In this episode we sit down with one of the top Negotiations experts and coaches, Mark Raffan, the host of the fabulously popular podcast Negotiation Ninja and negotiations training school.
We discuss some of the biggest misconceptions in negotiation, due to the influence of TV and Movies and how they have made negotiations seem tactical rather than the whole experience.
Mark says "Negotiation is significantly more boring than the movies would have you believe. It's way more strategic".
In his new book, 9 Secrets To Win Deals and Influence Stakeholders it will help you to achieve great value you in your negotiations. We break down the first secret in the book. If you don't understand secret number 1, all of the other things you do in negotiations won't work anyway, but you'll have to listen to find out what it is.
Grab a pen and paper in hand as we have a conversation about minimising risk and the different forms it can take on, the perspectives of an organisation and how to think about the wider implications of a deal, especially if you are in sales. Thinking like this will set you apart in your career.
Mark also share his point of view on Win-Win deals and why they aren't all they are cracked up to be, he shares how why striving for a win-win is dangerous and can lead to you being taken advantage of.
We delve into how people conflate the word negotiation with the word discussion, alignment and conversations, and believe that the negotiation is independent of whole experience of interaction, like its some separate event where price is discussed.
We address the fact that some negotiators will be seeding thoughts in the other parties mind right from the get go, in order to influence and manipulate at a later stage in the deal. For example, making statements like "wow, you are super collaborative", this makes you feel good about this up front, so by the time we get to the negotiation, I've seeded the idea that you are collaborative.
Mark's book https://www.amazon.com/Secrets-Win-Deals-Influence-Stakeholders/dp/B0CGM8W5LT
Negotiations Ninja https://negotiations.ninja/
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