Sales Reinvented Podcast

In this episode ofSales Reinvented, we sit down with Joanne Smith, a pricing expert and author ofThe Price Negotiation Playbook. Joanne dives deep into the world of price negotiation, sharing her proven strategies and tactics for navigating tough pricing conversations. Whether you're dealing with price pressure or high-stakes deals, Joannes expert insights will help you confidently handle price negotiations and ensure you get the value you deserve.

Outline of This Episode

• (0:52) What are the key differences between negotiation strategy and tactics?
• (1:58) How should companies adapt their pricing strategies during times of uncertainty?
• (3:50) Joannes go-to negotiation strategy for high-stakes deals
• (5:45) Joannes three favorite negotiation tactics
• (9:13) How important is planning in negotiation strategy and tactics?
• (10:35) Common negotiation strategies (and choosing the best to use)
• (14:40) How can salespeople recognize and counter aggressive negotiation tactics?
• (17:15) Joannes top three negotiation strategy and tactics dos and donts
• (19:37) Can you share a real-world example of a successful negotiation?
• (15:00) What role does integrity and fairness play in successful negotiations?

Connect with Joanne Smith

• Connect onLinkedIn

Connect With Paul Watts

• LinkedIn
• Twitter

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What if the key to successful negotiations wasn’t about securing the best deal right away, but about building a lasting relationship that leads to ongoing success? In this episode, Paul Watts sits down with Mike Figliuolo, founder of Thought Leaders LLC, to explore how fostering relationships during the negotiation process can lead to more fruitful, long-term partnerships. Mike, a seasoned leader with a background in both the military and corporate America, shares how he’s applied relationship-building strategies in high-stakes negotiations to ensure long-term success for both parties involved.

Outline of This Episode

• (0:00) Introduction to Mike Figliuolo
• (1:40) The Difference Between Strategy and Tactics in Negotiation
• (2:31) Mike’s Go-To Negotiation Strategies
• (3:37) Top Three Negotiation Tactics
• (5:59) Planning and Role-Playing for Successful Negotiations
• (7:06) Managing Complex Sales: Breaking Deals into Smaller Components
• (8:49) Counteracting Aggressive Negotiation Tactics
• (10:56) Top 3 Negotiation Strategy and Tactics dos and don’ts
• (14:41) The Importance of Relationships in Negotiation

Resources & People Mentioned

• LinkedIn Learning

Connect with Mike Figliuolo

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts 

• LinkedIn
• Twitter 

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What’s the secret to successful negotiations? It’s not just about making offers or striking deals—it'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) Saad’s go-to negotiation strategy for high-stakes deals
• (2:47) Saad’s 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) Saad’s top negotiation dos and don’ts
• (15:13) Saad’s real-world negotiation story

Connect with Saad Saad

• BOOK: In the Lead
• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

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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

Connect with Stuart Foster

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

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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

Connect with Jeanette Nyden

• Connect on LinkedIn
• Follow on Twitter

Connect With Paul Watts 

• LinkedIn
• Twitter 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com