Content Callout

<p>Most people in the world of sales and negotiation are aware of Cialdini’s principles of influence outlined in his book, “<a href="https://www.amazon.com/Influence-Psychology-Persuasion-Cialdini-1993-07-15/dp/B01FIWBG70/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=&amp;sr=" rel="noopener noreferrer" target="_blank">Influence: The Psychology of Persuasion</a>.” But that doesn’t mean you know how to properly use the principles in your work. In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it!&nbsp;</p>

Brian Ahearn

𝗔𝘂𝘁𝗵𝗼𝗿, 𝗖𝗼𝗮𝗰𝗵, 𝗖𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁 | 𝗖𝗶𝗮𝗹𝗱𝗶𝗻𝗶 𝗰𝗲𝗿𝘁𝗶𝗳𝗶𝗲𝗱 𝘁𝗿𝗮𝗶𝗻𝗲𝗿

In this episode of Negotiations Ninja, Brian Ahearn shares the major challenges salespeople have when influencing others. We talk about how the principle of influence can transform the way you sell. Brian also shares the principles that insurance salespeople excel at that can be leveraged across industries. Don’t miss it! 


How to Properly Use Cialdini’s Principles of Influence

<p>A lot of baggage exists in the word&nbsp;<em>negotiation</em>. Why does it conjure negativity, tension, and frustration? How do you overcome that? Jean Reyt—assistant professor of organizational behavior at McGill University—returns to share some great advice in this episode of Negotiations Ninja.&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[1:54] Why does the word “negotiation” carry baggage?</li><li>[5:07] Why the word itself makes people feel dirty&nbsp;</li><li>[11:24] Set a range of acceptable outcomes</li><li>[15:30] Why HR should never handle job offers</li><li>[20:22] Learn how to say a positive “no”</li><li>[24:45] There needs to be a persuasion component</li><li>[27:48] How to connect with Jean-Nicolas Reyt</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://www.amazon.com/dp/B00713L2OW/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="noopener noreferrer" target="_blank">The Power of A Positive No</a>&nbsp;by William Ury</li></ul><h2>Connect with Jean-Nicolas Reyt</h2><ul><li>Check out Jean’s&nbsp;<a href="https://reyt.net/" rel="noopener noreferrer" target="_blank">website</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/jnreyt/?originalSubdomain=ca" rel="noopener noreferrer" target="_blank">LinkedIn</a></li></ul><h2>Connect With Mark</h2><ul><li>Follow Negotiations Ninja on Twitter:&nbsp;<a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li><li>Connect with Mark&nbsp;<a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Follow Negotiations Ninja&nbsp;<a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Connect on Instagram:&nbsp;<a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li></ul><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank"><strong>Subscribe to Negotiations Ninja</strong></a></p>

Jean-Nicolas Reyt

Management Professor & Negotiation Coach

A lot of baggage exists in the word negotiation. Why does it conjure negativity, tension, and frustration? Jean Reyt—assistant professor of organizational behavior at McGill University—returns to share some great advice in this episode of Negotiations Ninja. 



Why Does the Word “Negotiation” Come with Baggage?

Why Does the Word “Negotiation” Come with Baggage? with Jean-Nicolas Reyt

A lot of baggage exists in the word negotiation. Why does it conjure negativity, tension, and frustration? How do you overcome that? Jean Reyt—assistant professor of organizational behavior at McGill University—returns to share some great advice in this episode of Negotiations Ninja. 


<p>In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (including the fallacy of win-win negotiations). Don't miss this fun episode!</p>

In this Negotiations Ninja throwback, we hop back to episode #207 with none other than Allan Tsang. Allan helps me bust some negotiation myths (including the fallacy of win-win negotiations). Don't miss this fun episode!


Throwback Thursday with Allan Tsang

<p>Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ninja, we talk about some of the concepts in his newest book, “<a href="https://www.amazon.com/dp/B087287Y3M/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="noopener noreferrer" target="_blank">Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You</a>.” If you’re ready to change the way you ethically negotiate, don’t miss this episode!&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[1:55] Learn about Chris Hadnagy</li><li>[2:39] The vulnerability of multinational organizations</li><li>[7:27] Chapter three: Nailing the approach</li><li>[13:42] Why you need to maintain your pretext</li><li>[15:46] Make them want to help you</li><li>[19:01] How to develop rapport quickly</li><li>[26:50] How to connect with Chris Hadnagy</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://www.innocentlivesfoundation.org/" rel="noopener noreferrer" target="_blank">The Innocent Lives Foundation</a></li></ul><h2>Connect with Chris Hadnagy</h2><ul><li><a href="https://www.social-engineer.com/" rel="noopener noreferrer" target="_blank">Social Engineer</a></li><li>Chris’s Book&nbsp;<a href="https://www.amazon.com/dp/B087287Y3M/ref=dp-kindle-redirect?_encoding=UTF8&amp;btkr=1" rel="noopener noreferrer" target="_blank">Human Hacking</a>&nbsp;</li><li>Register for FREE extras to accompany each chapter of Chris’s book at&nbsp;<a href="https://humanhackingbook.com/" rel="noopener noreferrer" target="_blank">https://humanhackingbook.com/</a></li><li>Feel free to ask Chris questions on&nbsp;<a href="https://www.linkedin.com/in/christopherhadnagy/" rel="noopener noreferrer" target="_blank">LinkedIn</a>&nbsp;or&nbsp;<a href="https://twitter.com/humanhacker" rel="noopener noreferrer" target="_blank">Twitter</a></li></ul><h2>Connect With Mark</h2><ul><li>Follow Negotiations Ninja on Twitter:&nbsp;<a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li><li>Connect with Mark&nbsp;<a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Follow Negotiations Ninja&nbsp;<a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Connect on Instagram:&nbsp;<a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li></ul><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank"><strong>Subscribe to Negotiations Ninja</strong></a></p>

Chris Hadnagy

CEO at Social-Engineer

In this episode of Negotiations Ninja, we talk with Chris Hadnagy about some of the concepts in his newest book, “Human Hacking.” Don’t miss this episode! 


Strategies to Influence People Ethically

Chris Hadnagy is brilliant. He is a master at all of the tactics and strategies required to persuade and influence. In this episode of Negotiations Ninja, we talk about some of the concepts in his newest book, “Human Hacking: Win Friends, Influence People, and Leave Them Better Off for Having Met You.” If you’re ready to change the way you ethically negotiate, don’t miss this episode! 


<p>In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence people, and leave them better off for having met you. Don't miss this episode! </p>

In this episode of Negotiations Ninja, Chris Hadnagy—a professional social engineer—shares the framework he created to win friends, influence people, and leave them better off for having met you. Don't miss this episode! 


Throwback Thursday with Chris Hadnagy

<p>What are the necessary ingredients that make for a successful mediation? Is there a difference between a great mediation and an average mediation? How is mediation different from arbitration and litigation? Harvard-trained negotiator, mediation, and communication specialist Raphael Lapin shares his expert opinion in this episode of Negotiations Ninja.</p><p><strong>NOTE</strong>: None of this is legal advice. Always seek the counsel of a qualified attorney. This is meant for informational purposes only.&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[1:50] Learn more about Raphael Lapin</li><li>[4:52] Raphael’s negotiation strategies monthly column</li><li>[6:40] The difference between arbitration and mediation</li><li>[13:43] Raphael’s process as a dispute mediator</li><li>[18:56] How to understand the interests of the other party</li><li>[22:25] A mediation is an evolutionary process</li><li>[27:40] How to get each party to follow through on their commitment</li><li>[29:15] How some people abuse the mediation process</li><li>[34:37] How to connect with Raphael Lapin</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757" rel="noopener noreferrer" target="_blank">Getting to Yes</a>&nbsp;by Robert Fisher and William Ury</li></ul><h2>Connect with Raphael Lapin</h2><ul><li><a href="https://www.lapinnegotiationservices.com/index.html" rel="noopener noreferrer" target="_blank">Lapin Negotiation Services</a></li><li>Sign up for Raphael’s&nbsp;<a href="https://www.lapinnegotiationservices.com/monthly-column.html" rel="noopener noreferrer" target="_blank">newsletter</a></li><li>Watch Raphael’s videos on&nbsp;<a href="https://www.youtube.com/channel/UCjk2jKQWC2SMIim4eR45wLw" rel="noopener noreferrer" target="_blank">YouTube</a></li></ul><h2>Connect With Mark</h2><ul><li>Follow Negotiations Ninja on Twitter:&nbsp;<a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li><li>Connect with Mark&nbsp;<a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Follow Negotiations Ninja&nbsp;<a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Connect on Instagram:&nbsp;<a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li></ul><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank"><strong>Subscribe to Negotiations Ninja</strong></a></p>

Raphael Lapin

Negotiation and Dispute Resolution Specialist

What are the necessary ingredients that make for a successful mediation? Harvard-trained negotiator, mediation, and communication specialist Raphael Lapin shares his expert opinion in this episode of Negotiations Ninja.


The Components of a Successful Mediation

The Components of a Successful Mediation with Raphael Lapin

<p>In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it!&nbsp;</p>

In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it! 



Throwback Thursday with David Matsumoto

In this throwback Thursday episode of Negotiations Ninja, we hop back to episode #193 with David Matsumoto. He shares what we can do to master negotiations through web conferencing including body language and facial expressions. We can all benefit from mastering these skills, right? Don’t miss it! 


Negotiations Ninja Podcast is the number one negotiation podcast in the world. We develop and deliver the most engaging negotiation content on the planet.

We explore negotiation strategy, negotiation tactics, stories of negotiation failure and negotiation success. We host negotiation experts, business people, and entrepreneurs from all walks of life and discuss which negotiation tactics work, which negotiations tactics don't work and how we can improve our negotiation skills.

Content Callout

Negotiations Ninja Podcast

How to Properly Use Cialdini’s Principles of Influence

How to Properly Use Cialdini’s Principles of Influence

Outline of This Episode

Resources & People Mentioned

Connect with Brian Ahearn

Connect With Mark

Brian Ahearn

More Episodes

Why Does the Word “Negotiation” Come with Baggage?

Throwback Thursday with Allan Tsang

Strategies to Influence People Ethically

Throwback Thursday with Chris Hadnagy

The Components of a Successful Mediation

Throwback Thursday with David Matsumoto