Sales Reinvented

Whats the secret to successful negotiations? Its not just about making offers or striking dealsit's about creating the right kind of friction. In this episode, Paul Watts sits down with negotiation expert Saad Saad, who emphasizes that introducing healthy tension into conversations is a key strategy for achieving favorable outcomes. Saad explains how friction in a negotiation helps both parties fully assess the terms, leading to stronger, more deliberate decisions. Tune in to hear how mastering the art of friction can transform your approach to high-stakes deals and turn challenging negotiations into opportunities for success.

Outline of This Episode

• (0:58) The difference between strategy and tactics
• (1:50) Saads go-to negotiation strategy for high-stakes deals
• (2:47) Saads three favorite negotiation tactics
• (4:56) The role of preparation and self-awareness in negotiation
• (6:52) Common negotiation strategies for complex sales
• (8:27) Handling aggressive negotiation tactics
• (11:35) Saads top negotiation dos and donts
• (15:13) Saads real-world negotiation story

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What’s the real difference between negotiation strategy and tactics, and why does it matter so much in high-stakes deals? In this episode of Sales Reinvented, we’re joined by Stuart Foster, an international sales performance coach, who answers this question and shares his expertise on navigating complex negotiations. 

Stuart reveals how understanding the balance between strategy and tactics can be the key to closing deals, building long-term relationships, and ensuring mutual success. Whether you’re negotiating with a tough buyer or trying to secure a lasting partnership, Stuart’s actionable advice will equip you with the tools you need to master the art of negotiation.

Outline of This Episode

• (0:51) What is the difference between negotiation strategy and tactics?
• (1:26) How should strategy and tactics complement each other in a deal?
• (2:22) Stuart’s go-to negotiation strategy for high-stakes deals
• (5:28) The role of planning in negotiation strategy and tactics
• (6:55) Common negotiation strategies in complex sales
• (8:55) How to handle aggressive negotiation tactics from buyers
• (10:30) Stuart’s top three negotiation strategy dos and don'ts
• (13:38) Real-world example of applying strategy and tactics in a high-stakes deal

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• Connect on LinkedIn

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In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. 

Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity.

Outline of This Episode

• (1:00) Jeanette defines the difference between negotiation strategy and tactics
• (2:44) Jeanette’s go-to negotiation strategy for high-stakes deals
• (3:57) Jeanette’s three favorite negotiation tactics for leveraging tough deals
• (6:10) Normative leverage and how it applies to collaborative negotiations
• (7:35) The role of planning in developing negotiation strategies and tactics
• (8:51) How do you determine the most effective negotiation strategy?
• (11:16) Recognizing and countering aggressive negotiation tactics
• (15:24) Jeanette's top three negotiation do's and don'ts
• (18:53) Navigating a sticky real-world negotiation 

Resources & People Mentioned

• Negotiation Preparation on the Fly

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• Connect on LinkedIn
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In this episode of Sales Reinvented, host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics.

Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations.

Outline of This Episode

• (1:10) What’s the difference between negotiation strategy and tactics?
• (2:06) Phil’s go-to negotiation strategy for high-stakes deals
• (3:34) The top three negotiation tactics Phil swears by
• (6:35)) The role of planning in negotiations
• (7:56) The different strategies used in complex sales
• (10:41) Handling emotional responses in negotiations and why staying calm is key
• (15:06) Phil’s Do’s and Don’ts in negotiation strategy and tactics
• (20:03) How odd numbers made a big impact on the outcome of a negotiation

Connect with Phil Brown

• Connect on LinkedIn

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What if the key to success in any negotiation was in the preparation before you even sat down at the table? In today’s episode of Sales Reinvented, Scott Chepow, a global negotiation strategist, dives into the critical role preparation plays in successful negotiations.

 Scott shares how planning, understanding the stakes, and conditioning your counterpart are the cornerstones of securing favorable outcomes. Whether you’re closing a major deal or navigating everyday discussions, Scott’s insights will equip you with the tools you need to approach every negotiation with confidence and strategic foresight.

Outline of This Episode

• (0:58) The difference between negotiation strategies and tactics
• (2:36) Scott’s go-to strategy for high-stakes deals: The growth strategy
• (3:20) Scott reveals three of his most effective negotiation tactics
• (4:32) The importance of planning in negotiation
• (5:47) Understanding the role of conditioning in negotiation
• (6:30) The most effective negotiation strategy to use
• (8:16) Recognizing and countering aggressive negotiation tactics
• (10:26) Scott’s do’s and don’ts of negotiation strategy and tactics
• (12:23) Showcasing the power of planning and communication

Connect with Scott Chepow

• Connect on LinkedIn

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• LinkedIn
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