Negotiate like a Ninja, Mark Raffan

K2 Sales Podcast

When we take time to prepare out negotiation strategies as well as consider those of our counterparts, we show respect for the process, our counterparts and the desired outcome.

Consider time as currency.

Yet, how many of us take the time to:

1) Prime ourselves: get in the right state of mind

2) Prepare: Clearly articulate what a successful outcome looks like

3) Practice: Put in the reps

Tune in to my conversation with @markraffan founder of The Negotiations Ninja where he breaks down all 3 components to provide a blue print to work from.

Days of showing up unprepared are gone.

Having clarity of our give-gets, our walk away points and our audiences motivations are critical to a successful negotiation.

Tune in to our conversation where Mark walks you through techniques for Priming, Preparing and Practicing to get what you deserve in your next negotiation.
Connect with Mark:

Connect with Mark LinkedIn: https://www.linkedin.com/in/markraffan/

Negotiations Ninja website: https://negotiations.ninja/

Negotiations Ninja Podcast: https://negotiations.ninja/podcast/

Dr. Amy Cuddy’s Ted Talk:https://www.youtube.com/watch?v=Ks-_Mh1QhMc

#b2bsales #b2bnegotiations

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Chapters

1. Negotiate like a Ninja, Mark Raffan (00:00:00)

2. Negotiating with Clarity (00:01:05)

3. Preparation and Roleplay (00:02:14)

4. Holding onto Value (00:03:06)

5. Considering multiple stakeholders (00:09:58)

6. Value of discovery in sales (00:12:03)

7. Clarity and preparation in negotiations (00:13:49)

8. Preparing for Negotiations (00:18:59)

9. Understanding Stakeholder Goals (00:19:33)

10. Fear of Rejection in Negotiations (00:24:25)

11. Importance of practice (00:27:05)

12. *Implementing role-playing practice (00:28:01)

13. Value of priming exercises (00:33:58)

14. Overconfidence Bias (00:36:32)

15. Importance of Preparation (00:37:16)

16. Respecting the Counterparty's Time (00:39:09)

17. Trust vs. Rapport (00:45:10)

18. The Trust Factor (00:46:47)

19. The Power of Loss (00:47:33)

20. Preparing for Success (00:54:47)