In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals.

Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity.

Outline of This Episode

(1:00) Jeanette defines the difference between negotiation strategy and tactics
(2:44) Jeanette’s go-to negotiation strategy for high-stakes deals
(3:57) Jeanette’s three favorite negotiation tactics for leveraging tough deals
(6:10) Normative leverage and how it applies to collaborative negotiations
(7:35) The role of planning in developing negotiation strategies and tactics
(8:51) How do you determine the most effective negotiation strategy?
(11:16) Recognizing and countering aggressive negotiation tactics
(15:24) Jeanette's top three negotiation do's and don'ts
(18:53) Navigating a sticky real-world negotiation

Resources & People Mentioned

Negotiation Preparation on the Fly

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