Your sales strategy gives you direction and frees up mental bandwidth, so don't undervalue the importance of strategic planning before negotiations start.

In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty's interests, and the power of active listening in shaping successful negotiation outcomes.

We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy.

Outline of This Episode

• (00:00) Introduction to Susan Borke
• (06:14) Effective Negotiation Preparation Strategies
• (09:44) Embrace Diverse Perspectives in Sales
• (12:22) Understanding Clients' Perspectives in Negotiations
• (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics
• (19:39) Negotiating Job Title and Staffing
• (21:07) Do Your Research and Determine Whether What You're Offering Fits

Resources & People Mentioned

• Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton

Connect with Susan Borke

• Susan Borke on LinkedIn
• BorkeWorks

Connect With Paul Watts

• LinkedIn
• Twitter

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