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Negotiate Anything

Negotiation Strategies: Todd Caponi on Authenticity and Success

Negotiate Anything

American Negotiation Institute

Education, Careers, Business

4.8 • 659 Ratings

🗓️ 5 January 2024

⏱️ 44 minutes

🧾️ Download transcript

Summary

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Join Kwame Christian as he welcomes negotiation maven Todd Caponi to the "Negotiate Anything" podcast for a riveting discussion on the art of transparent negotiation. In this episode, Todd delves into his revolutionary sales philosophy, drawing from his seasoned experience in technology sales leadership and his deep understanding of behavioral science. Together, Kwame and Todd unpack the four levers of negotiation—volume, timing of cash, length of commitment, and timing of the deal—to illustrate successful outcomes that hinge on clarity and authenticity. Be ready to challenge your negotiation preconceptions and embrace transparency for better, trust-based customer relationships. What you'll learn: - How transparency can lead to increased win rates and accelerated sales cycles without compromising trust or value. - Strategies for using the four levers of negotiation to create favorable deals and foster long-term customer relationships. - Insights on balancing negotiation power dynamics and preventing the risk of being taken advantage of in transparent negotiations. Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Transcript

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0:00.0

From LinkedIn News, I'm Leah Smart, host of Everyday Better, an award-winning podcast dedicated to personal development.

0:06.1

Join me every week for captivating stories and research to find more fulfillment in your work and personal life.

0:11.8

Listen to Every Day Better on the LinkedIn Podcast Network, Apple Podcasts, or wherever you get your podcasts.

0:17.4

I'm Tomer Cohen, LinkedIn's chief product officer.

0:20.6

If you're just as curious as I am about the way things are built, then tune in to my podcast,

0:25.6

building one.

0:26.6

I speak with some of the best product builders out there.

0:28.6

I've always been inspired by frustration.

0:31.6

It came back to my own personal pinpoint.

0:33.6

So we had to go out to farmers and convince them.

0:36.6

Following that curiosity is a superpower.

0:39.8

You have to be obsessed with the human condition. Listen to Building One on Apple Podcasts or wherever

0:44.8

you get your podcasts. Hello, my friend, and welcome to another exciting episode of Negotiate

0:54.1

Anything.

0:54.8

Thanks for joining us today.

0:56.4

With over 10 million downloads and listeners from more than 180 different countries,

1:01.5

it's dedicated listeners just like you who have made Negotiate Anything the number one

1:06.4

negotiation podcast in the world.

1:08.7

I'm your host, Kwame Christian.

1:10.6

I'm a business lawyer,

1:11.7

mediator, author, and the proud CEO of the American Negotiation Institute.

1:16.9

Now, before we get into today's insightful conversation, I have a golden opportunity for those of

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