Show notes
Executive Leadership Negotiation Skills - Part I of II
There are many situations in life where you need to negotiate. It could be asking for a raise, a job offer, selling or buying property, or a sales contract.
If you want to be successful in those endeavors you need to learn the art of negotiating.
In this podcast episode, you will discover the art of negotiation mindset, strategic planning, and practical tips for enhancing your influence. In part two of the show coming soon, we delve into leveraging these negotiation skills so you know how to negotiate between departments, increase your influence and persuasion, and negotiate your salary for a new, better job.
The Negotiation Mindset
Unlock the power of negotiation by adopting a mindset of curiosity and active listening. Join us as Mark Raffan, a negotiation teacher, emphasizes the importance of viewing negotiation as an exploration rather than a confrontation. Learn why introverts often make the best negotiators and discover the transformative impact of asking compelling questions.
Executive Leadership Negotiation Skills Expert
Mark Rafffan is an award-winning negotiation trainer, renowned speaker, and the author of "9 Secrets to Win Deals and Influence Stakeholders." Mark's journey into negotiation expertise began in a family of entrepreneurs, where he discovered his passion for selling, negotiating, and managing conflict.
With a corporate sales and procurement background across diverse industries, Mark's entrepreneurial spirit led him to establish the Negotiations Ninja blog, podcast, and training company. Born out of a desire to evangelize effective negotiation practices, the platform quickly gained global recognition, drawing readers and listeners worldwide.
In part I and part II of this leadership podcast interview, Mark and Sabrina will help you confidently elevate your executive leadership negotiation skills.
Avoiding Common Leadership Negotiation Mistakes
Navigate the pitfalls of negotiation by addressing the single biggest mistake – lack of planning. Mark Raffan dismantles the myth perpetuated by the media that negotiation is an innate trait rather than a learned skill. Gain valuable insights into the counterintuitive concept of planning concessions and understanding what you're willing to give up for a successful negotiation.
Negotiation Strategic Planning and Concessions
In this episode, we delve into the complexities of strategic planning in negotiations. Understand a deal's economic and emotional drivers and learn how to unravel the other party's motivations. Mark Raffan and Sabrina Braham, MA MFT PCC, share practical advice on breaking aspirational goals into success drivers, paving the way for a mutually beneficial deal.
How to Influence Decision-Makers
Learn the art of influencing decision-makers by identifying major and minor influencers. Discover the significance of understanding industry intricacies and the emotional drivers behind decisions. Gain practical insights into asking the right questions to unveil key influencers and shape successful negotiation strategies.
Debunking Win-Win Negotiation and Practical Insights
Mark challenges Sabrina on the traditional notion of "win-win" in negotiations. Find out why Mark Raffan sheds light on the fallacy of expecting equal value distribution and advocates for a more realistic approach. Tune in for controversial yet eye-opening perspectives on negotiation dynamics and discover actionable insights to elevate your executive leadership negotiation skills.
Your Leadership Negotiation Success Key Takeaways
Embrace Curiosity: Cultivate a negotiation mindset centered around curiosity and active listening to uncover hidden opportunities and build meaningful connections.
Strategic Planning: Break down aspirational goals into actionable success drivers, understanding a deal's economic and emotional drivers.
Plan Your Concessions: Counterintuitively, plan what you're willing to concede in advance, acknowledging that concessions are crucial to successful negotiations.
Identify Decision-Makers and Influencers: Understand the decision-makers and significant and minor influencers, asking strategic questions to reveal key players and motivations.
Industry and Emotional Intelligence: Develop a comprehensive understanding of industry intricacies and emotional drivers behind decisions to tailor your negotiation approach effectively.
Debunk Win-Win Myths: Challenge the traditional notion of "win-win," recognizing the complexity of negotiations and the impossibility of equal value distribution.
Transparent Communication: Strive for transparent communication within reasonable bounds, realizing that complete transparency is often impractical.
Permission-Based Influence: Seek permission-based influence by involving decision-makers and influencers in the conversation, fostering a sense of authority and collaboration.
Continuous Learning: Approach negotiations as a learned skill, consistently refining your approach based on experiences, insights, and feedback from each negotiation scenario.
Executive Leadership Negotiation Skills - Action for Traction:
Listening to a podcast or reading a book is a good start. But the way you will change and grow yourself is to take a small action every time you have an aha from what you have heard or read.
Here are three possible actions you might consider:
Prepare: Research the company. Who has the power to say yes, in the negotiations?
Know in advance your bottom line: What are you willing to concede?
Improve your negotiation skills: Research, rehearse and prepare
Book Your Complimentary Leadership & Career Advancement Session with Sabrina Braham MA MFT PCC
If you’re ready to elevate your leadership and negotiation skills, supercharge your career, and boost your income beyond your expectations, it’s time to schedule your complimentary Leadership & Career Development Session with me. I’ve worked with over 250 managers, directors, VPs, and C-Suite leaders, and their success stories speak for themselves (see my 41 LinkedIn client recommendations here).
As a seasoned executive coach specializing in leadership and career development, I understand women leaders’ unique challenges, including confidence, compelling storytelling, and navigating the complexities of corporate politics. My mission is to empower professionals like you to master the art of successful leadership, unlock your full capability, and achieve career advancement at a pace you never thought possible.
With my guidance, many clients have seen their promotions happen three times faster, accompanied by a significant increase in their income ranging from 20% to 50% or more.
During our complimentary session, I’ll share three proven strategies to bolster your impact, boost your confidence, and set you apart from the competition. These strategies will advance your career and accelerate your income growth.
Let’s explore how I can tailor my expertise to your unique needs. Even if we determine it’s not the perfect fit, you’ll leave our session with actionable ideas to position yourself as the obvious choice for your next promotion.
Are you open to a quick call to discuss your career aspirations and how I can help you achieve them?
Book Your Complimentary Leadership and Career Development Session on My Calendar Here.
Sabrina Braham MA MFT PCC