Negotiate Anything

Mark Raffan: 9 Secrets to Win Deals and Influence Stakeholders

Jan 25, 2025

Mark Raffan, the Founder of Negotiations Ninja, shares his expertise on B2B negotiations and sales strategies. He distinguishes between B2B and B2C tactics and emphasizes the importance of adapting to procurement processes. Mark discusses flexible negotiation frameworks that cater to different situations and the balance of polite assertiveness. He provides insights into the contrasting priorities of salespeople and procurement teams, highlighting the need for patience and understanding to navigate complex organizational dynamics.

37:35

Episode guests

Mark Raffan

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Episode notes

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Quick takeaways

Civility in negotiation is vital as it fosters respect and enables direct communication during disagreements, helping to avoid escalation.

Understanding the distinct motivations of procurement teams versus sales professionals is crucial for adapting negotiation strategies effectively in B2B contexts.

Deep dives

The Role of Civility in Negotiation

Civility is crucial in negotiation as it helps to maintain a level of respect between parties, even during disagreements. Practicing politeness, kindness, and courtesy does not mean being overly friendly or naive; instead, it allows for direct communication while still fostering a conducive negotiating environment. Observations during tense negotiations can be addressed by resetting the tone and emphasizing a shared goal, such as finding common ground. This approach fosters better dialogue and reduces the likelihood of escalation into aggressive confrontations.

Intro

2min

Mastering Negotiation Techniques

8min

Flexible Frameworks for Effective Negotiation

4min

Mastering Negotiation Dynamics

11min

Negotiation Dynamics: Sales vs. Procurement

10min

Unlocking Exclusive Content for Better Negotiation Skills

2min

Request A Customized Workshop For Your Company

In this episode of Negotiate Anything, Kwame Christian welcomes back Mark Raffan, founder of Negotiations Ninja, to delve into the intricate world of B2B sales and negotiations. Mark shares insights from his recently released book, "Nine Secrets to Win Deals and Influence Stakeholders," offering invaluable advice geared towards sales teams negotiating with procurement professionals. Discussing the distinct challenges and opportunities in B2B negotiations, they explore why adapting to the unique processes and cycles within large organizations is crucial for success. The conversation also covers strategies to balance polite assertiveness with the need for effective deal-making.