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In this episode of Negotiate Anything, Kwame Christian welcomes back Mark Raffan, founder of Negotiations Ninja, to delve into the intricate world of B2B sales and negotiations. Mark shares insights from his recently released book, "Nine Secrets to Win Deals and Influence Stakeholders," offering invaluable advice geared towards sales teams negotiating with procurement professionals. Discussing the distinct challenges and opportunities in B2B negotiations, they explore why adapting to the unique processes and cycles within large organizations is crucial for success. The conversation also covers strategies to balance polite assertiveness with the need for effective deal-making.
What will be covered:
The main differences between B2B and B2C negotiations.
How to effectively interact with procurement teams.
Flexible frameworks for B2B sales negotiations.
Connect with Mark Raffan
Buy Mark's book: 9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations
https://negotiations.ninja/
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The Ultimate Negotiation Guide
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In this episode of "Negotiate Anything," hosts Kwame Christian and Nick Cegelski dive deep into practical negotiation and persuasion tactics that you can implement immediately. Nick, who runs the podcast "30 Minutes to Presidents Club," shares his expertise from years of selling software to law firms. The conversation focuses on actionable tips to help you better understand your counterpart and negotiate more effectively. Discover how to slow down conversations, clarify ambiguous terms, and keep all negotiation asks organized.
What will be covered:
The importance of clarifying terms like "billing terms" in a negotiation.
Techniques for slowing down the conversation to gather more information.
How to effectively get all asks and prioritize them.
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30 minutes to president's club LinkedIn page
Listen to Nick's Podcast - 30 Minutes to President's Club
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The Ultimate Negotiation Guide
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In this episode of "Negotiate Anything," host Kwame Christian sits down with Lewis VanLandingham, a seasoned Sandler trainer, to delve into the critical aspect of setting expectations in negotiations. VanLandingham draws from his extensive experience in sales training to highlight how setting clear expectations upfront can significantly enhance the negotiation process. This discussion sheds light on the psychological aspects of negotiations, the importance of mutual understanding, and the power of upfront contracts. Real-world examples and practical tips make this episode a must-listen for anyone looking to improve their negotiation skills in both professional and personal settings.
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goblueriver.com
What Will Be Covered
The concept and importance of setting expectations in negotiations
The role of upfront contracts in sales processes
Practical applications of setting expectations in various aspects of life, including sales, meetings, and personal relationships
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The Ultimate Negotiation Guide
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In this enlightening episode of Negotiate Anything, Kwame Christian sits down with Vanessa Gabalero, a seasoned Talent Acquisition Manager, to delve into the intricacies of salary negotiation and career advancement. Vanessa shares her invaluable expertise on how to build strong relationships through the hiring process, the differences between agency and corporate recruiting, and the common pitfalls to avoid during salary negotiations. Listeners will gain practical advice on how to assertively negotiate their salaries without burning bridges, the importance of transparency, and strategies for making yourself indispensable in your role. Tune in to gain key insights that will empower you to successfully negotiate your worth and advance in your career.
What will be covered:
The differences between using a staffing agency and applying directly with a company.
Major pitfalls to avoid when negotiating your salary.
Helpful strategies for countering offers and discussions on the importance of transparency in negotiations.
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this insightful episode of "Negotiate Anything," host Kwame Christian engages in a compelling conversation with renowned social scientist and author Adam Galinsky. As a professor at Columbia Business School, Adam dives deep into the concepts from his books Friend and Foe and his latest release Inspire. The discussion explores the delicate balance between being a friend and a foe, the characteristics that define inspiring leadership, and practical advice on how to become more inspiring in everyday interactions. This episode is a must-listen for current and aspiring leaders who seek to harness inspiration as a powerful tool for effective negotiation and leadership.
What We Covered:
The contrasting dynamics of being a friend versus a foe in leadership roles.
The three universal factors of inspiring leadership and their global relevance.
Real-life examples and actionable strategies for becoming a more inspiring leader.
Connect with Adam
Buy the book Inspire: The Universal Path for Leading Yourself and Others
Buy the book Friend & Foe: When to Cooperate, When to Compete, and How to Succeed at Both
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The Ultimate Negotiation Guide
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In this enlightening episode of Negotiate Anything, host Kwame Christian sits down with John Bolaji, Co-Founder of TRAD House, a premium online experience for African traditional attire. John shares his journey from conceptualizing the business to launching TRAD House, detailing the hurdles and negotiations involved in bridging cultural fashion gaps between Nigeria and the U.S. He emphasizes the importance of networking, gathering critical information, and communicating effectively across cultural divides. Listeners will gain insights into overcoming tough entrepreneurial challenges and the significance of negotiation in achieving business success.
What will be covered:
The unique challenges of starting an African traditional attire business in the diaspora
The importance of networking and how to utilize it for gathering crucial information
Navigating and negotiating with manufacturers and professionals in both the U.S. and Nigeria
Connect with John
https://tradhaus.com/
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this enlightening episode of "Negotiate Anything," host Kwame Christian welcomes Harvard Law School professor Sheila Heen. They delve into her latest edition of the bestseller "Difficult Conversations" and discuss the evolution of negotiation over the past few decades. Sheila shares remarkable insights on shifting from blame to contribution in difficult discussions and offers a deep dive into understanding power dynamics. They make complex concepts accessible and provide practical strategies for more effective communication.
Covered in this Episode:
The transformation of negotiation techniques since the 1990s to today
Strategies for shifting from blame to contribution in difficult conversations
Understanding and leveraging power dynamics in negotiations
Connect with Sheila Heen:
Follow Sheila on LinkedIn
Buy the Book: Difficult Conversations: How to Discuss What Matters Most
triadconsultinggroup.com
Help Yourself
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The Ultimate Negotiation Guide
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Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this enlightening episode of "Negotiate Anything," Glin Bayley, an expert in executive coaching, joins us to delve into the transformative power of understanding your negotiator identity. We explore the intricate relationship between emotions and feelings, the role of emotional intelligence in high-stakes negotiations, and how self-awareness and empathy can profoundly influence outcomes. Glin shares her personal journey from the world of finance to executive coaching and negotiation consulting, providing valuable insights into the development of self-leadership skills and the embodiment of a negotiation identity. Tune in as we dissect the elements that forge a successful negotiator and the significance of EQ in creating connections and achieving favorable resolutions.
Distinguishing emotions from feelings and the concept of cognitive reappraisal.
The impact of self-compassion on negotiations and interactions with others.
Glin's transition from finance to negotiation and how it shapes her approach to teaching negotiation skills.
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Follow Glin Bayley on LinkedIn
thevaluenegotiator.com
youtube.com/@thevaluenegotiator/
heartofhuman.com
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this insightful episode of Negotiate Anything, host Kwame Christian sits down with Jim Tressel. James Patrick Tressel is an American college football coach and university administrator who served as president of Youngstown State University in Youngstown, Ohio. Tressel brings his vast experience and practical wisdom on leadership, emphasizing the importance of service, humility, and the ability to listen. Together, they dissect the mechanics of persuasive leadership and how these principles translate into effective negotiation and conflict resolution strategies. This episode is a treasure trove for anyone looking to strengthen their leadership skills and negotiation tactics.
What will be covered:
Jim Tressel’s leadership philosophy centered around service and action.
The importance of being influenceable as a leader.
Techniques for conflict resolution and trust-building within a team.
Buy the book The Winners Manual by Jim Tressel
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
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In this insightful episode of "Negotiate Anything," host Kwame Christian welcomes Jim Vaselopulos, experienced business professional and host of "The Leadership Podcast," to discuss the pivotal role of core values in leadership and negotiation. Jim elucidates how identifying your "true north" provides stability and effective direction in decision-making, particularly under pressure. The conversation covers striking a balance between flexibility and adherence to core values, practical tips for avoiding self-sabotage in negotiations, and the transformative power of curiosity in leadership. This engaging dialogue provides invaluable insights on fostering trust, simplifying complex situations, and negotiating with authenticity.
What will be covered:
Establishing core values as the foundation for leadership and decision-making.
Balancing flexibility and adherence to personal values in high-pressure negotiations.
The importance of curiosity and authentic communication in building successful relationships.
Connect with Jim
Listen To The Leadership Podcast
Follow Jim on LinkedIn
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this enriching episode of "Negotiate Anything," Kwame Christian, Esq., M.A. sits down with Shawn Anthony, founder of Pod Pro Max and host of the "School’s Over Now What?" podcast. Shawn shares his journey from a small town kid to building a significant business and media presence, emphasizing the importance of genuine connections and leveraging podcasting as a powerful tool in personal branding and negotiation. They delve into the mechanics of building true connections, the strategic use of podcast tours to enhance credibility, and how overcoming insecurities can elevate your negotiation skills. Shawn offers practical insights that can help listeners understand how to create a lasting impact both in personal and professional negotiations.
What will be covered:
Shawn Anthony's background and entrepreneurial journey.
The importance of genuine connections in business and negotiation.
The strategic use of podcast tours for personal branding and credibility.
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Request A Customized Workshop For Your Company
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this episode, Kwame Christian sits down with Jonathan Keidan, founder of Torch Capital, to explore the nuances of negotiation in early-stage venture investing. Keidan shares his extraordinary journey from the music industry to venture capital, revealing the importance of empathy, data-driven decisions, and trust-building in effective negotiations. The conversation highlights how investors and founders can navigate business pivots and disruptive industry changes while maintaining transparent, supportive relationships. Together, they delve into the balance of motivation and reality, offering listeners rich insights into creating win-win scenarios in the negotiation process.
What Will Be Covered:
The impact of grounding negotiations in objective reality and using data for informed decision-making.
Jonathan Keidan's unique career journey from music manager to venture capitalist, including key career transitions.
Tactical advice on how to handle business pivots, high valuations, and maintaining founder motivation.
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The Ultimate Negotiation Guide
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In this episode, Ernest Levert, Founding Director of The Royal Oak Initiative, discusses the various chess principles and philosophies to be successful in the negotiation world.
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The Ultimate Negotiation Guide
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In this episode, Craig Reed, Chief Procurement Officer for Corteva Agriscience, discusses procurement negotiations strategies
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The Ultimate Negotiation Guide
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In this enlightening episode of "Negotiate Anything," host Kwame Christian sits down with James Ontra, the founder of Shuffler. Together, they delve into the transformative concept of presentation management and its impact on effective storytelling in sales and negotiations. James shares his 25 years of experience in creating persuasive presentations and offers valuable insights on utilizing storytelling to become better closers and persuaders. Discover how to harness the power of emotional connection and strategic slide libraries to elevate your negotiation techniques and drive successful outcomes.
What Will Be Covered:
The concept of presentation management and its relevance in today's business world.
Strategies for using storytelling to enhance sales and negotiation outcomes.
The importance of simplicity and emotional connection in presentations.
Shufflrr
Presentation Management: The New Strategy for Enterprise Content
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The Ultimate Negotiation Guide
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Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this compelling episode of "Negotiate Anything," host Kwame Christian sits down with Brandon Mitchell, an accomplished transactional lawyer, to discuss the foundational element of setting a common understanding before negotiations begin. Brandon shares insights from his extensive experience in both the business world and his personal life, illustrating the importance of aligning on facts and perceptions before diving into any negotiation. Throughout the conversation, listeners will explore the critical role of patience, curiosity, and the power of perspective-taking in successful negotiations. This episode is a must-listen for anyone looking to enhance their negotiation skills and navigate difficult conversations with ease.
Topics Covered:
The significance of setting a common understanding before negotiations.
The impact of perceptions and feelings on negotiation outcomes.
Real-world examples of negotiating in both business and personal contexts.
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this insightful episode of "Negotiate Anything," host Kwame Christian, Esq., M.A., is joined by clinician and therapist Billie Gilliam LPCC-S LICDC-CS to explore the intersection of emotions and effective communication in leadership. They delve into the challenges leaders face in creating psychological safety during difficult conversations, the significance of separating intention from impact, and techniques for managing stress-related physical symptoms. Billie Gilliam brings her extensive experience and trauma-informed approach to offer practical strategies for fostering a healthy company culture and leveraging informal leadership. This episode is a must-listen for anyone looking to enhance their negotiation skills through better emotional awareness and communication.
What Will Be Covered:
The importance of understanding the connection between physical symptoms and emotional well-being.
Strategies for ensuring clear and intentional communication in a leadership role.
The role of informal leadership in influencing team dynamics and driving change.
Connect with Billie Gilliam LPCC-S LICDC-CS
Follow Billie on LinkedIn
Email: [email protected]
Phone: +1 (216) 339-6682
Website: https://www.parkercounselingandconsulting.com/
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
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In this engaging episode of "Negotiate Anything," host Kwame Christian sits down with Ben Reinberg, a seasoned commercial real estate expert and CEO of Alliance CGC. Ben shares his journey of becoming a successful negotiator at a young age and dives deep into the concept of leverage in both commercial real estate and everyday life. With rich anecdotes and practical advice, Ben emphasizes the importance of emotional balance, continuous learning, and the art of listening in effective negotiations. This episode is a masterclass for anyone looking to refine their negotiation skills and build wealth through strategic interactions.
What Will Be Covered:
Ben Reinberg’s journey in commercial real estate and the importance of early negotiation lessons.
The concept of leverage within the realm of commercial real estate and its broader implications.
Practical negotiation strategies and insights into maintaining emotional balance and building successful relationships.
What Listeners Will Learn:
How to build and maintain leverage during negotiations without giving away power.
The role of emotional balance and effective listening in successful negotiations.
Strategies for continuous self-improvement and leveraging resources to enhance negotiation outcomes.
Connect with Ben Reinberg
Follow Ben Reinberg on Youtube
https://www.benreinberg.com/
https://www.alliancecgc.com/
Listen to the "I Own It' Podcast by Ben Reinberg
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
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In this episode of "Negotiate Anything," host Kwame Christian, Esq., M.A., sits down with Drew Glover, an influential venture capitalist and co-founder of Fiat Growth and Fiat Ventures. Together, they delve into the art of code switching, the strategic use of AI in storytelling, and the power of asking uncomfortable questions in negotiations. Glover offers insights from his personal journey as a Black man in the venture capital world and shares practical tips for fostering curiosity and leveraging authenticity in business dealings. Listeners will gain a deeper understanding of how to navigate complex negotiations and build long-term relationships based on trust and effective communication.
Covered in This Episode:
The importance of code switching and adapting communication styles in business negotiations.
Utilizing AI tools to refine and diversify storytelling techniques.
Asking uncomfortable questions to uncover deeper truths in negotiations and enhance leverage.
Listeners Will Learn:
How to adapt their communication methods to resonate with diverse audiences.
The strategic advantages of integrating AI into storytelling to improve message delivery.
Techniques for maintaining leverage and authenticity through truth-focused negotiation strategies.
Connect with Drew Glover
Fiatgrowth.com
Follow Drew Glover on LinkedIn
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The Ultimate Negotiation Guide
Click here to buy your copy of How To Have Difficult Conversations About Race!
Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! -
In this insightful episode of Negotiate Anything, host Kwame Christian, Esq., M.A., sits down with Keita Williams, the founder and chief strategist of Success Bully. The conversation dives deep into the significance of mindset shifts and emotional management in negotiations. Keita shares her expertise in hypnotherapy and offers valuable insights on how internal communication can be transformed to strengthen external communication skills. The episode also highlights the impact of focusing on productive conversations and the role self-awareness plays in overcoming workplace challenges.
What will be covered:
The detrimental effects of seeking validation and approval in negotiations.
The impact of competing worldviews and why they make imposing beliefs futile.
Techniques Keita Williams uses to help clients overcome self-sabotage through mindset and communication training. - Visa fler
