THE NEGOTIATIONS
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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:
Episode 16 – Michael Raphael on Negotiating in Asia
SUMMARY Michael Raphael is the chief procurement officer at JLL, a property management firm that is multinational, but he's based out of Asia. With 30 years of sourcing experience, Michael has worked with a number of global multinationals. He has previously led the procurement function for the largest listed property trust in the world, as well as running indirect sourcing for Australia's premier department store. Prior to JLL, he was...
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Episode 15 – Vitold Horodecki on Procurement Is Tough Love
SUMMARY Vitold is the CPO for the America's region for Capgemini (an information services company based out of Paris) and is quickly becoming my favourite Frenchman. Our conversation was focused around the pace of change in technology, and what's required from a procurement and negotiations point of view to keep pace with that change. I'm excited that I was able to get this interview with Vitold as it ties in...
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Episode 14 – Howard Richman on It & Is Negotiation
SUMMARY Howard Richman is the head of global indirect procurement at Citrix Systems. He has developed, negotiated, and executed category strategies for pretty much every indirect category you can think of. Howard has presented at IACCM on both software negotiations and how to run a legal services procurement category. He has led numerous round tables at Procurement Leaders at Marcus Evans CPO events, and was a recent keynote speaker at...
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Episode 13 – Dr. Natalia Wiechowski on Personal Branding and Negotiation
SUMMARY Dr. Natalia Wiechowski is the Middle East's leading edutainer. She is a keynote speaker and personal branding expert who empowers business people to stand out. She builds impressive, positive, personal brands and fast tracks their success online and in everyday life. We walk through how personal branding and negotiation overlap and why personal branding is so important to developing strong negotiation practices and getting great deals. (more…)
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Episode 12 – Tarek Alaruri on Price Transparency in Negotiation
SUMMARY I'm joined by Tarek Alaruri of FairMarkIT.com. We split our discussion and focus on price transparency in the procurement industry, especially around price transparency in negotiation. And then we switch gears and talk about tailspend. 20% of vendors produce 80% of the spend, so what should we focus on optimizing? What about the forgotten 80% of vendors that produce 20% of the spend? It was a super fun conversation....
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Episode 11 – Beth Fisher-Yoshida and Todd Wiesel on Women in Negotiation
SUMMARY In this episode, Beth Fisher-Yoshida and Todd Wiesel talk on the role of women in negotiation. We dive into topics like implicit bias and the systemic issues that women face in the workforce. Beth is a certified clinical sociologist, facilitator, educator, mediator and executive coach. Todd is the managing director at The Negotiation Institute (TNI) and coordinator of the WIN Summit, a conference focused on women and negotiation skills....
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Episode 10 – Anthony Iannarino on Collaboration Between Sales and Procurement
SUMMARY So this podcast is kind of a big deal for me and negotiations.ninja. It's a milestone podcast! Podcast number 10! And I couldn't think of anyone better to celebrate it with than Anthony Iannarino! Anthony is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells...
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Episode 9 – Scout on the Future of Procurement
SUMMARY Stan Garber, Alex Yakubovich and Greg Tennyson can see the future. In this episode we discuss technology's role in procurement and negotiations, where we are, where we're going, how do we get there. Stan and Alex started Scout, which is an intuitive Cloud based platform which encompasses everything from project intake through sourcing pipeline to contract and supplier management, RFX, and reverse auction tools. This conversation blew my mind....
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Episode 8 – Mark Hunter on Asking the Right Questions
SUMMARY The “Sales Hunter” himself, Mr. Mark Hunter, joins us today. Mark is one of the Top 50 Most Influential Sales and Marketing Leaders in the World and as the author of two best-selling books. In this interview we talk about how to negotiate better in a sales context, asking the right questions and we also talk about some of Mark’s failures around negotiation. Mark has conducted thousands of events...
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Episode 7 – Drew Green on Entrepreneurship Negotiation
SUMMARY Drew Green is the CEO of Indochino - the largest bespoke suit retailer in the world. Between 2015 and 2017, Drew increased the market capitalization of Indochino by approximately $200 million. He says focus, dedication and decisiveness are what have led the company to achieving record growth year over year. Execution is everything to Drew. His knowledge on entrepreneurial financing and deal making and how to think about deals...
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