Negotiations Ninja Podcast

Mark Raffan

Interviewing the best negotiators in the world, we explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success. read less
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The Infinite Game in Negotiation with Dr. Josh Weiss, Ep #363
Today
The Infinite Game in Negotiation with Dr. Josh Weiss, Ep #363
When people think of negotiation—especially in Western cultures—they often think in finite terms. In a finite game, the rules are fixed until there’s a winner. In an infinite game, the rules change during play. It’s done so to bring as many people as possible into the play. The purpose of the infinite game is that things aren’t just about transactions or deals but revolve around a higher purpose. How does this apply to negotiation? It’s about the relationship you develop with the people you’re negotiating with. The higher purpose isn’t a singular deal. Your next best customer is continuing to do business with the current one. When you’re thinking in infinite game terms, that’s the angle you take.  In this episode of Negotiations Ninja, Dr. Joshua Weiss shares more about how to embrace the infinite mindset in negotiation. Once you do, it changes the way you view everything. Listen to the episode to find out why! Outline of This Episode [2:24] Learn more about Josh Weiss[4:09] What is the infinite mindset?[7:50] Is there room for both mindsets?[9:30] Is there resolution in an infinite game?[14:25] Improving your adaptability in a negotiation[17:50] Three ways to measure adaptability[29:27] Check out Josh’s children’s books Resources & People Mentioned Dr. McFiddle’s Brilliant Book of Creative Conflict Potions and Other Magical ThingsFinite and Infinite Games by James CarseThe Infinite Game by Simon SinekThe Art of Negotiation by Michael WheelerGood to Great by Jim Collins3 Ways to Measure Your Adaptability Connect with Josh Weiss The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily LifeConnect 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
The Infinite Game in Negotiation with Dr. Josh Weiss, Ep #363
Today
The Infinite Game in Negotiation with Dr. Josh Weiss, Ep #363
When people think of negotiation—especially in Western cultures—they often think in finite terms. In a finite game, the rules are fixed until there’s a winner. In an infinite game, the rules change during play. It’s done so to bring as many people as possible into the play. The purpose of the infinite game is that things aren’t just about transactions or deals but revolve around a higher purpose. How does this apply to negotiation? It’s about the relationship you develop with the people you’re negotiating with. The higher purpose isn’t a singular deal. Your next best customer is continuing to do business with the current one. When you’re thinking in infinite game terms, that’s the angle you take.  In this episode of Negotiations Ninja, Dr. Joshua Weiss shares more about how to embrace the infinite mindset in negotiation. Once you do, it changes the way you view everything. Listen to the episode to find out why! Outline of This Episode [2:24] Learn more about Josh Weiss[4:09] What is the infinite mindset?[7:50] Is there room for both mindsets?[9:30] Is there resolution in an infinite game?[14:25] Improving your adaptability in a negotiation[17:50] Three ways to measure adaptability[29:27] Check out Josh’s children’s books Resources & People Mentioned Dr. McFiddle’s Brilliant Book of Creative Conflict Potions and Other Magical ThingsFinite and Infinite Games by James CarseThe Infinite Game by Simon SinekThe Art of Negotiation by Michael WheelerGood to Great by Jim Collins3 Ways to Measure Your Adaptability Connect with Josh Weiss The Book of Real-World Negotiations: Successful Strategies From Business, Government, and Daily LifeConnect 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
The Limitation of Liability Clause Simplified, Throwback with Jeanette Nyden, Ep #362
4d ago
The Limitation of Liability Clause Simplified, Throwback with Jeanette Nyden, Ep #362
Why does the limitation of liability clause exist? How does it work? Is there a way you can simplify the process of building it out in the negotiation? Contract and negotiation expert Jeanette Nyden shares her extensive knowledge of limitation of liability clauses in this throwback episode of the Negotiations Ninja podcast!
Why Your BATNA is the Key to Negotiation Planning with George Siedel, Ep #361
1w ago
Why Your BATNA is the Key to Negotiation Planning with George Siedel, Ep #361
George Siedel—a Professor at the University of Michigan—wrote a great book called, “Negotiating for Success: Essential Strategies and Skills,” in which he shares the importance of planning. He believes so strongly in planning that he gives away numerous negotiation planning tools for free.  In this episode of Negotiations Ninja, we cover planning in negotiation, the 4th and 5th key numbers for financial consideration, and how to understand and consider life goals when it comes to dispute resolution. George shares a shocking story at the end of this episode that you can’t miss.  Outline of This Episode [2:05] Learn more about Professor George Siedel[3:55] How should we plan for a negotiation?[8:17] Is negotiation required in all circumstances?[10:47] The five key numbers in a financial negotiation [13:49] Why you need to prioritize your BATNA[16:25] Is overconfidence detrimental to a negotiation?[18:49] Considering your life goals Resources & People Mentioned FREE Negotiation Planning ToolsNegotiating for Success: Essential Strategies and Skills Connect with George Siedel 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
Ask and You’ll Receive, Throwback with Jean-Nicolas Reyt, Ep #360
May 18 2023
Ask and You’ll Receive, Throwback with Jean-Nicolas Reyt, Ep #360
Jean-Nicolas Reyt—a negotiation professor at McGill University—teaches his students a simple and practical way to negotiate: Ask and you’ll receive. If you don’t ask, you won’t get what you want. But why do so many students struggle to ask? Why do they decide they’re satisfied with a subpar deal? Jean-Nicolas dissects the phenomenon of compliance in this throwback episode of Negotiations Ninja.
The Cost of Not Listening in Negotiation with Christine Miles, Ep #359
May 15 2023
The Cost of Not Listening in Negotiation with Christine Miles, Ep #359
What does it cost people and organizations not to listen? Are you solving the wrong problems? Or worse, are you losing relationships, customers, and potential opportunities? The cost of not listening could cripple you and your organization. Christine Miles joins me in this episode of Negotiations Ninja to address that very problem.  Christine Miles is the founder and CEO of EQuipt, a “Training and consulting company that helps organizations grow sales, develop people, and create cultures of understanding.” Ultimately, they help equip people with the skills they need to elevate their EQ. Listening is the foundation of the house. Without it, you can’t build emotional intelligence.  Outline of This Episode [1:45] Learn more about Christine Miles[2:35] The cost of not listening[4:00] Are you solving the wrong problems? [5:38] Why people struggle to listen[7:08] What is transformational listening? [9:10] How to become present in listening[12:30] Stop asking leading questions[14:02] “Take me back to the beginning”[18:31] The unwillingness to go deeper  Resources & People Mentioned What Is It Costing You Not To Listen: The Power of Understanding to Connect, Influence, Solve & Sell Connect with Christine Miles EQuiptConnect 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
The End Result of Negotiating, Throwback with Jean-Nicolas Reyt, Ep #358
May 11 2023
The End Result of Negotiating, Throwback with Jean-Nicolas Reyt, Ep #358
Why do young people hesitate to negotiate? They need to be able to advocate for themselves, yet many hesitate to speak up. Jean-Nicolas Reyt, an assistant professor of organizational behavior at McGill University, is passionate about helping students become assertive. He teaches that the end result of negotiating is almost always better than not trying. Jean-Nicolas is chock full of advice that everyone can use to become better negotiators.
Relationship-Building Might Just be the Key to Successful Negotiations per Romina Muhametaj, Ep #357
May 8 2023
Relationship-Building Might Just be the Key to Successful Negotiations per Romina Muhametaj, Ep #357
How important is relationship-building in negotiations? Can you have a relationship yet still be direct without negatively impacting said relationship? Romina Muhametaj—A Sales Manager and Consultant—believes that relationship-building is the key to moving one’s career forward and closing more sales. She shares why in this episode of Negotiations Ninja!  Outline of This Episode [1:35] Learn more about Romina Muhametaj[2:31] Building relationships before negotiating [4:09] Apples, oranges, and coconuts[6:40] Can you be direct in a relationship?[8:11] Why you can’t use the same tactics in every deal[10:00] What happens once the deal is sealed? [13:17] Why you need to overcome your emotions Connect with Romina Muhametaj Connect with RominaCoffee with RominaConnect 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
Be Ready, Relatable, and Reasonable in Negotiation (Throwback with Lynn Price) Ep #356
May 4 2023
Be Ready, Relatable, and Reasonable in Negotiation (Throwback with Lynn Price) Ep #356
When you approach a negotiation, you need to be ready, relatable, and reasonable. You have to be ready—do your research so that nothing surprises you. People help people they like, so it helps if you’re relatable. Lastly, you need to focus on finding solutions and be reasonable. Lynn Price believes that if you focus on being ready, relatable, and reasonable, you’ll see far more successful negotiations. She goes into detail on this topic in throwback episode #356!
The Introvert’s Edge = Processes with Matthew Pollard, Ep #355
May 1 2023
The Introvert’s Edge = Processes with Matthew Pollard, Ep #355
Matthew Pollard wrote “The Introvert’s Edge” to help the average introvert learn that their path to success will look different than an extrovert’s. Systems and processes will allow introverts to succeed, excel, and dominate their market. Introverts can only do so well “winging it.” In this episode of Negotiations Ninja, Matthew shares that when you focus on methodology and consistency, you end up the best in the business. Matthew jokes that he was an introverted kid with no right being in sales. But he went on to become the #1 salesperson in his company. Since then, he’s started his own business and has been responsible for five multi-million dollar success stories. Now he teaches the world how to obtain rapid growth, how to tell stories, and how to nail their messaging in their niche.  Outline of This Episode [1:34] Learn more about Matthew Pollard[3:25] Why do introverts struggle with sales and negotiations?[6:52] Approaching the development of a system and process[12:34] Why processes help introverts gain control[19:55] How to plan and practice stories  Resources & People Mentioned IntrovertUHarnessing the Power of StoriesGet the first chapter of Matthew’s sales book for FREE Connect with Matthew Pollard Rapid Growth®Watch on YouTubeConnect on LinkedInFollow on TwitterThe Introvert's EdgeThe Introvert’s Edge to Networking Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja
The Dos and Don’ts of Negotiating with Narcissists, Throwback with Rebecca Zung, Ep #354
Apr 27 2023
The Dos and Don’ts of Negotiating with Narcissists, Throwback with Rebecca Zung, Ep #354
Did you know that 1% of the population could be diagnosed as a narcissist? We’ve all likely interacted with someone who we’d classify as a narcissist. But what do you do when you’re forced to negotiate with a narcissist? Should you change your negotiation strategy? According to Rebecca Zung—one of the Top 1% of attorneys in the nation—the answer is a resounding yes. She shares how to navigate negotiating with narcissists in this throwback episode of Negotiations Ninja!
Nikki Rausch’s Strategy to Overcome the Fear of Rejection, Ep #353
Apr 24 2023
Nikki Rausch’s Strategy to Overcome the Fear of Rejection, Ep #353
Nikki Rausch “The Sales Maven” teaches salespeople how to have more effective sales conversations while maintaining rapport and keeping the relationship intact. She also teaches how to overcome the fear of rejection by fundamentally changing the way you view sales: It’s something you do with someone, not to them. Learn how to shift your mindset to overcome fear in this episode of Negotiations Ninja.  Outline of This Episode [1:23] Learn more about Nikki Rausch[1:45] Maintaining rapport while selling[3:14] Nikki’s strategy for overcoming rejection [8:21] Why stories are powerful in B2B sales[10:56] Salespeople are guides—not heroes[13:23] The importance of questions in sales Resources & People Mentioned Get Nikki’s “Closing the Sale” eBook for FREE Connect with Nikki Rausch Nikki’s websiteThe Sales Maven PodcastConnect with Nikki 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
Tactics to Get What You Want (Throwback with Simon Rycraft), Ep #352
Apr 20 2023
Tactics to Get What You Want (Throwback with Simon Rycraft), Ep #352
How do you get what you want in a negotiation? How do you be more persuasive? Simon Rycraft wrote “Negotiation Hacks: Expert Tactics To Get What You Want,” to lay out the strategies, skills, and approaches needed to get what you want. In this throwback episode of Negotiations Ninja, Simon covers some of the tactics he lays out in his book and how to make them work for you. Check it out!
Combating Fear with Courage with Mala Subramaniam, Ep #351
Apr 17 2023
Combating Fear with Courage with Mala Subramaniam, Ep #351
How do you combat fear with courage? How does your ego build walls in negotiations? And why, when you’re in a negotiation, should you only say something if you believe it? Mala Subramaniam—an Executive Coach, Author, and Speaker—has taught thousands of people the art of communication in negotiation. In this episode of Negotiations Ninja, Mala shares the #1 way you can combat fear in negotiation.  Outline of This Episode [1:38] Learn more about Mala Subramaniam[4:12] Combating fear with courage[7:56] How ego affects negotiations[11:11] You have a responsibility…[13:33] Only say it if you believe it[16:55] Do you open yourself up to manipulation?[20:50] A conversation about ageism  Connect with Mala Subramaniam Mala’s websiteEmail Mala at Mala(at)mktinsite.comConnect on LinkedInBeyond Wins: Eastern Mindset for Success in Daily Business Negotiations Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja
Want to Win More Deals? Be Likable (Throwback with Joe Valley), Ep #350
Apr 13 2023
Want to Win More Deals? Be Likable (Throwback with Joe Valley), Ep #350
Joe Valley is a serial entrepreneur and partner at Quiet Light Brokerage. He’s also an expert at building sellable companies. He’s also learned the secret to winning more deals: Don’t be an a–hole. The people who win more deals do their research, carry intelligent conversations, and are polite, professional, and likable. Why are these qualities so important? Joe Valley covers the topic in detail in this throwback episode of the Negotiations Ninja podcast!
5 Ways to Use Elicitation in Negotiation with Jack Shafer, Ep #349
Apr 10 2023
5 Ways to Use Elicitation in Negotiation with Jack Shafer, Ep #349
Jack Shafer spent much of his career in counterintelligence in the FBI. In this episode of Negotiations Ninja, we’ll discuss topics from Jack’s newest book, “The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth” We talk about the concept of elicitation, presumptive statements, how to shift power dynamics in the conversation—and how to use it them in business negotiations. Don’t miss this fascinating look into the inner workings of a spy’s career.  Outline of This Episode [2:14] Learn more about Jack Shafer[2:55] Technique #1: Presumptive Statements[8:30] How to shift power in a negotiation[11:08] The use of time in a negotiation[13:12] Who has the authority?[15:04] Technique #2: Use the phrase “I’ll bet…”[18:11] Uncovering your counterpart’s objections[20:23] Technique #3: Bracketing[22:19] Technique #4: Reported Facts[24:00] Technique #5: The Well Technique  Resources & People Mentioned Turning on the Like Switch with Jack Shafer, Ep #61 Connect with Jack Shafer The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the TruthThe Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja
Mastering Personal Negotiations, Throwback with Deborah Kolb, Ep #348
Apr 6 2023
Mastering Personal Negotiations, Throwback with Deborah Kolb, Ep #348
Do you excel when you’re negotiating for your company but struggle to negotiate successfully for yourself? Is it because you lack clarity on exactly what you’re negotiating for? Or do you feel too emotionally involved to think clearly?  You have to be able to communicate your value and articulate why you deserve what you’re asking for. Deborah Kolb—an expert in negotiation, leadership, and gender issues—shares how you can change your mindset to master personal negotiations in this throwback episode of Negotiations Ninja.
Contract Redlining Etiquette with Nada Alnajafi, Ep #347
Apr 3 2023
Contract Redlining Etiquette with Nada Alnajafi, Ep #347
How do you use a contract to drive negotiations forward? How can redlines help you save time? What is the importance of internal alignment to contract negotiation? I had an incredible discussion with Nada Alnajafi about contract redlining etiquette in this episode of Negotiations Ninja.  Nada has been practicing law for over 12 years and is currently corporate counsel for Franklin Templeton. Nada recently wrote “Contract Redlining Etiquette,” which focuses on using smarter redlining practices to drive contract negotiation forward. This is a book all contract professionals need to read. She covers some important concepts from her book in this episode. Don’t miss it! Outline of This Episode [2:10] Learn more about Nada Alnajafi[3:37] Get on the same page about the redlining process[5:36] Proper etiquette with redlining + comments[8:23] Working with outside counsel on contracts[11:34] Why I despise separating commercial from legal[12:38] Using redlining to make negotiations more efficient[15:27] The operational implications of what you’re contracting for[18:23] The impact of artificial intelligence on the redlining process[20:39] How Nada handles “hidden redlines” in contracts Resources & People Mentioned Nada’s Book: Contract Redlining EtiquetteNavigating the Limitation of Liability Clause with Jeanette Nyden, Ep #256 Connect with Nada Alnajafi Nada’s WebsiteContract NerdsConnect 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 to Masterfully Manage Differing Beliefs, Throwback with Richard Shell, Ep #346
Mar 30 2023
How to Masterfully Manage Differing Beliefs, Throwback with Richard Shell, Ep #346
You’ve gotten to a place where you point-blank asked someone what their values are. You have the answer—but it wasn’t the one you were looking for. It’s clear that you have differing beliefs. Now you’re at a crossroads: What do you do? You can’t persuade someone to change their beliefs. Negotiating over differing beliefs is a far different process than negotiating over interests. You can’t just say “Let’s split the difference” or you’ll insult them. You can provide arguments, evidence, justifications, rationales, stories, etc. but will it make an impact?  Author and Professor G. Richard Shell dives into this complicated topic in this throwback episode of Negotiations Ninja. Don’t miss it!
Negotiating with Narcissists per Rebecca Zung, Ep #345
Mar 27 2023
Negotiating with Narcissists per Rebecca Zung, Ep #345
How do you know when you’re dealing with a narcissist? How is negotiating with a narcissist different from negotiating with a rational person? What do you need to do to not only prepare for your negotiation but win it? Rebecca Zung—one of the best lawyers in America—shares what negotiating with narcissists is like in this episode of Negotiations Ninja.  Outline of This Episode [2:15] Learn more about attorney Rebecca Zung[3:55] The definition of a narcissist/narcissistic behaviors [9:20] What got Rebecca interested in narcissism?[16:22] What it’s like negotiating with a narcissist [20:13] How to create leverage with a narcissist[23:56] Why you have to focus on yourself Resources & People Mentioned Go to WinMyNegotiation.com for a free 15-page eBook: Crush My Negotiation WorksheetNegotiations Ninja episode #231 with Rebecca Zung Connect with Rebecca Zung Rebecca’s websiteWatch on YouTubeConnect 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
Why You Must “Dare to Care” with David Perry, Ep #344
Mar 23 2023
Why You Must “Dare to Care” with David Perry, Ep #344
David Perry is a sales and business development expert and the author of the book “The Game of Sales.” David wanted to share everything he learned from working with Adobe, Amazon, Google, and IBM and arm readers to overcome the “inner game” they face when they negotiate.  A lot of someone’s success comes down to the concept “Dare to care.” Caring is a quality that top salespeople have. Many books only focus on tactics and strategy—very few focus on caring. David shares his thoughts on “Daring to care” in this throwback episode of Negotiations Ninja.