Podcast episode
Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
30 Minutes to President's Club12 May 202029 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Before a negotiation, know YOUR needs / wants + THEIR needs / wants Set expectations upfront that we don’t do end of month discounts before you need to Say the price and shut-up. Don’t try to justify it, it shows insecurity When they ask for discounts, ask probing questions to discover the truth behind the ask. Mark Raffan’s Path to President’s Club: Host, Negotiations Ninja Podcast President, Content Callout Negotiation Master Class, Harvard University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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talk to somebody else? I would say, as a rule of thumb, never disclose that you have the power to do anything. But I'm also not saying that you should disclose that someone else has the power. So unless you're specifically asked, right? And then you can say, I'm good up to a certain point. “But if we get to that point, I'm going to have to go to someone else.” So I think that's important. I don't necessarily think it's critical for you to be able to disclose that, unless you're asked. Let's say we decide to walk from a deal. How do you walk from a deal? Because a lot of times people will be, someone like me, I'll fight you to death.
If you find something that works for you, we're happy to support you and help you look for alternatives. Cool. No problem. If at a certain point you decide that those options are not worth it for you and you want to come back and have a conversation, we're happy to continue the conversation at the “same place that we left off.” I just want you to know that when you come back to that conversation, we still are not going to be able to move lower than where we are right now. Now, in order for you to be able to say that, you have to be very clear about what your walkaway line is internally in the organization.