Emotional vs. Logical Commitments, Throwback with Svitlana Kalitsun, Ep #438
When it comes to tense emotional situations, getting a commitment from the counterparty can be tough. We know that a commitment usually leads to positive outcomes. So how do we leverage emotion to hel...
29 Feb 202422min
Lessons Learned from a Failed Negotiation with William Ury, Ep #437
William Ury is one of the most well-known—and experienced—names in the field of mediation and negotiation. He's worked around the globe in every circumstance imaginable. In this episode of Negotiation...
26 Feb 202435min
Communicating through Disagreements, Throwback with Debra Roberts, Ep #436
If a conversation with an employee has become a disagreement and you can't seem to work through it, what do you do? Communicating through disagreements is tricky. Where do you start? According to Debr...
22 Feb 202427min
How Mario Martinez Negotiated a $46 Million Deal, Ep #435
Mario Martinez—the CEO of Vengreso and the host of the Modern Selling podcast—negotiated a 46-million-dollar deal when he worked for Sprint. How did he do it? Mario shares how he put everything on the...
19 Feb 202433min
Is Empathy the Key to Successful Crisis Negotiation? Throwback with Dr. Andy Young, Ep #434
Dr. Andy Young has over 20 years of experience in crisis negotiation. While every scenario he encounters dictates a different approach, there's one underlying theme: empathy. Developing true empathy f...
15 Feb 202423min
Are You an Unconsciously Incompetent Negotiator? Keld Jensen Weighs In, Ep #433
Why are most negotiators unconsciously incompetent? Keld lives and breathes negotiation. He's been negotiating since 1998. Before that, he was the CEO of a tech company. He thought he was a great nego...
12 Feb 202423min
Jeanette Nyden Uncomplicates Scope of Work, Throwback, Ep # 432
Scope of work clauses aren't technically complex or complicated. But they're where people repeatedly make mistakes. Jeanette starts by making sure the business objective is clear, creates good accepta...
8 Feb 202431min
Anchoring in High-Stakes Negotiations with Justin Michael, Ep #431
Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language ...
5 Feb 202432min
