Negotiate Anything The Dangerous Lie About Win-Win Deals — Patrick Tinney Exposes the Truth
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May 17, 2025 Patrick Tinney, author of "Unlocking Yes" and an expert in sales negotiation, shares invaluable insights on achieving successful negotiations. He debunks the myth of universal win-win scenarios, emphasizing that strategy is key, not just tactics. Patrick explains how to avoid common pitfalls like the "split the difference" trap and discusses the vital role of trust in negotiations. With a journey from publishing to corporate sales, he illustrates the importance of empathy and collaboration in negotiation, helping you master the art of strategic deal-making.
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Early Career and Big Deals
- Patrick Tinney began working early and found passion in the publishing business during high school co-op.
- His corporate sales career spanned nearly 30 years with deals totaling up to $400 million.
Essence of Negotiation Strategy
- Negotiation strategy means understanding the other side's needs and building trust, not just tactics.
- Big money negotiations become softer conversations focused on de-risking deals and creating value.
Manage Risk and Profit Wisely
- Focus on removing negative risk and adding positive risk in negotiations.
- Avoid profitless deals as they always result in losses unless used strategically for blocking competitors.
