According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once they’ve made their observation, they’ll spend every interaction looking for cues to confirm what they felt (correct or not). So how do you convey trustworthiness? Through nonverbal communication. Dr. Abbie Maroño shares her #1 starting place for appearing more trustworthy through nonverbal communication in this fascinating throwback episode of Negotiations Ninja.

Dale Carnegie is a global training organization with 200 operations in 86 countries. Its instructors teach the Dale Carnegie course following the model he developed over 100 years ago.  Joe Hart took the course as a young lawyer, and it changed the trajectory of his life. He left law and went into business, and the course helped him see a different vision for his future. Joe and Michael Cromm wrote “Take Command” because they were profoundly impacted by the Dale Carnegie principles and program. Joe shares how you can implement some of those principles immediately in this episode of Negotiations Ninja.  Outline of This Episode [1:39] Learn more about Joe Hart[4:27] Self-confidence is a mindset shift[9:12] The importance of building good habits[14:32] Taking command of your relationships[17:20] Why you need to stop criticizing others[20:11] Being an intentional leader Resources & People Mentioned “Take Command” by Joe Hart and Michael Crom Connect with Joe Hart Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

How do you handle stressful conversations? Do you know how you’re likely to react? Do you default to being aggressive or combative? It’s crucial that you understand how you react—i.e. your “style under stress”— in tense situations to change how you show up in the moment. Navigating these conversations is Joseph Grenny’s specialty. He shares where to get started in this throwback episode of Negotiations Ninja.

Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, “Getting to Yes” was the book on negotiation. More recently, “Never Split the Difference” has become the book on negotiation.  The vast majority of people read the top-selling book(s) in a category and think they’re fully educated. That’s just impossible. In this episode of Negotiations Ninja, Andreas Winheller, a negotiation consultant and trainer, shares why no one way is the “best” way.  Outline of This Episode [1:48] Learn more about Andreas Winheller[2:28] The cultural differences at play[4:32] The two main approaches to negotiation[8:47] The economic-grounded negotiation approaches [12:14] Rational versus irrational negotiation[20:18] Account for decision fatigue [25:47] The upcoming training with Gary Noesner Resources & People Mentioned Misbehaving: The Making of Behavioral EconomicsExperiencing Physical Warmth Promotes Interpersonal WarmthExtraneous Factors in Judicial Decisions Connect with Andreas Winheller Connect on LinkedInVerhandlungs Performance Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Every culture has different foundational beliefs. We may recognize the same brands and use the same products worldwide but we behave far differently. Eliane Karsaklian learned this firsthand from living in different countries. In this throwback episode, she shares how negotiating with different cultures has to start with a mindset shift. The best way to see success is through working with an expert in that culture. She shares why that’s the key in this conversation.

How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He’s written several novels and non-fiction, including “Story Worthy.” He owns “Speak Up Storytelling” and “Story Worthy MD” to help people learn to become better storytellers—because everyone has stories to tell, they just don’t know it. He simplifies the story-gathering process in this episode of Negotiations Ninja.  Outline of This Episode [2:33] Learn more about Matthew Dicks[4:30] Everyone has stories to tell[6:20] Speak on theme, message, or meaning[8:30] Homework for life: gathering stories[14:15] Why location and action are important [19:02] How to weave stories into conflict resolution [23:49] How to make sure your stories connect[27:51] Have we lost the art of storytelling?  Resources & People Mentioned Matthew’s “Homework for Life” TedTalkStorytelling Courses & WorkshopsStoryworthyThe MothThe Bluest Eye Connect with Matthew Dicks Matthew’s Website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

One of procurement's roles is to achieve cost savings while balancing the needs of the company. Predictive procurement starts with defining things like: What has to be true for the prediction to be accurateThe level of confidence of the person making the predictionIf something changes, is the prediction invalid? Predicting cost savings isn’t easy. That’s why Edmund Zagorin leverages technology. Learn why you should invest in predictive procurement technology in this throwback episode of Negotiations Ninja.

Logic and rational thinking don’t always work to convince someone to do something. People hear “Storytelling” and think of novels, movies, TV shows, etc. They don’t see it as what it is: A skill. Intuitively, people connect through stories. It’s how we make sense of the world. Storytelling moves someone toward action. And storytelling increases credibility. Mark Carpenter shares how to craft a simple yet compelling story—and shares how they boost your credibility—in this episode of Negotiations Ninja.  Outline of This Episode [2:31] Learn more about Mark Carpenter [4:13] Storytelling increases credibility[7:15] What do great stories include?[10:39] Simplify your storytelling [15:02] How to get comfortable telling stories[17:17] How to turn an experience into a story[20:41] Learn more about Story-catching Resources & People Mentioned  The Hero's Journey: Joseph Campbell on His Life and WorkMaster Storytelling Connect with Mark Carpenter Get Mark’s FREE resource: Story Catcher Master StorytellingConnect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

When it comes to tense emotional situations, getting a commitment from the counterparty can be tough. We know that a commitment usually leads to positive outcomes. So how do we leverage emotion to help people make logical commitments? Svitlana Kalitsun—a Ukrainian negotiation expert and lawyer—shares her thought-process in this throwback episode of Negotiations Ninja.

William Ury is one of the most well-known—and experienced—names in the field of mediation and negotiation. He’s worked around the globe in every circumstance imaginable. In this episode of Negotiations Ninja, we talk about what he’s learned throughout his storied career, including what he’s learned from the failures.  Outline of This Episode [2:43] Learn more about William and his career[5:11] The negotiation that impacted William’s life[8:22] Who influenced William’s career[11:17] What William learned from a failed negotiation [22:23] How artificial intelligence is impacting negotiation [26:28] The art of what’s possible [31:24] What’s next for William  Resources & People Mentioned Possible: How We Survive (and Thrive) in an Age of Conflict Connect with William Ury Connect on LinkedInFollow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

If a conversation with an employee has become a disagreement and you can’t seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja.

Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the line to make this deal a reality in this episode of Negotiations Ninja.  Outline of This Episode [1:58] Learn more about Mario Martinez[3:32] Laying the foundation for the deal[12:10] Negotiating the $46 million deal Connect with Mario Martinez Connect on LinkedInVengresoFlyMSGThe Modern Selling Podcast Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there’s one underlying theme: empathy. Developing true empathy for the other party—though exceedingly difficult—can sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja.

Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He’s been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when you’re hit with the realization dictates whether or not you’ll become a competent negotiator. Learn more in this intriguing episode of Negotiations Ninja.  Outline of This Episode [2:05] Learn more about Keld Jensen[3:33] Why most negotiators are unconsciously incompetent [8:56] How do you tell if you’re losing a negotiation?[13:32] Negotiating how to negotiate[19:03] The use of artificial intelligence in negotiation  Resources & People Mentioned Getting to Yes: Negotiating Agreement Without GivingNever Split the DifferenceThe Trust Factor Connect with Keld Jensen Keld’s NEW book: Negotiation EssentialsKeld’s WebsiteConnect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Scope of work clauses aren’t technically complex or complicated. But they’re where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja.

Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.  Outline of This Episode [2:20] Learn more about Justin Michael[6:10] Anchoring in negotiation[9:49] Can you anchor too high?[15:03] Is it a matter of confidence?[16:33] How to persuade a C-level individual [19:19] Sales is the transference of belief[22:30] People buy emotionally and rationalize with logic[27:24] Be selective about your clients[30:29] Learn more about Justin’s new book Resources & People Mentioned Tech-Powered Sales: Achieve Superhuman Sales SkillsSales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline GrowthJustin Michael Method 2.0The JOLT Effect Connect with Justin Michael Connect on LinkedInFollow on TwitterJustin’s Substack Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Have you ever heard a counterpart say, “This is how we’ve always done it” when they don’t want to make a change? How can you help them move beyond their argument to see the potential of your solution? Help them see the “precedent” or characteristics from past positive outcomes that will be the same for them. Learn how to do just that in this throwback episode of Negotiations Ninja with Joel Trachtman.

How do you negotiate the purchase of a vineyard or winery? What intangibles do you need to consider? According to James Cluer, vineyards hold different values to different people depending on different things. What makes James qualified to address this unique subject?  James has been in the wine industry for 30+ years in multiple countries with multiple vineyards. He runs “Fine Vintage” with 20 wine schools across North America. He also runs a wine tourism business, taking people on trips around the world. James has earned the “Master of Wine” designation, achieving the highest standard of professional knowledge in the world.  James has also been involved in numerous vineyards, wineries, and brand acquisitions. He shares his expertise on buying a vineyard in this episode of Negotiations Ninja!  Outline of This Episode [1:46] Learn more about James Cluer[3:53] Why do you want to buy a winery?[6:40] Buying a winery: Negotiating the intangibles[11:46] Why finding the right site is important[18:45] Buy a winery or start from scratch?[21:10] Due diligence in the wine industry [25:30] Why you should plan before buying  Connect with James Cluer Email James at James@FineVintageLTD.comFine Vintage LTD Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In episode #309, the CEO and Chief Sales Trainer at the Hoffeld Group, David Hoffeld, dives into how to leverage social proof to your benefit. David also covers what to do if you trigger reactance. According to David, reactance is “Psychological arousal that occurs when you perceive your ability to freely choose is being restricted by another person.” When you’re told you can’t do something, you want to do it even more. But triggering reactance in someone reduces your ability to influence them. Find out how you counteract the psychological phenomenon in this throwback episode of Negotiations Ninja!

Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likability, authority, and trust. They can’t always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell will share how to do just that in this episode of Negotiations Ninja. Outline of This Episode [1:26] Learn more about Ian Campbell[2:13] How value fits in the sales funnel[5:39] How to structure value in your funnel [7:24] Definitions of benefits, MPB, ROI etc. [10:37] Translating benefit(s) to ROI[16:57] Ian’s experience in the Ferrari Challenge series Connect with Ian Campbell The Value Sale: How to Prove ROI and Win More DealsConnect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja