AOP PodcastNegotiations

172: A Ninja’s Guide to Effective Negotiations w/ Mark Raffan

By February 19, 2018 January 4th, 2019 No Comments

This week, I am joined by negotiation ninja Mark Raffan. Mark leads a negotiations training business – both for buyers and sales professionals – and recently launched his own podcast – Negotiations Ninja – which I highly recommend that you check out.

We had a wide-ranging discussion on all things negotiation –  from negotiation strategies and approaches, to the common pitfalls that negotiators face.  What was particularly insightful was hearing how a salesperson is taught to negotiate so that we could spot those tactics, and understand when they are being used, as we sit on the opposite side of the table.

I had a blast talking to Mark, and I hope you enjoy the conversation as much as I did!

“A lot of people think that negotiation is sort of like a gun slinger’s paradise where you can go in and shoot and ask questions later. Yeah, I mean maybe you’ll hit a couple negotiations where you’ll win on that but the vast majority of the time you’re going to lose and you’re going to lose big because you haven’t prepped a strategy.” – Mark Raffan

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Philip Ideson

About Philip Ideson

Philip founded Art of Procurement in 2015 as a way to empower procurement professionals at all levels to deliver change with confidence; whether from the inspiration of the popular weekly podcast that he hosts, or with targeted solution offerings that guide clients on their journey to transform the impact of procurement.