Are You an Unconsciously Incompetent Negotiator? Keld Jensen Weighs In, Ep #433

How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He’s written several novels and non-fiction, including “Story Worthy.” He owns “Speak Up Storytelling” and “Story Worthy MD” to help people learn to become better storytellers—because everyone has stories to tell, they just don’t know it. He simplifies the story-gathering process in this episode of Negotiations Ninja. 

Outline of This Episode

• [2:33] Learn more about Matthew Dicks
• [4:30] Everyone has stories to tell
• [6:20] Speak on theme, message, or meaning
• [8:30] Homework for life: gathering stories
• [14:15] Why location and action are important 
• [19:02] How to weave stories into conflict resolution 
• [23:49] How to make sure your stories connect
• [27:51] Have we lost the art of storytelling? 

Resources & People Mentioned

• Matthew’s “Homework for Life” TedTalk
• Storytelling Courses & Workshops
• Storyworthy
• The Moth
• The Bluest Eye

Connect with Matthew Dicks

• Matthew’s Website

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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One of procurement's roles is to achieve cost savings while balancing the needs of the company. Predictive procurement starts with defining things like:

• What has to be true for the prediction to be accurate
• The level of confidence of the person making the prediction
• If something changes, is the prediction invalid?

Predicting cost savings isn’t easy. That’s why Edmund Zagorin leverages technology. Learn why you should invest in predictive procurement technology in this throwback episode of Negotiations Ninja.

Logic and rational thinking don’t always work to convince someone to do something. People hear “Storytelling” and think of novels, movies, TV shows, etc. They don’t see it as what it is: A skill. Intuitively, people connect through stories. It’s how we make sense of the world. Storytelling moves someone toward action. And storytelling increases credibility. Mark Carpenter shares how to craft a simple yet compelling story—and shares how they boost your credibility—in this episode of Negotiations Ninja. 

Outline of This Episode

• [2:31] Learn more about Mark Carpenter 
• [4:13] Storytelling increases credibility
• [7:15] What do great stories include?
• [10:39] Simplify your storytelling 
• [15:02] How to get comfortable telling stories
• [17:17] How to turn an experience into a story
• [20:41] Learn more about Story-catching

Resources & People Mentioned 

• The Hero's Journey: Joseph Campbell on His Life and Work
• Master Storytelling

Connect with Mark Carpenter

• Get Mark’s FREE resource: Story Catcher 
• Master Storytelling
• Connect on LinkedIn

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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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 help people make logical commitments? Svitlana Kalitsun—a Ukrainian negotiation expert and lawyer—shares her thought-process in this throwback episode of Negotiations Ninja. 

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 Negotiations Ninja, we talk about what he’s learned throughout his storied career, including what he’s learned from the failures. 

Outline of This Episode

• [2:43] Learn more about William and his career
• [5:11] The negotiation that impacted William’s life
• [8:22] Who influenced William’s career
• [11:17] What William learned from a failed negotiation 
• [22:23] How artificial intelligence is impacting negotiation 
• [26:28] The art of what’s possible 
• [31:24] What’s next for William 

Resources & People Mentioned

• Possible: How We Survive (and Thrive) in an Age of Conflict

Connect with William Ury

• Connect on LinkedIn
• Follow on Twitter

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

Subscribe to Negotiations Ninja

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 Debra Roberts, you need to get to the root of the issue by listening. Only then can you determine next steps. Learn her framework in this throwback episode of Negotiations Ninja.

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 line to make this deal a reality in this episode of Negotiations Ninja. 

Outline of This Episode

• [1:58] Learn more about Mario Martinez
• [3:32] Laying the foundation for the deal
• [12:10] Negotiating the $46 million deal

Connect with Mario Martinez

• Connect on LinkedIn
• Vengreso
• FlyMSG
• The Modern Selling Podcast

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

Subscribe to Negotiations Ninja

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 for the other party—though exceedingly difficult—can sometimes mean the difference between success and failure. Dr. Young shares more in this throwback episode of Negotiations Ninja. 

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 negotiator but realized he was unconsciously incompetent. It was a terrible realization. What you choose to do when you’re hit with the realization dictates whether or not you’ll become a competent negotiator. Learn more in this intriguing episode of Negotiations Ninja. 

Outline of This Episode

• [2:05] Learn more about Keld Jensen
• [3:33] Why most negotiators are unconsciously incompetent 
• [8:56] How do you tell if you’re losing a negotiation?
• [13:32] Negotiating how to negotiate
• [19:03] The use of artificial intelligence in negotiation 

Resources & People Mentioned

• Getting to Yes: Negotiating Agreement Without Giving
• Never Split the Difference
• The Trust Factor

Connect with Keld Jensen

• Keld’s NEW book: Negotiation Essentials
• Keld’s Website
• Connect on LinkedIn

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

Subscribe to Negotiations Ninja

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 acceptance criteria, gathers the right KPIs and SLAs, and collaborates with her counterparts. Jeanette uncomplicates scope of work clauses in this throwback episode of Negotiations Ninja.