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<p>Pat Tinney is on the show to talk about the new revised edition of his great book, Unlocking Yes. Pat's book is very much like a field guide for sales people on how to negotiate.</p><p>Pat and I get into an in-depth discussion about what it takes to negotiate good deals as a sales person, the value of being able to tell a story, smartly withdrawing from deals that just don't feel right and what you need to be aware of as a sales person when negotiating with professional procurement people.</p><p>ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast</p>

Unlocking Yes in Sales Negotiations

<p>Automating supplier negotiations is easier than ever with Arkestro (formerly BidOps). Arkestro takes multiple variables—including behavioral analysis—into account to help forecast the outcome of negotiations. Edmund, the founder and CEO of Arkestro, shares how automating some aspects of supplier negotiations is the way of the future in this throwback episode of Negotiations Ninja. </p>

Automating Supplier Negotiations is easier than ever with Arkestro. Founder and CEO Edmund Zagorin shares more in this throwback. 


Automating Supplier Negotiations with BidOps, ThrowBack with Edmund Zagorin, Ep # 306

Automating Supplier Negotiations with Arkestro, ThrowBack with Edmund Zagorin

Automating Supplier Negotiations is easier than ever with Arkestro. Founder and CEO Edmund Zagorin shares more in this throwback episode of Negotiations Ninja.


<p>Why should you approach negotiation with a bartering mindset? You have to think of negotiating as making a set of mutually beneficial trades with a series of people. You’re walking around a market and identifying partners with compatible needs and offerings. But there are some mental hurdles to overcome. So Brian Gunia joins me in this episode of Negotiations Ninja to share more about bartering and discuss how powerful it can be in the negotiation process.&nbsp;</p><h2>Outline of This Episode</h2><ul><li>[1:25] Learn more about Brian Gunia</li><li>[2:07] The difference between bartering and bargaining</li><li>[4:13] Why did bartering become popular during the pandemic?</li><li>[6:54] Why Brian wrote a book about bartering</li><li>[9:27] The mistakes people make in the bartering process</li><li>[14:08] Map out the full range of available partners&nbsp;</li><li>[16:17] Tap into why something is valuable to a counterparty</li><li>[18:46] Common objections to the bartering mindset&nbsp;</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li><a href="https://barterpay.ca/" rel="noopener noreferrer" target="_blank">BarterPay</a></li></ul><h2>Connect with Brian Gunia</h2><ul><li><a href="https://www.amazon.com/Bartering-Mindset-Forgotten-Framework-Negotiation/dp/1487500963" rel="noopener noreferrer" target="_blank">The Bartering Mindset</a></li><li>Brian’s&nbsp;<a href="https://briangunia.com/" rel="noopener noreferrer" target="_blank">website</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/brian-gunia-a117894/" rel="noopener noreferrer" target="_blank">LinkedIn</a></li><li>Follow on&nbsp;<a href="https://twitter.com/briangunia" 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">Subscribe to Negotiations Ninja</a></p>

Brian Gunia

Professor and Associate Dean for Academic Programs at The Johns Hopkins University

Learn why you should approach negotiation with a bartering mindset—versus a bargaining mindset—in this episode of Negotiations Ninja.


Why You Should Approach Negotiation with a Bartering Mindset with Brian Gunia, Ep #305

Why You Should Approach Negotiation with a Bartering Mindset

<p>Morgan Ingram has a background in sales, specifically as a Sales Development Representative (SDR). The object of the role? To build out the sales pipeline. It’s a daunting task that’s fraught with dreaded cold calls. But Morgan has beyond succeeded in his role. In this throwback episode of Negotiations Ninja, Morgan shares his secret strategy and how procurement can work in sync with sales. Don’t miss it!&nbsp;</p>

Learn what the role of an SDR is and how someone in a procurement role can work alongside them in this throwback episode of Negotiations Ninja!


Why an SDR Isn’t the Enemy, Throwback with Morgan Ingram, Ep #304

Why an SDR Isn’t the Enemy, Throwback with Morgan Ingram

<p>Empathy in the face of aggression is an important trait to master. If you allow yourself to lose control of your emotions in a negotiation—it’s not only far from constructive—but can also cause you to lose the deal. How does empathy allow you to overcome negative emotions? What does true empathy consist of? Simon Rycraft shares his expert opinion in this episode of Negotiations Ninja.</p><h2>Outline of This Episode</h2><ul><li>[2:14] Learn all about Simon Rycraft</li><li>[3:28] The importance of empathy in a negotiation</li><li>[10:11] A conversation about information asymmetry&nbsp;</li><li>[15:35] How failure is critical to learning</li><li>[25:30] Learn about Simon’s upcoming books</li></ul><h2>Resources &amp; People Mentioned</h2><ul><li>Simon’s book, “<a href="https://www.amazon.com/Negotiation-Hacks-Expert-Tactics-Capital/dp/B085DQBBPB" rel="noopener noreferrer" target="_blank">Negotiation Hacks</a>”</li><li>Simon’s previous episode on&nbsp;<a href="https://www.negotiations.ninja/podcast/simon-rycrafts-negotiation-hacks-ep-235/" rel="noopener noreferrer" target="_blank">Negotiations Ninja</a></li><li><a href="https://www.amazon.com/Ego-Enemy-Ryan-Holiday/dp/1591847818" rel="noopener noreferrer" target="_blank">Ego is the Enemy</a>&nbsp;by Ryan Holiday</li><li><a href="https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357" rel="noopener noreferrer" target="_blank">The Four-Hour Workweek</a>&nbsp;by Tim Ferriss</li><li><a href="https://www.amazon.com/4-Hour-Body-Uncommon-Incredible-Superhuman/dp/0307704610" rel="noopener noreferrer" target="_blank">The Four-Hour Body</a>&nbsp;by Tim Ferriss</li><li><a href="https://www.fuckupnights.com/" rel="noopener noreferrer" target="_blank">F*ckUp Nights</a></li></ul><h2>Connect with Simon Rycraft</h2><ul><li>Simon’s&nbsp;<a href="https://www.hackscapital.com/" rel="noopener noreferrer" target="_blank">website</a></li><li>Connect on&nbsp;<a href="https://www.linkedin.com/in/simonrycraft/" rel="noopener noreferrer" target="_blank">LinkedIn</a></li><li>Follow on&nbsp;<a href="https://twitter.com/NegotiationH" 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">Subscribe to Negotiations Ninja</a></p>

Simon Rycraft

Profit and Operations Advisor, Bestselling Author ‘Negotiation Hacks’

How do you employ empathy in a negotiation when you're staring down agression? Simon Rycraft shares his thoughts in this episode. 


Employ Empathy in the Face of Aggression with Simon Rycraft, Ep #303

Employ Empathy in the Face of Aggression with Simon Rycraft

<p>Mark Lowther is an amazing hostage negotiation professional. He’s also teaching hostage negotiation, mediation, and dispute resolution techniques&nbsp;<em>in Ukraine</em>. In this episode of Negotiations Ninja, Mark gives us a boots-on-the-ground view of what’s happening in the war zone.&nbsp;</p><p>It’s an active and dynamic situation with many variables. It’s difficult to anticipate or understand high-level moves being made and align them with the reality of what’s happening on the ground. We need to understand what’s going on so we know how to help. Learn more in this episode.</p>

Mark Lowther

Author, SWAT Hostage Negotiator, LEO Peer Support/Resiliency, Co-Director International Hostage Negotiation Institute, International Crisis/Hostage Negotiation, Verbal De-escalation, Suicide Intervention Trainer.

In this special episode of Negotiations Ninja, Mark Lowther talks about his work doing negotiation training in Ukraine.


Negotiation Training in Ukraine with Mark Lowther, Ep #301

Negotiation Training in Ukraine with Mark Lowther

<p>Deal—or no deal? Ed Brodow—a self-proclaimed old-school negotiator—shares how old-school negotiation techniques are still applicable in the modern world. Negotiators are assertive and unafraid to challenge the status quo. They also aren’t afraid to walk away from a deal. If Ed’s Columbo-style negotiation method fails, he’s not afraid to walk. Learn more about his old-style negotiation methods in this fun throwback episode of Negotiations Ninja!</p>

Learn more about Ed Brodow's old-style negotiation methods in this fun throwback episode of Negotiations Ninja!


Ed Brodow’s Columbo-Style Negotiation Method, Ep #302

Ed Brodow’s Columbo-Style Negotiation Method

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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Unlocking Yes in Sales Negotiations

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