Calculating the Value of Liquidated Damages, Throwback with Jeanette Nyden, Ep #390
How do you calculate the value of liquidated damages? What do you ask for? How do you know what something is worth? According to contract expert Jeanette Nyden, "If you don't have a good risk analysi...
31 Elo 202324min
How to Use Emotional Intelligence Like a Hostage Negotiator with Derek Gaunt, Ep #389
Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it...
28 Elo 202329min
Virtual Sales Mastery, Throwback with Steve Brossman, Ep #388
So much of the sales world has moved online because of the Covid pandemic. But even before that, virtual sales were becoming more prevalent. Now, it's more important than ever to develop virtual sales...
24 Elo 202328min
Master Difficult Negotiations with Matthias Schranner, Ep #387
Matthias Schranner specializes in especially difficult negotiations, those that you can't simply win with preparation and a good argument. Coming to an agreement in a difficult negotiation often requi...
21 Elo 202323min
How to Navigate Indemnity Clauses, Throwback with Jeanette Nyden, Ep #386
What is an indemnity clause? Why do companies have indemnity clauses? What do contract professionals need to be aware of? Jeanette Nyden has spent the last 18+ years teaching people how to negotiate t...
17 Elo 202332min
The Mindset Shift Successful Salespeople Make with Douglas Cole, Ep #385
What do most sales books get wrong? What levers of influence are necessary to move people in your direction? What is the mindset shift required to move from novice to successful salesperson? These are...
14 Elo 202326min
Negotiating Labor Categories with Rich Hamm & Matt Smith, Ep #384
What do you focus on when negotiating labor categories? People often leave money on the table because they prioritize convenience. But what they should really focus on is bringing in an industry insid...
10 Elo 202332min
The Power of Understanding with Christine Miles, Ep #383
What is it costing you to not listen? Over time, when you stop listening, it erodes your relationships. It might be at work, it might be at home, but it impacts every facet of your life. That's why l...
7 Elo 202327min
