Mike Lander: Why Trust Can Be Your Secret Negotiation Weapon

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7 • 748 Ratings

🗓️ 12 November 2024

⏱️ 24 minutes

🔗️ Recording | iTunes | RSS

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Summary

Are you a sales professional looking for trust-building strategies to boost your performance? Download the new report from Piscari and the American Negotiation Institute today! https://mailchi.mp/4c42f6b27ad4/h1da786zod Want to share your thoughts? Fill out our listener form Request A Customized Workshop For Your Company Are you a sales professional looking for trust-building strategies to boost your performance? Download the new report from Piscari and the American Negotiation Institute today! https://mailchi.mp/4c42f6b27ad4/h1da786zod In this episode of Negotiate Anything, Kwame Christian, Esq., M.A. welcomes negotiation expert Mike Lander, an ex-procurement director with over two decades of experience in both buying and selling. Mike shares insights from his unique study on sales negotiation, breaking down the traits of the most successful negotiators. They explore the crucial role of trust in achieving better negotiation outcomes and delve into the complexities of navigating sales interactions with procurement professionals. This episode is packed with practical strategies for salespeople aiming to become more effective and trustworthy negotiators. What Will Be Covered: Insights from Mike Lander's study on sales negotiation profiles. The importance of emotional detachment in procurement. The Kraljic matrix and its impact on negotiation strategies. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life! What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource. 🎁 Special Launch Offer: Subscribe today and get 50% off for the first year. That's just $10 a month or $100 for the year! 🔗 Visit negotiateanything.com to join today and secure your spot. Ensure you don't miss out on any updates or exclusive offers. Elevate your negotiation game with Negotiate Anything Premium—your future of successful negotiations starts now! 🚀

Transcript

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0:00.0	I train a lot of salespeople in negotiation skills, and that's one of the key things I get across
0:04.4	is you've got to build this trusting, collaborative relationship. And how do you do that with
0:09.1	procurement? I mean, the follow-on question now is like, procurement are trained to be emotionally
0:13.6	detached. So it's in our DNA. We're trained to be emotionally detached. And why is that?
0:18.3	You know, well, if you look at why emotional detachment is so
0:21.8	important in the negotiation as a buyer, it's because a very good friend of mine, Matthew, many,
0:26.7	many years ago said this to me. He said, the moment you get emotionally attached to an outcome,
0:30.9	you've lost the negotiation. Hey, I'm Kwame Christian, and you are about to step into the world of Negotiate Anything,
0:39.6	the number one negotiation podcast in the world where we teach you how to make difficult
0:44.2	conversations easier while getting more of what you want in the process. Each episode is packed
0:49.5	with practical tips and strategies from the experts. we delve into negotiation, conflict resolution,
0:55.8	and leadership skills that are crucial in both business and in life.
1:00.1	Whether you're closing a deal, managing a team, or navigating personal relationships,
1:04.7	negotiate anything provides you with the tools you need to succeed.
1:08.9	Our conversations are real, relatable, and most importantly, rooted
1:13.0	in practicality. So if you're ready to transform your conversations and elevate your
1:17.9	negotiation skills, join me on Negotiate Anything. Subscribe and listen on Apple Podcasts, Spotify,
1:24.7	or wherever you love to listen. Let's make every conversation a winning negotiation.
1:30.3	Mike, thanks for joining us today.
1:32.3	Qua, it's been amazing to be invited, so thank you very much indeed.
1:35.3	Yes, it is our pleasure. So how would you get it started by telling us a little
1:38.3	bit about yourself and what you do?
	...

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