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
Links and Resources:
- Subscribe to the Art of Procurement podcast
- Mark Raffan on LinkedIn
- Negotiations Ninja
- Episode Transcript: Download as PDF
