What does it really take to negotiate billion-dollar deals across six continents?
In this episode, Tim Castle sits down with Mike Inman - a global negotiation trainer who’s led over 1,000 commercial deals worth more than $1 billion, trained 8,000+ professionals, and transformed how organizations think about value, influence, and trust.

Mike has had a dynamic career, MGM International Resorts, American West Airlines, to IAC.

Now he's one of the top negotiation trainers in the world, Mike dropped some serious negotiation knowledge, we discuss:

• Viral sound bites vs real world negotiation
• Crisis Negotiation vs Business Negotiation
• Tricking the buyer vs experienced negotiators
• The difference between practicing negotiation and mastering it
• How to make the other side happy and achieve your goals
• How to navigate high-stakes deals, impasses, and emotional pressure
• What AI can (and can’t) replace in human negotiation
• Why authenticity and empathy are your ultimate power moves
• How to save your team from lay offs
• Real empathy vs fake empathy

Pay attention who are doing the things you aspire to do one day. Sales people listen up - "Don't say "yes" all the time, dare to become the trusted advisor".

Mike breaks down the real psychology of negotiation - not tricks or tactics, but how elite performers prepare, connect, and create win-win outcomes that last.

This one is packed with frameworks, stories, and mindset shifts from a man who’s negotiated everywhere from MGM Resorts to American Airlines to defense contracts.

Connect with Mike https://www.linkedin.com/in/negotiatormike/

Negotiation Training https://negotiationtraining.com/about/the-team/mike-inman/

#negotiation #procurement #creatingvalue

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Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation expert. His books are relied upon by Universities, Fortune 100 companies and prestigious startups as playbooks to influence, persuasion, sales and negotiation.

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