Episode #141: Lucy Chamberlain

Collaborative vs Competitive

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Lucy Chamberlain

Lucy Chamberlain has spent a twenty year career tracking the industry’s leading recruitment companies. Lucy has overcome a challenging personal time as a single mom and built a multi million pound business that allows her and her rapidly expanding team to fulfil their own career goals. As a champion for women in business Lucy and her team actively collaborate with other female led businesses in a mentoring capacity with a focus on social consciousness and legacy. Through this experience Lucy has developed and honed her negotiation skills at the highest levels and has created online courses to support negotiation training. [01.18] Lucy defines Negotiation – is essentially a social interaction between two people and generally with one individual that has an agenda that they are looking to achieve through that conversation.

[01.34] Lucy explains how negotiation is important for business – in business we negotiate every single day in a million different ways, in every conversation from contracts, to pay rises and promotion, to goal setting with our team, and much more, so for Lucy negotiation is very much based upon our emotional response to these conversations rather than the practical applications.

[02.20] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Lucy feels that people get scared when talking about […]

Episode #140: Derek Arden

It’s Not About Technique, It’s About Trust and Honesty

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Derek Arden

Derek Arden is an international speaker, a best selling author and a master class leader. His latest book ‘Win Win: How To Get a Winning Result From Persuasive Negotiations’ has sold throughout the English speaking world and has just been translated into Chinese. Derek is passionate at helping people get win win negotiation results. [00.59] Derek defines Negotiation – as when two or more parties can’t agree on something and they want to agree. Often lots of parties can be involved but to come to a mutually agreed win-win agreement.

[01.17] Derek explains how negotiation is important for business – because if you don’t have a win-win agreement, someone will pull out or will not be happy upon payment or like the terms of agreement. Which will result in the lack of a mutual long term relationship.

[01.56] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Derek feels some sales people are not congruent and that they are working on sales target, which is more important to them as they work on short term bonuses rather than relationship management and listening to what clients want. Derek also feels that some sales people don’t know how to negotiate.

[02.52] How do you plan and execute a […]

Episode #139: James Muir

Negotiate With Genuine Intent

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James Muir

James Muir is the founder and CEO of Best Practice International and the bestselling author of the number one book on “Closing Sales – The Perfect Close”. James is a thirty year veteran of Sales, having served in every role from individual contributor to executive VP. His mission is to make the complex simple. James has an extensive background in healthcare, where he has sold to and spoken for the largest names in technology and healthcare , including HCA, Tenet, Catholic Health Care, Banner, Dell, IBM and many others. Not only is James a life long student of Sales, he is also an accomplished guitarist, organic chemistry fan and fitness buff. Those interested in learning a method of closing that has zero pressure involves just two questions and is successful 95% of the time can reach him at puremuir.com. [01.36] James defines Negotiation – as nothing more than just facilitating win-win arrangements. It’s understanding things well enough, that you can craft things so that everybody wins.

[02.02] James explains how negotiation is important for business – negotiation is important for business because any deal that is not a win-win will quickly deteriorate into a lose-lose deal. If you win but the customer loses, that will eventually turn into a nightmare for the client and will in return […]

Episode #138: Donald Hatter

You Can’t Sell and Negotiate At The Same Time

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Donald Hatter

Donald Hatter is an author, a motivational speaker, a contributor to Forbes and a sales and marketing professional who has more than twenty five years of relevant experience. He is the author of the International bestseller ‘Ten Things Great Sales Leaders Don’t Do’, which details ten common mistakes that sales professionals make and how to avoid them. One of the chapters is exclusively dedicated to correcting some errors made while negotiating. [01.14] Donald defines Negotiation – as a strategic discussion that resolves an issue in a way that both parties find acceptable

[01.27] Donald explains how negotiation is important for business – in order for deals to get done they are always negotiated to one extent or the other, so understanding and becoming much better at that process will help you in generating more revenue and will help you in your career in general. It’s a great skill set to have and it’s extremely important.

[01.53] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Donald feels that generally people who don’t like negotiating don’t know that negotiating effectively is all about leverage, the more leverage you have the easier it becomes.

[03.06] How do you plan and execute a high stakes negotiation – Donald shares […]

Episode #137: Deborah Kolb

Principles Unite, Specifics Divide

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Deborah Kolb

Deborah Kolb is one of the worlds foremost experts in the fields of negotiation, leadership and gender. Deborah was the former executive director and is currently co-director of the Negotiations in the Workplace Project at the Program of Negotiation at Harvard Law School. Deborah holds a BA from Vassar College, an MBA from the University of Colorado and a PhD from MIT Sloan School of Management. Her most recent book with Jessica Porter ‘Negotiating at Work: Turn Small Wins Into Big Gains’ was named by Time.com as one of the best negotiation books of 2015. [01.16] Deborah defines Negotiation – as trying to make an agreement with people who have different interests but they are trying to come to an agreement that some ways satisfies each of their interests. A back and forth process of trying to come to an agreement.

[01.43] Deborah explains how negotiation is important for business – negotiation is the way business gets done, certainly with the sales negotiation. Deborah’s work helps people to negotiate for themselves within organisations, so that when you go out to negotiate you are in a good position.

[02.14] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Deborah feels that negotiation can signal conflict and disagreement and often people are […]

Episode #136: Mike Figliuolo

Understand The Nibble

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Mike Figliuolo

Mike Figliuolo is an honor graduate with the United States Military Academy and served in the US army as an amour officer. He was a consultant at McKinsey & Company and an executive at Capital One and Scotts’ Miracle Gro. He is the founder and managing director of thoughtLEADERS LLC, a leadership training development firm. He is the author of three books, ‘One Piece of Paper,’ ‘Lead Inside The Box’ and ‘The Elegant Pitch’. [01.09] Mike defines Negotiation – as having something that you want and somebody else having something that they want and finding some space in between those two points where both of you are mildly displeased.

[01.30] Mike explains how negotiation is important for business – it becomes a question of profitability, getting the right people and being able to drive the right outcomes. If you are afraid to negotiate or you are not good at it, you’re going to be on the short end of the stick.

[01.52] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mike feels that it is because it is high stress and people worry about the outcomes. It can also be very confrontational at times, especially depending upon who your negotiating partner is and we just don’t like conflict and want […]

Episode #135: Kim Orlesky

Positive Attitude = Positive Outcomes

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Kim Orlesky

Kim Orlesky is the president of KO Advantage Group. She is listed as one of LinkedIn’s top Sales Influencers and continuously named as one of the top sales leader to follow. Kim is StartUp Canada’s Woman’s Entrepreneur and Success magazines inspirational blogger. She speaks internationally, including at North America’s entrepreneurial event Inbound, alongside people like Michelle Obama, Brené Brown and Deepak Chopra. In 2014, Kim courageously quit her life to backpack solo around the World. When she returned she turned her passion for sales into one of North America’s fastest growing sales training programs, KO Sales U. Her third book ‘Sell More Faster’ is available to pre buy now. [01.23] Kim defines Negotiation – is really about give and take back of information. How we help to create that final piece of value, like the bow on the end of a present.

[01.47] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Kim feels that it may not necessarily be a case of not liking to negotiate but more a case of not knowing how to prepare themselves, people don’t feel comfortable negotiating and become afraid of loosing the deal.

[02.54] How do you plan and execute a high stakes negotiation – Kim shares what she teaches in KO […]

Episode #134: Mark Raffan

Manage Your Concessions

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Mark Raffan

Mark Raffan is the founder of the Negotiations Ninja Training, a training and coaching business dedicated to developing and delivering the most engaging training and coaching in the world. Having spent many years in c-suite negotiations Mark decided to start his own firm to educate and train executives, M&A teams, sales teams and procurement teams in how to execute better negotiations to get more value out of their deals. Mark is also the host of the Negotiations Ninja podcast, the number one negotiation podcast on Google Play. Mark interviews FBI negotiators, influential executives, world leading sales guru’s, legal masterminds and expert communicators to draw out what works in negotiation and what doesn’t work and what we can do better. [01.30] Mark defines Negotiation – as a conversation to get to some sort of agreement.

[02.08] Mark explains how negotiation is important for business – negotiation is the way we get things done. If your not going to ask for the things that you need and want, don’t expect to get those things, no one is going to give you something for free so you’ve got to ask for it! Obviously the person who you are having the conversation with is going to want something, and it’s on them to ask for what they want.

[02.55] Why don’t some salespeople […]

Episode #133: Joanne M Smith

The Power is in the Pre Work

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Joanne M Smith

Joanne M Smith is the author of ‘The Price Negotiation Playbook’ and ‘The Pricing and Profit Playbook’. She was the former Marketing Customer Loyalty and Pricing leader for DuPont. Joanne is now the President of Price to Profits Consulting and is on the Faculty of the ISBM, The Institute for the Study of Business Markets led by PennState and the Professional Pricing Society. Joanne works with business to business businesses and sales teams to improve their pricing strategy and capability. [01.07] Joanne defines Negotiation – as closing the deal at the right price, and for Joanne the most important thing is the right price.

[01.31] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Joanne feels that some sales people like to negotiate the front part of the conversation, building relationships and talking about the offering, however it becomes less fun when they get to the price and the conversation becomes scary, as they risk loosing the deal and if they get the deal then they feel afraid that they will hurt the long term relationship and trust of the account. In order to change this Joanne believes in doing three things 1) having the right mindset, 2) having the right skills and 3) […]

Episode #132: George Siedel

Information is Power

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George Siedel

George Siedel is currently a professor at the Ross School of Business, where he teaches negotiation. He has authored numerous books and articles and has received the Faculty Recognition Award from the University of Michigan and several national research awards, including the Hoeber Award, the Ralph Bunche Award and the Maurer Award. In 2018 he received the distinguished career achievement award from the Academy Studies of Legal Studies in Business. George also authored the book ‘Negotiating for Success – Essential Strategies And Skills’ which is a must read for anyone who needs to negotiate as part of their role. [01.15] George defines Negotiation – as a process that is designed to reach an agreement that will satisfy each sides wants and needs.

[01.25] George explains how negotiation is important for business – especially in sales, as the sales profession is in the heart of any company, with sales you build customer relations, build sales strategies and contribute to the profitability of the company. So negotiation generally and sales specifically is critical to the companies success.

[01.59] Why don’t some salespeople don’t like to negotiate and what can we do to change this – George feels that it is due to the F word …FEAR! George also feels that Sales People fall into two groups one where they dread negotiation, […]