SS 2.0 - #61: The Art of Negotiation and Influence with Special Guest Mark Raffan.

Mastering Modern Selling

In this episode we have a very enlightening conversation with Mark Raffan, a procurement specialist who's not afraid to share secrets from the other side of the table. You will take away wisdom on identifying personal weaknesses, strengthening negotiation skills, and more from Mark's book, "Nine Secrets to Win Deals and Influence Stakeholders." We sift through the elements of successful negotiation, from planning and strategy to the subtle art of persuasion, and we don't shy away from the tough questions.
We also highlight the importance of reading multiple books on the subject to expand the critical aspect of negotiation strategy versus tactics and explore key milestones that can guide a smoother negotiation process and how embracing these landmarks can make the experience less daunting for all parties involved.
The world of AI is changing B2B sales negotiations. We discuss the intersection of AI and negotiations, revealing how these technologies are changing the business landscape. From AI bots tackling simpler deals to potentially assisting in complex transactions, we offer a glimpse into the future of negotiations.

Chapters

1. Negotiation Strategies for Sales Professionals (00:00:00)

2. Importance of Reading and Understanding Negotiation (00:06:06)

3. Maximizing and Protecting Value in Sales (00:12:51)

4. Negotiation Styles and Strategies (00:19:21)

5. Effective Negotiation Strategies (00:26:55)

6. Negotiation Strategies and Tips (00:32:37)

7. The Rise of Automated Negotiation AI (00:44:40)