Dr. Greg Williams—a globally recognized negotiation and body language expert known as the “Master Negotiator.” He joins me on the show to share insights from over 30 years of experience and his Harvard training.

We discuss the importance of meticulous planning and how to recognize and counter aggressive negotiating maneuvers. Dr. Williams shares real-world examples—from complex business deals to high-pressure hostage situations—highlighting the power of adaptability, reading nonverbal cues, and understanding motivation in every negotiation.

Packed with actionable advice and memorable stories, this conversation is designed to empower you to approach every negotiation with confidence and integrity.

Whether you’re facing internal politics or tough procurement professionals, Dr. Williams’ expertise will inspire you to refine your negotiation skills and achieve win-win outcomes.

Outline of This Episode

[03:16] Negotiation tactics vary based on context and goals, requiring adaptability in approach and tone
[07:59] Strategies to use in internal conflict in negotiations
[11:16] Use questions to assess if demands are genuine or a negotiation tactic
[13:27] Take note of background information for future leverage
[17:56] How a hostage situation involving a father with a gun to his son's head was resolved by a body language expert
[20:19] You're always negotiating—what you do today influences tomorrow's activities

Closing in High-Stakes Sales Deals

A common misconception is that negotiation strategy and tactics are interchangeable. Dr. Williams clarifies the distinction: strategy is the guiding plan you lead with, while tactics are the tools you use to implement that strategy. Tactics support, build upon, and adapt to your strategy as the negotiation unfolds.

For example, if your strategy is to make the opposing party feel valued and appreciated, a logical tactic might be to extend an unexpected, thoughtful gift. This gesture utilizes the power of reciprocity—people tend to give back when they receive, which can open the door to more concessions and a friendlier negotiation environment.

Building Adaptive Negotiation Strategies

No two negotiations are the same, so an effective negotiator remains flexible and tailors their approach to the unique personalities, organizational goals, and circumstances involved.

Confidence, amenability, assertiveness, or neutrality—each can be powerful, but only when used at the right moment.

Reading the room and even modulating your voice are subtle yet powerful indicators that shape the dynamics at the negotiation table.

The Crucial Role of Preparation and Planning

“Planning is everything,” Dr. Williams insists. Entering a negotiation underprepared puts you at a sharp disadvantage. Effective negotiators plot out “what-if” scenarios, establish mile markers to track progress, and construct exit strategies in case the deal veers off-course.

Preparation also means looking inward—evaluating your objectives and the motivations of all stakeholders at the table. Dr. Williams highlights how, in complex sales involving multiple internal divisions, misaligned teams can be their own worst enemy, sometimes negotiating harder with each other than with the external party.

Internal alignment through clear objectives, information sharing plans, and even mock negotiations helps ensure the team is unified and prepared for whatever the other side brings.

Recognizing and Countering Aggressive Tactics

Professional procurement negotiators often deploy aggressive moves like last-minute demands or “nibbling” for additional concessions at the end. Dr. Williams advocates assessing the true intent and long-term value of the deal before reacting.

By calmly asking probing questions—such as “Why do you need that?”—the negotiator can reveal whether these are genuine concerns or just red herrings designed to extract further concessions.

Information gained during these exchanges is invaluable. As Dr. Williams demonstrates through a mock scenario on the podcast, even casual comments about personal or organizational motivations can be leveraged in future negotiations.

Top Dos and Don’ts of Negotiation

Dr. Williams also shares his top three negotiation dos:

Never confuse lack of preparation with being prepared. Enter with your facts, scenarios, and exit plans in hand.
Seek to understand motivations. Every party brings hidden drivers to the table—learn them before negotiating.
Don’t assume a verbal agreement is the end. Post-negotiation follow-up is crucial to ensure all parties stay committed.

Conversely, avoid entering deals blindly, neglecting to clarify the other party’s interests, and failing to validate the agreement after the negotiation ends.

As Dr. Williams recounts from his own challenging experience negotiating a hostage situation, the most effective negotiators blend empathy, preparation, and adaptability.

Whether a life-or-death standoff or a multi-million dollar business deal, the underlying principle remains: leverage your value by viewing every interaction as part of an ongoing negotiation.

The best negotiators plan, listen, adapt, and always look for the motivations that move the deal forward.

Connect with Dr. Greg Williams

The Master Negotiator

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