PODCAST: A Ninja’s Guide to Effective Negotiations


Guest: Mark Raffan, Founder, Negotiations Ninja

“A lot of people think that negotiation is sort of like a gun slinger’s paradise where you can go in and shoot and ask questions later. Yeah, I mean maybe you’ll hit a couple negotiations where you’ll win on that but the vast majority of the time you’re going to lose and you’re going to lose big because you haven’t prepped a strategy.” – Mark Raffan

This week, I am joined by negotiation ninja Mark Raffan. Mark leads a negotiations training business – both for buyers and sales professionals – and recently launched his own podcast – Negotiations Ninja – which I highly recommend that you check out.

We had a wide-ranging discussion on all things negotiation – from negotiation strategies and approaches, to the common pitfalls that negotiators face. What was particularly insightful was hearing how a salesperson is taught to negotiate so that we could spot those tactics, and understand when they are being used, as we sit on the opposite side of the table.

I had a blast talking to Mark, and I hope you enjoy the conversation as much as I did!

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1 Comment

  1. Hmmmm…. About a third of the way in: “You don’t want to release too much information too soon…” Really? Since when are negotiations like managing the outflow of water storage dam….? Need a bit more information…? Yeah, let’s turn the tab on a little more – see what happens…. That’s negotiation 101.
    Information is power – yes – but only if you use it!!
    It’s not about how much of it you release – it’s WHAT you tell the other side. To a skilled negotiator, there are only three types of information: information you SHOULD disclose, information that is not relevant and information you SHOULD NOT disclose. The first kind you disclose as early as possible, irrelevant information you disclose when it becomes relevant, and the latter you try not to disclose at all. The art of the skilled negotiator is knowing which is which – not when.

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