This episode of the NEGOTIATE X Podcast explores how negotiation preparation serves as a strategic advantage in today’s complex sales landscape. David Chapnick of Vantage Partners shares insights on frameworks like FOCUS, the rise of AI in sales training, and the shift toward virtual negotiations. 

He emphasizes aligning internal teams, building trust with clients, and balancing collaboration with co-opetition. Listeners will learn why effective preparation—not just tactics—drives better outcomes, deeper relationships, and long-term value. 

With real-world examples and practical advice, the conversation underscores that meaningful negotiation capability is built over time through intentional practice, coaching, and investment in people—not quick fixes.