcomes in the contract. Check it out! (more…)
LISTEN NOWThe Game of Sales with David Perry, Ep #225
David Perry is a sales and business development expert. He’s an industry veteran who understands the game of sales at the top level. David advises world-class brands on how to adapt and get value out of marketing and advertising technology during digital transformations. He’s worked with 100+ companies in various industries, including technology, healthcare, and financial services. He’s also the author of the book “The Game of Sales.” Why “The...
LISTEN NOWThrowback Thursday with Mihai Isman
Do you have experience with negotiating across cultures? Negotiating with different cultures means you’ll run into different beliefs, mindsets, and concepts. Words and phrases can be unique to one culture and interpreter entirely differently in another. Mihai Isman is an expert international negotiator who specializes in overcoming cultural barriers to find a successful resolution for all parties. In this Throwback Thursday episode of Negotiations Ninja, we revisit episode #123 with...
LISTEN NOWThe Purpose of DISCOVER Questions with Deb Calvert, Ep #223
In this episode of Negotiations Ninja, we chat with Deb Calvert about the power of DISCOVER questions. We walk through questions related to data, issues, solutions, consequences, outcomes, value, examples, and rationale. If you want to structure your questions properly, Deb is the person to listen to. She shares some valuable insights for negotiators and sales professionals in this episode. Don’t miss it! (more…)
LISTEN NOWThrowback Thursday with Roger Dooley, Ep #222
In this special Throwback Thursday episode, we jump back to an episode with Roger Dooley. We dissect and discuss the science behind influence and how you can use it to change your negotiations. How can neuroscience, behavior technology, and behavior research be applied to negotiation? Find out in this episode! (more…)
LISTEN NOWThe Role of Data in Negotiation with Susan Walsh, Ep #221
Are you making decisions based on bad data? Do you even know that your data is dirty? Is your data consistent, organized, accurate, and trustworthy (COAT)? According to Susan Walsh—THE Classification Guru—your dirty data could be leading to poor business decisions that cost money and put jobs at risk. So in this episode of Negotiations Ninja, Susan tackles some of the biggest data disasters that procurement should be aware of....
LISTEN NOWThrowback Thursday with Dr. Jennifer Goldman-Wetzler, Ep #220
In this Negotiations Ninja throwback, we look back at #142 with Dr. Jennifer Goldman-Wetzler. In this conversation, we explore all things conflict resolution. It’s human nature for most people to avoid conflict. Dr. Goldman-Wetzler shares why that’s a mistake that must be overcome to be successful with negotiation. She shares her expertise on conflict resolution in this episode. Check it out! (more…)
LISTEN NOWEmploy Creative Problem-Solving in Negotiations with Dr. Josh Weiss, Ep #219
Dr. Josh Weiss spends a lot of time in the conflict realm. He works at the Global Negotiation Initiative, has his own negotiation consulting company, and runs a completely online master’s degree program in leadership and negotiation at Baypath University. The goal of Josh’s book, The Book of Real World Negotiations, was to tell real-life stories to show people the most effective way to negotiate—using creative problem-solving. This book gives real-world,...
LISTEN NOWThrowback Thursday with Paul Watts, Ep #218
Do you believe that planning is the most important part of a negotiation? If so, you’re on the same wavelength as Paul Watts. He believes planning is the most crucial element of negotiations that is so often neglected. In this throwback, we look back at episode #132. We talk about negotiation through the lens of a salesperson. We also talk about the cost of inaction and how to improve your...
LISTEN NOWJacqueline Twillie’s Guide to Help Women Negotiate with Confidence, Ep #217
Jacqueline Twillie points out that women are excellent representational negotiators. When women are negotiating for a team member or family, they give it everything they’ve got. But when it comes to negotiating for themselves, many women struggle. Jacqueline specializes in helping women negotiate with confidence, enhancing the skills so many already have. How does she do it? What is the framework she uses? Listen to this episode of Negotiations Ninja...
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