Negotiations Ninja Podcast – Details, episodes & analysis

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. 

• [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

• “Take Command” by Joe Hart and Michael Crom

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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.

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!

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. 

• [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

• Go to WinMyNegotiation.com for a free 15-page eBook: Crush My Negotiation Worksheet
• Negotiations Ninja episode #231 with Rebecca Zung

• Rebecca’s website
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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.

How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiating with cultures from around the world, I’m chatting with Michael Van Keulen (MVK), the Chief Procurement Officer at Coupa Software. We’re focusing on negotiating with Dutch people. Listen to this episode of Negotiations Ninja to learn the steps you can take to negotiate the right way with the Dutch. 

• [1:45] Learn more about Michael Van Keulen
• [3:21] The Dutch mindset in negotiations
• [6:59] Why are Dutch people so direct? 
• [10:42] How to negotiate with the Dutch
• [13:26] Do the Dutch make decisions quickly? 
• [18:34] How to generate rapport with the Dutch
• [22:27] The Dutch likely speak better English than you
• [26:51] Dutch people are open and welcoming

• Formula 1: Drive to Survive 

• Coupa
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How do you exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after business expert, known for his proven methodology, “The Value Builder System™,” which he created to help entrepreneurs build businesses worth buying. In this throwback episode of Negotiations Ninja, John shares some strategies to help you build and exit your business the way you want!

How do you adjust your mindset before a negotiation? Why is it important to step outside your comfort zone? Why is a connection in a negotiation everything? Melissa Fortunato retired from the FBI after 23 years. She spent her career as a crisis hostage negotiator and did undercover work. Now, she offers negotiation and conflict resolution training. We talk about learning to adjust your mindset when you get uncomfortable in this episode of Negotiations Ninja. 

• [1:48] Learn more about Melissa Fortunato
• [2:47] How to adjust your mindset for negotiation
• [6:32] How Melissa prepared for undercover work
• [10:17] Melissa’s experience working undercover
• [11:42] How to step out of your comfort zone
• [15:42] Focus on the power of connection
• [17:24] Learn to manage your emotions

• Chris Hadnagy
• Influence: The Psychology of Persuasion

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• Alchemy Team
• The Negotiations Collective

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Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that helps women negotiate better salaries. Sadly, Victoria sees a lot of women (and men) make mistakes because they forge ahead too quickly, lured by the promise of stock options. 

During the pandemic, startups had ample funding. They started recruiting from big-name brands with the promise of stock options. But the salaries they offered were often dismal. If you were in that scenario, how should you have negotiated your salary? 

Victoria shares common mistakes CEOs, CFOs, etc. make when negotiating their salaries and what they should be doing to negotiate better salaries in this throwback episode of Negotiations Ninja!