Successful commercial negotiations are clearly one of the key drivers for business growth - you sell more products for the right price and you set your business on a firm foundation for the future. However, these negotiations so often seem to be a zero sum game, with one or both parties feeling aggrieved at the final outcome, which clearly doesn't set the right tone for a positive ongoing business relationship or partnership. This pressure to 'win the business at all costs' is only going to be accentuated by financial pressures placed on businesses by the pandemic.

This week, The New P&L - Principles & Leadership in Business podcast series speaks to Mark Raffan - host of the world's number one negotiations podcast, Negotiations Ninja, and founder the Negotiations Ninja training group. We discuss with Mark how a more principled approach to the negotiation process can help sales teams and business owners work towards achieving more balanced outcomes in the commercial negotiations process to the mutual benefit of both parties.