The true art of a deal – negotiation. Figuring out what you have that someone else wants so that you can get what they have and find a win-win solution.
-Content Level: Advanced-
In this episode, Dallas interviews Brett Bollinger about the art of negotiation. As an engineer who has moved into sales, Brett has experience in preparing bids in response to Request for Proposals for large gas turbine installations and negotiating multi-million dollar deals. Brett shares his perspective on negotiation through personal anecdotes and lessons learned from experience.
In part 1 of the episode, we went into:
-the purpose of negotiation
-why negotiation skills are valuable
-the opportunity for win-win negotiations
-thinking about negotiation in your real-life circumstances
-price exploration during negotiation
-negotiation tactics
In part 2 of the episode, we go deeper on negotiation tactics and address:
-making your offer the best option to your counter-party
-being the “easy button”
-knowing what’s most important to you in the negotiation
-determining in advance what unacceptable terms would be for you
-the value of rapport
-hostile negotiation
-game theory
-identifying alternatives in the event of no deal