In this episode, explore the nuanced and sometimes uncomfortable world of negotiations with Mark Raffan, Founder of Negotiations Ninja. Regardless of your job title, negotiations are part of our daily lives and influence how we can resolve conflict and communicate. Mark shares his perspective on negotiating, including why the idea of a “win-win” is nothing but a fever dream, and gives you crucial tips on which mindset is the best to approach negotiating with, including considering the incentives of both parties.

Negotiating is something that takes time to prepare properly for. Mark talks extensively about multi-million dollar organizations in the US, but the lessons are relevant for any sized business. In enterprise-level companies, the average buying group consists of around 11 people. Knowing the counterparty’s culture, financials, role, and incentives can help you negotiate. And understanding the incentives of both parties is crucial since the person negotiating and the person they represent may have different incentives and different visions of what a “win” or “fair” negotiation means. By working on your communication and conflict skills and preparing thoroughly, you’ll be able to negotiate even the toughest scenarios with clarity between both parties.