Deb Calvert's DISCOVER Framework (Throwback), Ep #326
In episode #223 of the Negotiations Ninja podcast, we dove into Deb Calvert's "DISCOVER" framework. She expounded upon the SPIN methodology and developed her framework to cover the right questions to ...
19 Jan 202322min
Understanding Intercultural Negotiation with Eliane Karsaklian, Ep #325
As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn't explain cultural differences or what to expect each time they moved—she was simply thrown into it. After buildin...
16 Jan 202332min
Why Planning Your Exit Should Be Step #1, Throwback with Erik Kostelnik, Ep #324
Picture this: You've got a great idea for a business that you're excited about. Your business plan has been perfected and your focus is on securing money to get it off the ground. But have you started...
12 Jan 202322min
Ed Brodow's Challenge: Be Willing to Walk Away, Ep #323
Are you willing to walk away from a negotiation? Would you push your chair back from the table and walk out the door? In Ed Brodow's experience, most people "say" they're willing to walk away, but whe...
9 Jan 202326min
Nailing Down Your Prospect's Desired Outcome, Throwback with Keenan, Ep #322
What is your prospect's desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling—once you calculate the gap that needs to be crossed, you can help guide y...
5 Jan 202322min
Setting the Foundation for the Deal with Carson Heady, Ep #321
Carson Heady is the best-selling author of "Salesman on Fire" and is recognized as the #1 Social Seller globally at Microsoft. He's found success in every level of sales. On this episode of Negotiatio...
2 Jan 202327min
Emotional Commitments in Negotiation with Svitlana Kalitsun, Ep #320
Svitlana Kalitsun is a Ukrainian negotiation expert and lawyer who teaches people how to create trusting relationships to get better deals and more satisfying results. In this episode, we talk about h...
12 Des 202222min
Organizational Communication with Debra Roberts, Ep #319
What do you do if you feel like an employee isn't listening to you? What do you do if they disagree with you? Conversation expert Debra Roberts believes that the impact of listening and creating trust...
5 Des 202228min
