Kerry Lutz interviews Mark Raffan, the Negotiations Ninja, on the art of negotiation. They discuss the importance of preparation and strategy in negotiations, caution against making it your job to ensure the counterparty gets a win, and emphasize the importance of knowing what you want and breaking it down into negotiable items. Mark shares a real-life example of a negotiation that bombed due to getting stuck in the weeds and discusses the importance of understanding the total value of a deal over the lifetime of that deal. They also advise being direct in negotiations and visualizing the completed deal to have a clear vision of success.

Find Mark here: negotiations.ninja

Find Kerry here: FSN