In this episode of Resilience Talk, Paul Spencer explains how negotiation is an important a tool for thriving through all kinds of business transitions—not just as a sales tactic but as something you’ll use in almost every important relationship. Paul shares why negotiation feels different during unpredictable times, how to handle tough cost conversations, and why it really boils down to trust and understanding the human side. Whether you’re fielding price reductions, working with business partners, or leading a team, this conversation is about finding the win-win, even when things feel uncertain.

Key Highlights

• Negotiation isn’t just for sales—it’s woven into every part of running a resilient business, especially in today’s shifting environment.
• How to respond when a client asks for a 10% or 20% cost cut—starting with curiosity and letting them talk before jumping in.
• The real risk of focusing only on short-term wins and why trust is what holds client relationships together for the long haul.
• Treating tough conversations as chances to grow, not just more tasks to check off your list.
• Tips that ground every negotiation: practice reflective listening, find out who actually makes the decisions, take a breather when emotions spike, keep the long view in mind, and put creative options on the table.
• Why negotiation is more about people than process—drawing on psychology, Charlie Munger’s wisdom, and Deming’s System of Profound Knowledge to steer clear of assumptions and stay human.