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Episode 132  |  33:40 min

The Importance of Negotiation Preparation

Episode 132  |  33:40 min  |  04.20.2020

The Importance of Negotiation Preparation

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This is a podcast episode titled, The Importance of Negotiation Preparation. The summary for this episode is: <p>Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of <em>Negotiations Ninja</em>, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills. </p> <p>Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who’s been in sales for over 20 years.</p> <h2>Outline of This Episode</h2> <ul> <li>[3:19] Paul Watt’s background in sales and podcasting</li> <li>[4:51] Planning is the most important element of negotiation</li> <li>[7:36] Present the cost of inaction and the return on investment</li> <li>[11:11] The best way to improve your negotiation skills</li> <li>[14:37] A negotiation techniques Paul employs regularly</li> <li>[20:11] Role models and styles Paul embraces</li> <li>[21:51] What happens when a negotiation goes downhill</li> <li>[29:49] Paul advises to embrace a learning mindset</li> </ul> <h2>Resources & People Mentioned</h2> <ul> <li>Gary Vaynerchuk’s <a href="https://4ds.thesashagroup.com/" target="_blank" rel="noopener">4Ds Program </a></li> <li>BOOK: <a href= "https://www.amazon.com/Thinking-Fast-Slow-Daniel-Kahneman/dp/0374533555" target="_blank" rel="noopener">Thinking, Fast and Slow</a></li> <li><a href="https://americannegotiationinstitute.com/about/" target="_blank" rel="noopener">Kwame Christian</a></li> <li><a href="https://www.linkedin.com/in/patrick-tinney-903556145/" target="_blank" rel="noopener">Patrick Tinney</a></li> <li><a href="https://www.danshapiroglobal.com/" target="_blank" rel="noopener">Dan Shapiro</a></li> <li><a href="https://www.williamury.com/" target="_blank" rel= "noopener">William Urey</a></li> </ul> <h2>Connect with Paul Watts</h2> <ul> <li><a href="https://salesreinvented.com/" target="_blank" rel= "noopener">The Sales Reinvented Podcast</a></li> <li>Paul on <a href= "https://www.linkedin.com/in/salesreinvented/?originalSubdomain=ca" target="_blank" rel="noopener">LinkedIn</a></li> <li>Paul on <a href="https://twitter.com/salesreinvented" target= "_blank" rel="noopener">Twitter</a></li> <li><a href="https://base-over-apex.com/" target="_blank" rel= "noopener">Base Over Apex</a></li> </ul> <h2>Connect With Mark</h2> <ul> <li>Follow Negotiations Ninja on Twitter: <a href= "https://twitter.com/NegotiationPod" target="_blank" rel= "noopener">@NegotiationPod</a></li> <li>Connect with Mark <a href= "https://www.linkedin.com/in/markraffan/" target="_blank" rel= "noopener">on LinkedIn</a></li> <li>Follow Negotiations Ninja <a href= "https://www.linkedin.com/company/negotiations-ninja-podcast" target="_blank" rel="noopener">on LinkedIn</a></li> <li>Connect on Instagram: <a href= "https://www.instagram.com/negotiationpod/" target="_blank" rel= "noopener">@NegotiationPod</a></li> </ul> <p><a href="https://plinkhq.com/i/1300435924" target="_blank" rel= "noopener"><strong>Subscribe to Negotiations Ninja</strong></a></p>

Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills. 

Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who’s been in sales for over 20 years.

Outline of This Episode

  • [3:19] Paul Watt’s background in sales and podcasting
  • [4:51] Planning is the most important element of negotiation
  • [7:36] Present the cost of inaction and the return on investment
  • [11:11] The best way to improve your negotiation skills
  • [14:37] A negotiation techniques Paul employs regularly
  • [20:11] Role models and styles Paul embraces
  • [21:51] What happens when a negotiation goes downhill
  • [29:49] Paul advises to embrace a learning mindset

Resources & People Mentioned

Connect with Paul Watts

Connect With Mark

Subscribe to Negotiations Ninja

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