Elevate Your Negotiation Game Using These 6 Principles with Saad a Saad

Sep 1, 2025

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How can embracing friction in sales negotiations unlock more creative and effective deal-making strategies?

Saad a Saad is a negotiation consultant with Corporate Visions and the author of In the Lead: Mastering Your Sales Negotiation. We explore the art of negotiation beyond mere price discussions in this episode, focusing on the nuances that differentiate sales contexts from others. Saad shares invaluable insights on how to present justifiable pricing, build strong client relationships from the get-go, and employ strategic frameworks like the Kraljic matrix for B2B success. Whether you're a seasoned negotiator or just beginning your journey, this episode offers a wealth of knowledge to enhance your negotiation prowess.

We examine the balance of trust and friction in negotiations, revealing how a bit of strategic tension can spur creativity and innovation. We also discuss the importance of positioning oneself as a valuable supplier and how to articulate value effectively to avoid being perceived as a commodity. Through Saad's six principles for successful negotiations, we uncover the significance of setting ambitious goals and maintaining logical propositions.

Topics covered during this episode include:

How Saad distinguishes sales negotiation from other contexts, emphasizing justifiable pricing strategies.
Why strategic frameworks like the Kraljic matrix are needed for B2B success.
How early client interactions set expectations and build strong relationships.
Why balancing trust and strategic friction enhances negotiation outcomes.
How friction fosters creativity and challenges assumptions in sales discussions.
How being perceived as a unique supplier impacts negotiation dynamics.
Why discounting without value exchange affects perceptions of worth.
How to maintain logical propositions and ambitious goals in complex negotiations.
Why friction is critical for finding the right agreement, not just any agreement.
How to strategically prepare for negotiations with well-defined objectives.
Why being compelling and trustworthy is crucial in B2B sales negotiations.

Power up your negotiation skills and unlock B2B success with strategic insights and frameworks discussed in this must-listen episode!

Saad a Saad on LinkedIn: https://www.linkedin.com/in/saadasaad/