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Negotiations Ninja Podcast
Setting the Foundation for the Deal with Carson Heady, Ep #321
Jan 2, 2023
Carson Heady, recognized as the #1 Social Seller globally at Microsoft, shares insights on setting the foundation for a successful deal. He emphasizes the importance of involving the right people and understanding their motivations. Key topics include effective communication, uncovering customer motivators, and leveraging network connections in negotiations.
27:24
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Quick takeaways
- Setting a solid foundation at the beginning of a negotiation is essential to avoid surprises and ensure clear expectations and timelines.
- Having the right people involved from the customer's side and one's own team is crucial for a smooth negotiation and successful outcome.
Deep dives
Importance of Setting the Foundation for a Deal
Setting the foundation for a deal is crucial for success in negotiations. It involves understanding the major players, key milestones, and processes right from the start. By setting a solid foundation, one can preempt many potential obstacles and challenges that may arise later in the deal. This includes avoiding surprises, such as last-minute requirements or hurdles, and ensuring that all parties involved have a clear understanding of expectations and timelines. Additionally, regularly reviewing and addressing key milestones throughout the negotiation process helps to keep the deal on track and allows for necessary adjustments or interventions when required. Overall, setting the foundation provides a strong starting point and lays the groundwork for a successful negotiation.
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