THE NEGOTIATIONS
Podcast
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How to Successfully Negotiate with Narcissists per Rebecca Zung, Ep #231Why Your BATNA is the Key to Negotiation Planning with George Siedel, Ep #361Episode 43 – Never Split the DifferenceAlso available on:
Building An A.I. Powered Negotiation and Procurement Chain, with Kevin Frechette and Tarek Alaruri Ep #106
Procurement chains become increasingly complex the larger an organization becomes, which means that many gaps occur that cost the organization money rather than saving it. Valuable, cost-saving data is missed or lost, processes are elongated, and inefficiencies grow. A.I. and Machine Learning are tools that can be used to address these issues and many others. It’s up to us as the procurement professionals in our organizations to open our minds...
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How The Negotiation Process Is Like Poker with Mike Caro, Ep #105
The negotiations process can seem mysterious and difficult to those looking on from the outside, but Mike Caro says that it’s made up of the same principles and psychological dynamics that everyday life situations contain. Interestingly enough, Mike has developed that belief as one of the world’s foremost authorities on the game of Poker. It’s a tremendous offer to be able to present this conversation with Mike, who’s in seclusion...
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Influencing Skills of a Suicide Hotline Volunteer and Sales Professional, with Shane Martin, Ep #104
Everyone involved in sales, procurement, or negotiations of any type needs to develop the influencing skills that make them effective. We are all influencers in one way or another (for bad or good) and intentional focus on making those innate skills work for us can have great results. Shane Martin reached out to me because he has found that the same influencing skills he uses in his sales career are...
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Overcoming Adversity And Kicking Ass, with Molly Bloom, Ep #103
If you haven’t heard Molly Bloom’s story you’re missing an incredible lesson in overcoming adversity. You could say she made her own bed—and she’d agree with you. The legal trouble she got into bears it out as well. What did she get into hot water over? She was involved in organizing and managing high-stakes poker games for high-profile and high net worth individuals and she stepped over a legal line....
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Tips For Negotiating Venture Capital Financing with Alex Yakubovich and Stan Garber, Ep #102
Stan Garber and Alex Yakubovich have sought venture capital financing more than once and each time they’ve done it, the stakes have been higher. Their most recent round of investment for Scout RFP has drawn the attention of companies like Workday and Salesforce. That’s not only a huge boost of confidence for them but also a good sign of how effectively these two guys are at building the relationships that...
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Negotiation Questions That Win And How To Use Them, Ep #101
There are few people I know who are as competent and smart about how the negotiation questions we use impact the way the conversation goes than Dan Oblinger. Dan’s experience as a hostage negotiator coupled with his drive to understand the impact of deep listening is at the root of this superpower. He’s a fount of nuanced knowledge and he shares it so generously during this conversation. (more…)
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Applying Negotiating Power In Powerful Ways with Robert Greene, Ep #100
It’s an extreme pleasure to speak with a person as thoughtful and well-versed in topics pertinent to negotiation as Robert Greene. He’s a prolific author who’s penned works that inform and highlight the timeless principles behind great leadership, negotiation power, and influence. In this conversation, we discuss why power is not always built on bad motives, why using misdirection and masked intentions can be beneficial to negotiators, how predictability is...
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How To Get The Meeting, with Stu Heinecke Ep #99
The skills required to be a great negotiator are also powerful tools in the arsenal when it comes to getting the meeting with the decision-makers on your list of prospects. Both require savvy, knowledge, and people skills that go beyond the ordinary tactics most salespeople and negotiators are willing to employ. Stu Heinecke explains how those who are willing to go outside the normal channels and to use unorthodox but...
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How To Use Social Hacking In Negotiation with Chris Hadnagy, Ep #98
When you hear the term “social hacking” you might think of a covert, manipulative way of prying into someone’s life. That’s not at all what we’re talking about when we apply the term to negotiation. Social hacking is an approach to information gathering that comes from the discipline known as “Social Engineering.” That's a field that my guest, Chris Hadnagy has become known for. (more…)
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The Science Of Influence For Negotiation & Procurement with Roger Dooley, Ep #97
SUMMARY The science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology,...
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