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- Per-Episode Audience
Est. listeners per new episode within ~30 days
1,001 - 10,000 - Monthly Reach
Unique listeners across all episodes (30 days)
5,001 - 25,000 - Active Followers
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501 - 5,000
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Recent episodes
How to Appear More Trustworthy through Nonverbal Communication, Throwback with Dr. Abbie Maroño, Ep #446
Mar 28, 2024
Unknown duration
Take Command of Your Mindset with Joe Hart, Ep #445
Mar 25, 2024
Unknown duration
What is Your Style Under Stress? Throwback with Joseph Grenny, Ep #444
Mar 21, 2024
Unknown duration
The Right Way to Negotiate with Andreas Winheller, Ep #443
Mar 18, 2024
Unknown duration
The Key to Negotiating with Different Cultures with Eliane Karsaklian, Ep #442
Mar 14, 2024
Unknown duration
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| Date | Episode | Description | Length | ||||||
|---|---|---|---|---|---|---|---|---|---|
| 3/28/24 | How to Appear More Trustworthy through Nonverbal Communication, Throwback with Dr. Abbie Maroño, Ep #446 | 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. | — | ||||||
| 3/25/24 | Take Command of Your Mindset with Joe Hart, Ep #445 | 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: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 3/21/24 | What is Your Style Under Stress? Throwback with Joseph Grenny, Ep #444 | 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. | — | ||||||
| 3/18/24 | The Right Way to Negotiate with Andreas Winheller, Ep #443 | 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 Economics Experiencing Physical Warmth Promotes Interpersonal Warmth Extraneous Factors in Judicial Decisions Connect with Andreas Winheller Connect on LinkedIn Verhandlungs Performance Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 3/14/24 | The Key to Negotiating with Different Cultures with Eliane Karsaklian, Ep #442 | 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. | — | ||||||
| 3/11/24 | How to Gather Stories with Matthew Dicks, Ep #441 | 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" TedTalk Storytelling Courses & Workshops Storyworthy The Moth The Bluest Eye Connect with Matthew Dicks Matthew's Website Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 3/7/24 | Predictive Procurement with Edmund Zagorin, Ep #440 | 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 accurate The level of confidence of the person making the prediction If 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. | — | ||||||
| 3/4/24 | How Storytelling Increases Credibility per Mark Carpenter, Ep #439 | 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 Work Master Storytelling Connect with Mark Carpenter Get Mark's FREE resource: Story Catcher Master Storytelling Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 2/29/24 | Emotional vs. Logical Commitments, Throwback with Svitlana Kalitsun, Ep #438 | 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. | — | ||||||
| 2/26/24 | Lessons Learned from a Failed Negotiation with William Ury, Ep #437 | 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 LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
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| 2/22/24 | Communicating through Disagreements, Throwback with Debra Roberts, Ep #436 | 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. | — | ||||||
| 2/19/24 | How Mario Martinez Negotiated a $46 Million Deal, Ep #435 | 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 LinkedIn Vengreso FlyMSG The Modern Selling Podcast Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 2/15/24 | Is Empathy the Key to Successful Crisis Negotiation? Throwback with Dr. Andy Young, Ep #434 | 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. | — | ||||||
| 2/12/24 | Are You an Unconsciously Incompetent Negotiator? Keld Jensen Weighs In, Ep #433 | 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 Giving Never Split the Difference The Trust Factor Connect with Keld Jensen Keld's NEW book: Negotiation Essentials Keld's Website Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 2/8/24 | Jeanette Nyden Uncomplicates Scope of Work, Throwback, Ep # 432 | 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. | — | ||||||
| 2/5/24 | Anchoring in High-Stakes Negotiations with Justin Michael, Ep #431 | 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 Skills Sales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline Growth Justin Michael Method 2.0 The JOLT Effect Connect with Justin Michael Connect on LinkedIn Follow on Twitter Justin's Substack Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 2/1/24 | How to Argue Precedent in Negotiations, Throwback with Joel Trachtman, Ep #430 | 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. | — | ||||||
| 1/29/24 | Buying a Vineyard: Negotiating the Intangibles with James Cluer, Ep #429 | 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.com Fine Vintage LTD Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 1/25/24 | What Do You Do When You Trigger Reactance? Throwback with David Hoffeld, Ep #428 | 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! | — | ||||||
| 1/22/24 | Mastering the Value Sale with Ian Campbell, Ep #427 | 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 Deals Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 1/18/24 | Negotiation Training in Wartime, Throwback with Mark Lowther, Ep #426 | Mark Lowther was a SWAT Crisis/Hostage Negotiator and is currently an international instructor for negotiation. He spent time in Ukraine in 2022, teaching mediation, dispute resolution, and hostage negotiation techniques. He worked with mostly civilians, teaching them how to engage in dialogue to avoid escalating to disputes. In this throwback episode of Negotiations Ninja, Mark gave us a firsthand look at what was happening in the war zone. As the war between Russia and Ukraine still wages, we can't forget about the lives that continue to be impacted. | — | ||||||
| 1/15/24 | Finding Success by Being Customer-Obsessed with Alex Yakubovich and Stan Garber, Ep #425 | What have Alex Yakubovich and Stan Garber learned from founding and successfully exiting their own companies? Being customer-obsessed is the key to success. It's the mindset they're embracing in their newest venture, Levelpath. Alex and Stan share how being customer-obsessed has shaped their past successes and their current project in this episode of Negotiations Ninja. Outline of This Episode [2:35] Learn more about Alex Yakubovich and Stan Garber [4:10] Why being customer-obsessed works for them [7:02] Don't fake caring about your customers [12:22] Learn more about their latest venture: Levelpath [21:49] Their vision for the future of Levelpath [25:12] What should the future of procurement look like? Resources & People Mentioned Levelpath Connect with Alex Yakubovich and Stan Garber Connect with Alex on LinkedIn Connect with Stan on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 1/11/24 | How Body Language Can Reveal Lies, Throwback with Susan Ibitz, Ep #424 | The Depp vs. Heard trial garnered media attention for months in 2022. Ultimately, Heard was found guilty of defamation and the jury awarded Depp $15 million in damages. Susan Ibitz knew that the jury would swing in favor of Depp. Just how did she know? Amber wasn't likable, warm, or believable. She lied. It was written all over her body language. Susan shares what she looked for and how she knew Amber was lying in this fascinating throwback episode of Negotiations Ninja. | — | ||||||
| 1/8/24 | Navigating the World of SaaS Renewal Negotiations with Adam Mansfield, Ep #423 | How do you prepare for SaaS renewal negotiations? How can strategic enterprise customers deploy and help increase their negotiation leverage? Adam Mansfield has the necessary knowledge to help you walk through the process and arm yourself with everything you need to know to succeed in million-dollar SaaS negotiations. He shares his expertise in this episode of Negotiations Ninja. Outline of This Episode [1:46] Learn more about Adam Mansfield [3:41] How to prepare for a SaaS renewal negotiation [14:36] Arm your senior leadership with information [21:10] How to leverage new products to get a "deal" [26:04] How salespeople are typically compensated [29:09] How to manage the sales side of the negotiation Connect with Adam Mansfield Connect on LinkedIn UpperEdge Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja | — | ||||||
| 12/21/23 | Rags-to-Riches: Shaahin Cheyene's Rise to Millionaire, Ep #422 | Shaahin Cheyene, the founder and president of Accelerated Intelligence, is known for being an Amazon Guru. He's spent the last two decades helping others leverage the platform to find success. But before he built his Amazon empire, he led a rag-to-riches story that you have to hear to believe. Hear his fascinating story in this throwback episode of Negotiations Ninja! | — | ||||||
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Chart Positions
5 placements across 5 markets.
Chart Positions
5 placements across 5 markets.