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Four Actionable Takeaways:
Before a negotiation, know YOUR needs / wants + THEIR needs / wants
Set expectations upfront that we don’t do end of month discounts before you need to
Say the price and shut-up. Don’t try to justify it, it shows insecurity
When they ask ... Show More
Yesterday
#608 - How Mapping the "Shadow" Org Chart Got Me to 305% of Quota
Laura McDonald breaks down the enterprise multithreading strategy that helped her hit 305% of quota by mapping the hidden power base inside her accounts. Learn how to uncover real influence, neutralize blockers, get access to key stakeholders, and activate your entire company to ... Show More
42m 41s
Sep 8
#606 - How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)
Armand Farrokh breaks down the system he used to build a high-performing SDR organization, fixing culture, installing operating rhythms, sharpening targeting, and creating repeatable hiring and messaging processes. ⚡ Fix the energy first: Create buy-in, make tough personnel decis ... Show More
46m 47s
Dec 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation.
FOUR ACTIONABLE TAKEAWAYS
Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
Price is based on internal (timeline, pain points) and external fact ... Show More
28m 23s
Apr 2024
Tactics You Can Use TODAY to Be More Persuasive With Nick Cegelski
Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/
In this episode, Nick Cegelski, Founder and host of the podcast, "30 minutes to President's Club," discusses how to negotiate and have difficult conversations about s ... Show More
40m 34s
Oct 2018
How to Generate Discussion in Negotiations
<p>Many people in procurement are data-driven, analytical, and tend to be introverted. So how do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, needs, and their wants? In this episode of Negotiations Ninja, I'l ... Show More
22 m
Jun 2021
How to Negotiate like a Pro
Mladen Kresic, Founder and CEO of K&R Negotiation Associates LLC Do you want to learn how to negotiate like a pro? I recently had a chat with Mladen Kresic, Founder and CEO of K&R Negotiation Associates LLC, and he shared a lot when it comes to negotiating effectively. Here's wha ... Show More
49m 2s
Jul 2024
Setting the Tone for Success in Negotiations with Jeff Sipe
In this insightful episode of "Negotiate Anything," host Kwame Christian, Esq., M.A. is joined by negotiation expert Jeff Sipe to delve deep into the nuances of negotiation tactics within the professional realm. They dissect the art of strategically managing one’s tone, delivery, ... Show More
39m 13s