Mark Raffan

Paul Watts joined me in an episode of Negotiations Ninja to talk about negotiation strategy and planning. His unique perspective as a seasoned sales professional is a welcome change of…

Banachek—a famous mentalist—has mastered the art of mirroring (as well as other psychological means of persuasion). In an episode of Negotiations Ninja, he joined me to share some of his…

My personal mentor and friend Marty Park joined me in an episode of Negotiations Ninja to talk about how to manage and communicate effectively in times of crisis. Many people…

In order to be an effective negotiator, you have to learn how to manage your emotions to maintain your credibility. You can’t let emotions drive the process and most certainly…

A cognitive bias is a systematic error in thinking that affects every decision or judgment that you make. Edmund Zagorin developed a software platform called Bid Ops that understands cognitive…

In a recent episode of Negotiations Ninja, Oren Klaff joined me to talk about negotiation tactics. While I don’t watch Game of Thrones, Oren used an analogy that drove his…

Procurement and sales teams tend to have a negative view of each other. Salespeople view procurement as the people who take their deals, shave 20% off the top, and subsequently…

Sales prospecting is a complex and often complicated role to play. You have to learn how to connect with people and keep them engaged while convincing them of the usefulness…

Emotional intelligence is the ability to be able to recognize and manage one’s own emotions—and those of others. Those who’ve mastered this skill are able to use the information they…

Arm wrestling is a game where one person wins and another loses, every time. No matter how you play the game, that fact never changes.   But negotiation trainer and…