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<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>Why people buy is a topic every salesperson wants to master. Why? Because it helps them know where to build leverage in the negotiation process. If you can push the right buttons and pull the right levers, can you influence a sale? The science of buying intent may seem complicated, but it all comes down to emotion. What is the buying experience like? Did you listen to your prospect? Do you understand the emotional reasoning behind an objection? David Priemer shares the key to understanding buying intent in this throwback episode of Negotiations Ninja.&nbsp;</p>

Learn about the science of buying intent from David Priemer in this special throwback episode of Negotiations Ninja. 


Throwback: The Science of Buying Intent with David Priemer, Ep #296

Throwback: The Science of Buying Intent with David Priemer

<p>The focus of popular culture for the last 6–8 weeks has been the Johnny Depp vs. Amber Heard trial. At this point, we all know that the jury sided with Johnny Depp. Both sides presented evidence and made statements. Both sides had experts and witnesses testify. So what made the jury side with Johnny Depp? The body language and facial expressions of each of the parties in the trial.&nbsp;</p><p><br></p><p>Susan Ibitz has spent the last six weeks studying body language and facial expressions from both sides of the table. In this episode of Negotiations Ninja, she shares what the body language and facial expressions in this trial told her—and what you can learn from the outcome.&nbsp;</p><p><br></p><h2>Outline of This Episode</h2><ul><li>[3:12] The outcome of the Johnny Depp vs. Amber Heard trial</li><li>[8:58] How Amber’s body language showed she was lying</li><li>[14:17] Amber’s team appeared grossly unprepared</li><li>[17:09] A discussion about Johnny Depp's body language&nbsp;</li><li>[20:36] Thoughts on Dr. Hughes and Dr. Curry&nbsp;</li><li>[23:02] The major lessons the audience can learn</li><li>[25:49] How to connect with and engage Susan Ibitz</li></ul><h2>Connect with Susan Ibitz</h2><ul><li><a href="https://humanbehaviorlab.com/" rel="noopener noreferrer" target="_blank">Human Behavior Lab</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/susan-ibitz/" rel="noopener noreferrer" target="_blank">LinkedIn</a></li><li>Susan’s&nbsp;<a href="https://www.youtube.com/channel/UCsAwKi2NQchiXWrrMd9-uXA" rel="noopener noreferrer" target="_blank">YouTube Channel</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">Subscribe to Negotiations Ninja</a></p><p><br></p>

Susan Ibitz

Human Behavior Hacker

Have you been following the Johnny Depp vs. Amber Heard trial? Human Behavior Analyst Susan Ibitz shares her opinion on the trial in this episode. 


Susan Ibitz’s Analysis of the Johnny Depp vs. Amber Heard Trial, Ep #295

Susan Ibitz’s Analysis of the Johnny Depp vs. Amber Heard Trial,

<p>Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out!</p>

Stu Heinecke

Father of Contact Marketing

Stu Heinecke shares what his personalized contact marketing approach looks like in this throwback episode of Negotiations Ninja. Check it out!


How to Use Contact Marketing to Get Meetings per Stu Heinecke, Ep #294

How to Use Contact Marketing to Get Meetings per Stu Heinecke

Stu Heinecke is a best-selling author, Wall Street Journal cartoonist, and the “Father of Contact Marketing.” In this throwback edition of Negotiations Ninja, Stu emphasizes that you must be willing to take an unorthodox and personalized approach to help you book meetings and make sales. He shares what his personalized contact marketing approach looks like in this episode. Check it out!


<p>Kim Orlesky is an executive-level content creator, professional speaker, mentor, and&nbsp;<em>successful</em>&nbsp;entrepreneur. Kim has spent the last seven years running her own sales training organization, helping B2B companies find more profitability and productivity through virtual sales.&nbsp;</p><p>Now, Kim is up for a brand new challenge. Kim is ready to dive back into the corporate world and transition out of entrepreneurship. Why is Kim making the move? How can her experience as an entrepreneur and her extensive personal brand help her move back into the corporate world? That’s the topic of discussion in this episode of Negotiations Ninja.&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[1:49] Learn more about Kim Orlesky</li><li>[3:59] Kim’s transition out of entrepreneurship</li><li>[7:45] What do you want in your role?</li><li>[11:01] Treat others how you want to be treated</li><li>[14:49] The logic and the process of sales</li><li>[18:15] Personal branding in the corporate world</li></ul><h2>Connect with Kim Orlesky</h2><ul><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/kimorlesky/" rel="noopener noreferrer" target="_blank">LinkedIn</a></li><li><a href="https://www.linkedin.com/feed/update/urn:li:activity:6914592201326936064/" rel="noopener noreferrer" target="_blank">Kim’s TikTok “exit” video</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">Subscribe to Negotiations Ninja</a></p>

Kim Orlesky

Former Entrepreneur + VP of Sales at ConvergentIS

What does a transition out of entrepreneurship look like? Kim Orlesky shares her journey in this episode of Negotiations NInja.


Kim Orlesky’s Transition Out of Entrepreneurship, Ep #293

Kim Orlesky’s Transition Out of Entrepreneurship

<p>If someone is facing imminent harm and you’re the only person available, what do you do? Do you know how you would handle yourself in a crisis? In this throwback of Negotiations Ninja, Scott Tillema shares the 4 pillars of building bonds. These pillars will help you form a genuine connection to help someone in need. Scott is a police officer and trained negotiator with extensive experience. His expert advice just might get you through a crisis—don’t miss it.&nbsp;</p>

Scott Tillema explains the 4 pillars of building bonds in crisis situations in this throwback episode of Negotiations Ninja.


The 4 Pillars of Building Bonds, Throwback with Scott Tillema, Ep #292

The 4 Pillars of Building Bonds, Throwback with Scott Tillema

<p>Procurement hasn’t kept pace with overall corporate growth. As a result, today’s procurement leaders are being asked to do the work of 2–3 people. They can’t perform the same tasks that they may have been able to complete 15 years ago. The reality has created new vulnerabilities: the inability to manage expenses, develop required relationships, and the threat of lost business. These are the three issues Rich Ham discusses in this episode of Negotiations Ninja.</p><h2>Outline of This Episode</h2><ul><li>[1:30] Learn all about Rich Ham</li><li>[2:54] The developing power imbalance</li><li>[11:25] Why isn’t procurement growing?</li><li>[13:28] Can service vendors' actions be justified?&nbsp;</li><li>[17:07] Areas that are commonly overcharged</li><li>[21:18] The one thing that is never disputed</li><li>[23:58] How procurement can defend their interests</li><li>[28:43] Where should a procurement team start?</li><li>[31:13] Inflationary considerations are real—so what’s the problem?</li><li>[33:07] How to connect with Rich Ham</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://www.negotiations.ninja/podcast/richard-ham-journalist-to-master-negotiator/" rel="noopener noreferrer" target="_blank">Richard Ham: Journalist to Master Negotiator, Ep #157</a></li><li><a href="https://www.negotiations.ninja/podcast/a-discussion-on-labor-spend-with-rich-ham-matt-smith-ep-233/" rel="noopener noreferrer" target="_blank">A Discussion on Labor Spend with Rich Ham, Ep #233</a></li><li><a href="https://www.sec.gov/news/press-release/2021-174" rel="noopener noreferrer" target="_blank">The Kraft/Heinz settlement with the SEC</a></li></ul><h2>Connect with Rich Ham</h2><ul><li><a href="https://www.finetuneus.com/" rel="noopener noreferrer" target="_blank">Fine Tune</a></li><li>Connect with Rich on&nbsp;<a href="https://www.linkedin.com/in/richard-ham-51b38a10/" 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">Subscribe to Negotiations Ninja</a></p>

Rich Ham

CEO at Fine Tune

In this episode of Negotiations Ninja, Rich Ham shares how to combat the 3 vulnerabilities that procurement leaders are facing.


3 Vulnerabilities Procurement Leaders are Facing with Rich Ham

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.

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How to Properly Use Cialdini’s Principles of Influence

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