Mike Lander

In this engaging talk, negotiation expert Mike Lander shares his dual insights from being a former procurement director and current advisor to agencies. He unveils the common missteps agencies make after winning new business, emphasizing the transition to nurturing ongoing client relationships. Mike discusses essential strategies for contract negotiation, focusing on mutual value creation rather than discounts. He also highlights the importance of differentiation and effective pitching, providing actionable tactics for agencies to secure profitable deals.

Mike Lander, an ex-procurement director with over twenty years in buying and selling, shares his wealth of experience. He discusses how trust acts as a secret weapon in negotiations, highlighting its vital role in achieving success. Lander introduces a diagnostic tool for analyzing negotiation styles and emphasizes the importance of emotional detachment for effective procurement. He also explains the Kraljic Matrix, offering strategies for adapting to different contexts to optimize negotiations and enhance collaboration.

Join Mike Lander, an ex-procurement director and negotiation consultant, as he shares his expertise on effective negotiation techniques. Discover his step-by-step guide to improving your negotiation skills for better outcomes. Mike discusses the importance of preparation and understanding opposing goals, using an engaging Red Sox anecdote to illustrate the consequences of poor tactics. He breaks down a practical four-step process, emphasizing strategic offer-making and emotional detachment for successful negotiations in any scenario.