Episode #212 – Sheila Heen
Build Options Into Your Negotiation
Sheila Heen teaches Negotiation at Harvard Law School, founded Triad Consulting, and is a co-author of two New York Times bestsellers: Difficult Conversations: How to Discuss What Matters Most, and Thanks for the Feedback: The Science and Art of Receiving Feedback Well (Even When It’s Off-Base, Unfair, Poorly Delivered, and Frankly, You’re Not in the Mood). Why should you build options into your negotiation? How do different options influence the potential customer towards making a deal? Does it cheapen your service offering? Sheila Heen joins this episode of the Sales Reinvented podcast to share her take on the negotiation process—and why she believes presenting the customer options can be a gamechanger.
Sheila Heen has taught negotiation at Harvard Law School for 20+ years. She is the founder and CEO of Triad Consulting. She also co-authored two New York Times bestsellers: Difficult Conversations: How To Discuss What Matters Most and Thanks for the Feedback: The Science and Art of Receiving Feedback Well. Take advantage of her years of experience in negotiation and learn from the best—listen now!
Outline of This Episode
- [0:57] What is negotiation?
- [1:16] Why is negotiation so important?
- [1:30] Why don’t salespeople like to negotiate?
- [3:50] Sheila’s negotiation process
- [7:08] A great sales negotiator listens
- [9:43] Tools, tactics, and […]