The Importance of Negotiation Preparation

Planning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills. 

Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make selling a profession to be proud of. His goal is to help sales professionals be more effective to be able to live life on their own terms. Listen to this episode for a deep-dive into negotiation from the perspective of someone who’s been in sales for over 20 years.

Outline of This Episode

• [3:19] Paul Watt’s background in sales and podcasting
• [4:51] Planning is the most important element of negotiation
• [7:36] Present the cost of inaction and the return on investment
• [11:11] The best way to improve your negotiation skills
• [14:37] A negotiation techniques Paul employs regularly
• [20:11] Role models and styles Paul embraces
• [21:51] What happens when a negotiation goes downhill
• [29:49] Paul advises to embrace a learning mindset

Resources & People Mentioned

• Gary Vaynerchuk’s 4Ds Program 
• BOOK: Thinking, Fast and Slow
• Kwame Christian
• Patrick Tinney
• Dan Shapiro
• William Urey

Connect with Paul Watts

• The Sales Reinvented Podcast
• Paul on LinkedIn
• Paul on Twitter
• Base Over Apex

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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