Negotiate Anything Mike Lander: Why Trust Can Be Your Secret Negotiation Weapon
11 snips
Nov 12, 2024 Mike Lander, an ex-procurement director with over twenty years in buying and selling, shares his wealth of experience. He discusses how trust acts as a secret weapon in negotiations, highlighting its vital role in achieving success. Lander introduces a diagnostic tool for analyzing negotiation styles and emphasizes the importance of emotional detachment for effective procurement. He also explains the Kraljic Matrix, offering strategies for adapting to different contexts to optimize negotiations and enhance collaboration.
AI Snips
Chapters
Transcript
Episode notes
Trust Builder Profile
- A study of 200 sales negotiators revealed four profiles: Analyzer, Preparer, Commander, and Trust Builder.
- The Trust Builder profile, prioritizing empathy and mutually beneficial outcomes, consistently outperforms others in sales outcomes like win rates and renewals.
Building Trust
- Build trust by focusing on credibility, reliability, and relationship, while minimizing self-interest.
- Over-indexing on relationships alone may not be effective with senior executives; credibility is crucial.
Trust as a Shield
- Trust acts as a shield, protecting negotiators from the negative consequences of inevitable mistakes.
- It grants the benefit of the doubt, allowing for easier recovery and minimizing damage to relationships.