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Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs, Ep #445

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Manage episode 470956580 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.

Negotiation isn’t just about the numbers—it’s about understanding the people and the underlying dynamics that drive every deal. That’s exactly what Jay Heinrichs, renowned persuasion consultant and author of Thank You for Arguing, brings to the table in this episode.

With experience working alongside top organizations like NASA and Harvard, Jay has mastered the art of negotiation, and today he’s sharing his proven strategies and tactics. From understanding the character of your negotiation partner to mastering powerful persuasion techniques, Jay reveals insights that will change how you approach every deal.

Whether you're negotiating a major contract or handling a challenging buyer, the expert advice in this episode will equip you with the tools you need to close with confidence and finesse.

Outline of This Episode
  • (0:00) Introduction to Jay Heinrichs and his background
  • (1:03) The difference between negotiation strategy and tactics
  • (1:51) Jay’s go-to negotiation strategy for high-stakes deals
  • (3:00) Jay shares his top three negotiation tactics
  • (5:01) The role of planning in negotiation strategy
  • (6:21) Why framing is a powerful persuasion tool
  • (8:03) How to counter aggressive negotiation tactics
  • (9:50) Jay’s top three negotiation do's and don’ts
  • (13:36) Jay’s successful negotiation with NASA
Resources & People Mentioned Connect with Jay Heinrichs 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 470956580 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.

Negotiation isn’t just about the numbers—it’s about understanding the people and the underlying dynamics that drive every deal. That’s exactly what Jay Heinrichs, renowned persuasion consultant and author of Thank You for Arguing, brings to the table in this episode.

With experience working alongside top organizations like NASA and Harvard, Jay has mastered the art of negotiation, and today he’s sharing his proven strategies and tactics. From understanding the character of your negotiation partner to mastering powerful persuasion techniques, Jay reveals insights that will change how you approach every deal.

Whether you're negotiating a major contract or handling a challenging buyer, the expert advice in this episode will equip you with the tools you need to close with confidence and finesse.

Outline of This Episode
  • (0:00) Introduction to Jay Heinrichs and his background
  • (1:03) The difference between negotiation strategy and tactics
  • (1:51) Jay’s go-to negotiation strategy for high-stakes deals
  • (3:00) Jay shares his top three negotiation tactics
  • (5:01) The role of planning in negotiation strategy
  • (6:21) Why framing is a powerful persuasion tool
  • (8:03) How to counter aggressive negotiation tactics
  • (9:50) Jay’s top three negotiation do's and don’ts
  • (13:36) Jay’s successful negotiation with NASA
Resources & People Mentioned Connect with Jay Heinrichs 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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