Negotiation Strategies: Todd Caponi on Authenticity and Success

Jan 5, 2024

Todd Caponi, an experienced technology sales leader, discusses the benefits of transparency in negotiation. He explores the distinction between authenticity and transparency, emphasizing the importance of building trust in long-term customer relationships. Caponi introduces a framework of four negotiation levers and explains how they can lead to successful outcomes. The podcast also includes a casual conversation about birthdays and football.

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Introduction

00:00 • 2min

The Value of Transparency in Sales

02:29 • 7min

The Benefits of Transparency in Negotiation

09:11 • 6min

Exploring the Distinction Between Authenticity and Transparency in Negotiation

14:54 • 5min

The Four Levers of Negotiating

20:16 • 18min

Casual Conversation and Birthday Celebrations

38:33 • 4min

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Join Kwame Christian as he welcomes negotiation maven Todd Caponi to the "Negotiate Anything" podcast for a riveting discussion on the art of transparent negotiation. In this episode, Todd delves into his revolutionary sales philosophy, drawing from his seasoned experience in technology sales leadership and his deep understanding of behavioral science. Together, Kwame and Todd unpack the four levers of negotiation—volume, timing of cash, length of commitment, and timing of the deal—to illustrate successful outcomes that hinge on clarity and authenticity. Be ready to challenge your negotiation preconceptions and embrace transparency for better, trust-based customer relationships.

What you'll learn:

- How transparency can lead to increased win rates and accelerated sales cycles without compromising trust or value.

- Strategies for using the four levers of negotiation to create favorable deals and foster long-term customer relationships.

- Insights on balancing negotiation power dynamics and preventing the risk of being taken advantage of in transparent negotiations.

Contact ANI

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/

Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/

The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/

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