The Coronavirus crisis has taken the world by storm. When so much of life is up in the air, how do we need to change our negotiation tactics? Do we NEED to change our tactics? What are some strategies we can use to navigate this pandemic? Today’s episode of Negotiations Ninja is a Q&A with Gary Noesner and Allan Tsang, with Shane Ray Martin moderating.

Gary Noesner is a former FBI Negotiator and author of “Stalling for Time: My Life as an FBI Hostage Negotiator.”

Allan Tsang is a negotiation coach for entrepreneurs and professionals and the founder of 88 Owls. He helps negotiators get what they want without unnecessary compromise.

Shane Ray Martin is a speaker who’s passionate about negotiation, sales, and positivity. His goal is to help entrepreneurs become more self-confident and be more fulfilled.

Outline of This Episode

[5:20] Don’t rush the negotiation
[9:45] Should you prepare differently during COVID-19?
[11:58] The foundational principle of relationship building
[17:56] Reaching out to existing vendors mid-contract
[22:35] Handling high-stakes negotiations
[30:15] Who should negotiate their salary right now?
[33:28] Clients demanding extended payment terms
[41:48] You have to ask the right questions
[44:48] Should you consider a contingency model?
[47:18] Final words of encouragement

Resources & People Mentioned

Stalling for Time by Gary Noesner
The Like Switch by Jack Schafer and Marvin Karlins
Netflix: Money Heist
Curb Your Enthusiasm

Connect with Gary Noesner

Gary’s website
Gary on LinkedIn

Connect with Allan Tsang

Connect with Shane Ray Martin

Shane’s website
Shane on LinkedIn

Connect with Mark

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