Negotiate Anything
Mike Lander: Why Trust Can Be Your Secret Negotiation Weapon
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.
27:28
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Quick takeaways
- Establishing trust is essential for successful negotiations, enabling smoother interactions and better outcomes between salespeople and procurement professionals.
- The Kraljic Matrix offers a strategic approach for salespeople, helping them categorize negotiations based on buyer impact and supply scarcity to enhance effectiveness.
Deep dives
Building Trust in Negotiations
Trust is a critical element in successful negotiations, particularly between salespeople and procurement professionals. The distinction of negotiation profiles reveals that the 'trust builder' consistently outperforms others, achieving better business outcomes. Trust builders demonstrate traits such as empathetic listening, flexibility, and a knack for creating mutually beneficial outcomes, which enables smoother negotiations. This emphasizes the idea that establishing a foundation of trust can ease tensions, allowing for a more productive exchange even in instances where mistakes may occur.
