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How to Leverage Emotional Intelligence in Negotiation with Susan Borke, Ep #454

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Manage episode 482699354 series 1313329
Content provided by Paul Watts. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Paul Watts or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Your sales strategy gives you direction and frees up mental bandwidth, so don’t undervalue the importance of strategic planning before negotiations start.

In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty’s interests, and the power of active listening in shaping successful negotiation outcomes.

We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy.

Outline of This Episode
  • (00:00) Introduction to Susan Borke
  • (06:14) Effective Negotiation Preparation Strategies
  • (09:44) Embrace Diverse Perspectives in Sales
  • (12:22) Understanding Clients' Perspectives in Negotiations
  • (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics
  • (19:39) Negotiating Job Title and Staffing
  • (21:07) Do Your Research and Determine Whether What You’re Offering Fits
Resources & People Mentioned Connect with Susan Borke Connect With Paul Watts

Subscribe to SALES REINVENTED

Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  continue reading

108 episodes

Artwork
iconShare
 
Manage episode 482699354 series 1313329
Content provided by Paul Watts. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Paul Watts or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Your sales strategy gives you direction and frees up mental bandwidth, so don’t undervalue the importance of strategic planning before negotiations start.

In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty’s interests, and the power of active listening in shaping successful negotiation outcomes.

We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy.

Outline of This Episode
  • (00:00) Introduction to Susan Borke
  • (06:14) Effective Negotiation Preparation Strategies
  • (09:44) Embrace Diverse Perspectives in Sales
  • (12:22) Understanding Clients' Perspectives in Negotiations
  • (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics
  • (19:39) Negotiating Job Title and Staffing
  • (21:07) Do Your Research and Determine Whether What You’re Offering Fits
Resources & People Mentioned Connect with Susan Borke Connect With Paul Watts

Subscribe to SALES REINVENTED

Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  continue reading

108 episodes

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