Are you tired of leaving money on the table during a high-stakes business negotiation? In this episode of Simple Wins, we reveal why the goal of a deal isn't just reaching an agreement—it is meeting your specific objective. As the B2B market shifts toward selling results rather than just services, your sales strategy must evolve to handle deeper, long-term organizational changes.
Josh Weiss joins us to discuss how to pre-frame your deals for success and move away from the ""freak out"" moments that lead to bad concessions. We dive deep into the art of contingency planning and why your mindset should shift from viewing the person across the table as an adversary to seeing them as a problem-solving partner. We cover:
Conflict Resolution: How to handle incomplete information and navigate the unexpected twists and turns of a complex deal.
Relationship Building: Why 90% of your deals should be structured for long-term growth rather than one-off wins.
Business Negotiation: The concept of ""Post-Settlement Settlement"" and how to add massive value right before you sign.
The Currency of Information: Why asking what your client truly values is the simplest way to win without making a single costly concession.
Our guest, Josh Weiss, is a world-renowned expert and the co-founder of the Global Negotiation Initiative at Harvard University. With decades of experience training governments and Fortune 500 companies, he brings unparalleled expertise to the table.
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