Go offline with the Player FM app!
Negotiate like a Ninja, Mark Raffan
Manage episode 386296926 series 3318161
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
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
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)
165 episodes
Manage episode 386296926 series 3318161
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
For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.
$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.
1:1 and group coaching packages available as well.
To access our free one week Trial visit The K2 Sales Academy
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)
165 episodes
All episodes
×Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.