Mark Raffan, Negotiations Ninja, Why Win-Win Isn't All It's Cracked Up To Be And The 9 Secrets To Influence.

In this episode we sit down with one of the top Negotiations
experts and coaches, Mark Raffan, the host of the fabulously
popular podcast Negotiation Ninja and negotiations training
school.

We discuss some of the biggest misconceptions in negotiation, due
to the influence of TV and Movies and how they have made
negotiations seem tactical rather than the whole
experience.

Mark says "Negotiation is significantly more boring than the
movies would have you believe. It's way more strategic".

In his new book, 9 Secrets To Win Deals and Influence
Stakeholders it will help you to achieve great value you in your
negotiations. We break down the  first secret in the book.
If you don't understand secret number 1, all of the other things
you do in negotiations won't work anyway, but you'll have to
listen to find out what it is.

Grab a pen and paper in hand as we have a conversation about
minimising risk and the different forms it can take on, the
perspectives of an organisation and how to think about the wider
implications of a deal, especially if you are in sales. Thinking
like this will set you apart in your career.

Mark also share his point of view on Win-Win deals and why they
aren't all they are cracked up to be, he shares how why striving
for a win-win is dangerous and can lead to you being taken
advantage of.

We delve into how people conflate the word negotiation with the
word discussion, alignment and conversations, and believe that
the negotiation is independent of whole experience of
interaction, like its some separate event where price is
discussed.

We address the fact that some negotiators will be seeding
thoughts in the other parties mind right from the get go, in
order to influence and manipulate at a later stage in the deal.
For example, making statements like "wow, you are super
collaborative", this makes you feel good about this up front, so
by the time we get to the negotiation, I've seeded the idea that
you are collaborative.

Find Mark

Mark's book
https://www.amazon.com/Secrets-Win-Deals-Influence-Stakeholders/dp/B0CGM8W5LT

Negotiations Ninja https://negotiations.ninja/
Podcast
https://podcasts.apple.com/us/podcast/negotiations-ninja-podcast/id1300435924

LinkedIn
https://www.linkedin.com/in/markraffan?originalSubdomain=ca
Instagram https://www.instagram.com/negotiationpod/

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