Sales Reinvented – Details, episodes & analysis

Welcome back to the Sales Reinvented podcast! In this episode, I’m joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results. 

Our conversation unravels the often-misunderstood differences between negotiation strategy and tactics and explores how they can work together to produce winning outcomes in high-stakes deals. Mark shares his tried-and-tested techniques for planning, stakeholder mapping, and using both collaborative and competitive approaches. He also reveals his top negotiation dos and don’ts and provides a great real-world example of turning a stalled deal into a win through smart strategy and tactical moves.

To learn more about how to better prepare for complex negotiations and counter aggressive buyer tactics, tune into this episode—it’s packed with the kind of practical advice you won’t want to miss.

• [05:38] Stay silent after asking a question in negotiations for effective results, wait for the counterparty to respond without interjecting

• [07:33] Ask for specific returns, avoid open-ended requests, and clarify what happens if your request is denied

• [12:19] Explore various negotiation strategies and adapt them to each situation for the best outcome

• [16:26] Take-it-or-leave-it offers are often bluffs to hasten negotiation—respond by exploring flexibility calmly

• [17:28] Walk away if negotiation needs aren't met; slow down when facing last-minute demands

• [20:43] Mark’s top dos and don'ts in negotiations

• [24:00] Reviving a stalled $500K deal strategy

Mark sets the stage by making a critical distinction at the start: negotiation strategy is your overarching game plan, while tactics are the specific moves you make to get from point A to point B. Imagine setting sail; your route, preparation, and destination are your strategy, while the course corrections and adjustments you make en route are your tactics.

Negotiators often conflate the two, winging it with a handful of tactics and no defined destination. Mark’s advice is to know what you want before you even enter the room, or risk negotiating with nothing concrete to ask for or offer.

Mark underscores the vital role of planning in negotiation success: “80% of success is in the prep.” This isn’t about just showing up with instincts and hoping for the best—real value is discovered in understanding both your levers and those of every stakeholder involved.

Stakeholder mapping and leverage analysis are the bread and butter of Mark's approach. Many sales professionals make the mistake of only engaging with procurement, assuming that price and delivery are the be-all and end-all. In reality, multiple stakeholders shape a deal, and understanding their unique concerns opens new avenues to add value and find leverage.

Shockingly, Mark sees less than 20% of negotiators (maybe even less than 10% in sales) invest the necessary effort in planning. Those who skip prep and rely solely on talent or instinct often fail under pressure.

When it comes to effective negotiation tactics, Mark shares his top three:

• Strategic Silence:

After posing a question, resist the urge to fill the void. Silence gives the other party space to reveal more information—and sometimes their true position. It’s a sign of respect and a tool for deeper discovery. Mark recommends holding your tongue as long as it takes, even if the silence feels uncomfortable.

• Conditional Giving:

Never concede without getting something in return. If someone asks for a discount, don’t just agree. Make the concession conditional and specific—“I might be able to do that, if you can X.” Avoid open-ended or vague counteroffers.

• The “What If I Say No?” Test:

To clarify the other side’s fallback plan (and your own), gently ask, “What will you do if I say no?” This can unblock negotiations and uncover true deal breakers, bringing clarity to tough conversations.

In complex sales scenarios, Mark recommends reading broadly and flexibly applying lessons drawn from various schools of negotiation thought. Whether it’s Harvard’s collaborative “win-win,” a competitive strategy, or a hybrid approach, sticking rigidly to one philosophy is a mistake.

Use whatever is best suited for the situation that you’re in, and be willing to flex. If the situation or negotiation style of the other party changes, so should your approach. The most effective negotiators are those who can pivot between collaboration and competition as needed.

Sales professionals often face aggressive techniques—take-it-or-leave-it ultimatums, last-minute demands (nibbles), or attempts to rush. Mark’s advice: don’t get flustered or succumb to urgency. Most “take it or leave it” situations are bluffs; calmly acknowledge and probe for flexibility. If a nibble appears just as you’re about to close, slow the process down and, if you make a concession, always ask for something in return. Otherwise, you’re inviting further nibbles and training buyers to keep pushing limits.

• You Can Negotiate Anything by Herb Cohen

• Camp Negotiations

• Win-Win = Lose-Lose according to Allan Tsang, Negotiations Ninja Podcast Ep #207  

• Harvard Negotiation Programs  

• Mark Raffan on LinkedIn

• Negotiations Ninja 

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In this episode, we dive into the complex world of negotiation with Dr. Joshua Weiss, an expert in conflict resolution. Dr. Weiss is known for his ability to balance competition and cooperation in high-stakes negotiations, which allows negotiators to reach optimal agreements without compromising on key objectives. 

He walks us through the difference between strategy and tactics in negotiations and emphasizes the importance of approaching negotiations as opportunities for problem-solving. Rather than focusing on compromises, Dr. Weiss advocates for a strategic balance that allows both parties to achieve their goals while fostering long-term relationships. 

He shares his top negotiation tactics, including adaptability, radical empathy, and prioritizing collaboration over quick fixes. Tune in as we explore how to approach negotiations with clarity, confidence, and a mindset geared toward achieving meaningful outcomes.

• (0:00) Introduction to Dr. Joshua Weiss
• (1:00) The Difference Between Strategy and Tactics in Negotiation
• (4:30) Top Three Negotiation Tactics
• (7:45) Planning and Role-Playing for Successful Negotiations
• (9:10) Most Common Negotiation Strategies
• (13:00) Counteracting Aggressive Negotiation Tactics
• (15:45) Joshua’s Top 3 Dos and Don’ts in Negotiation
• (18:50) Applied Strategies in Real-life Experience

• Getting to Yes: Negotiating Agreement Without Giving I
• Getting Back to the Table: 5 Steps for Reviving Stalled Negotiations

• Joshua Weiss Negotiation & Conflict Resolution

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In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. 

Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity.

• (1:00) Jeanette defines the difference between negotiation strategy and tactics
• (2:44) Jeanette’s go-to negotiation strategy for high-stakes deals
• (3:57) Jeanette’s three favorite negotiation tactics for leveraging tough deals
• (6:10) Normative leverage and how it applies to collaborative negotiations
• (7:35) The role of planning in developing negotiation strategies and tactics
• (8:51) How do you determine the most effective negotiation strategy?
• (11:16) Recognizing and countering aggressive negotiation tactics
• (15:24) Jeanette's top three negotiation do's and don'ts
• (18:53) Navigating a sticky real-world negotiation 

• Negotiation Preparation on the Fly

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In this episode of Sales Reinvented, host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics.

Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations.

• (1:10) What’s the difference between negotiation strategy and tactics?
• (2:06) Phil’s go-to negotiation strategy for high-stakes deals
• (3:34) The top three negotiation tactics Phil swears by
• (6:35)) The role of planning in negotiations
• (7:56) The different strategies used in complex sales
• (10:41) Handling emotional responses in negotiations and why staying calm is key
• (15:06) Phil’s Do’s and Don’ts in negotiation strategy and tactics
• (20:03) How odd numbers made a big impact on the outcome of a negotiation

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What if the key to success in any negotiation was in the preparation before you even sat down at the table? In today’s episode of Sales Reinvented, Scott Chepow, a global negotiation strategist, dives into the critical role preparation plays in successful negotiations.

 Scott shares how planning, understanding the stakes, and conditioning your counterpart are the cornerstones of securing favorable outcomes. Whether you’re closing a major deal or navigating everyday discussions, Scott’s insights will equip you with the tools you need to approach every negotiation with confidence and strategic foresight.

• (0:58) The difference between negotiation strategies and tactics
• (2:36) Scott’s go-to strategy for high-stakes deals: The growth strategy
• (3:20) Scott reveals three of his most effective negotiation tactics
• (4:32) The importance of planning in negotiation
• (5:47) Understanding the role of conditioning in negotiation
• (6:30) The most effective negotiation strategy to use
• (8:16) Recognizing and countering aggressive negotiation tactics
• (10:26) Scott’s do’s and don’ts of negotiation strategy and tactics
• (12:23) Showcasing the power of planning and communication

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What if you could approach every negotiation with the confidence that you’re setting yourself up for success from the start? Shawn Karol Sandy, a sales expert with over 13 years of experience leading high-performing teams and driving revenue, shares her most effective strategies for navigating tough negotiations and closing high-stakes deals. Whether you're looking to refine your approach or tackle negotiations with greater ease, Shawn’s insights will help you build the skills to engage with customers strategically and empathetically.

• (00:01) The key differences between negotiation strategy and negotiation tactics
• (03:10) Shawn’s go-to negotiation strategy when entering a high-stakes deal
• (06:20) Shawn’s three favorite negotiation tactics
• (09:30) The role of planning in the development and use of negotiation strategy
• (12:10) The common negotiation strategies being used in complex sales
• (14:50) How should a salesperson handle aggressive negotiation tactics?
• (16:30) Shawn’s top three negotiation strategy and tactics do's and don'ts
• (19:10) Can you share a real-world example where you successfully applied negotiation strategy and tactics?

• CrystalKnows

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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.

• (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

• Thank You for Arguing
• Aristotle's Guide to Self Persuasion

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]Mastering negotiation is a game-changer for any sales professional. In this episode, Santino Pasutto shares powerful strategies and proven tactics that have helped him navigate some of the most complex negotiations in the industry. 

From understanding the difference between strategy and tactics, to handling aggressive procurement techniques, Santino breaks down the essential elements that make negotiations successful. Whether you're aiming to refine your approach or improve your closing rate, the insights shared in this episode will help you negotiate with confidence and achieve the results you're looking for.

• (0:00) Introduction to Santino Pasutto
• (1:04) The differences between negotiation strategy vs. tactics
• (2:14) Santino’s go-to negotiation strategy
• (3:33) Santino’s favorite negotiation tactics
• (5:33) The role of planning strategy and tactics
• (6:39) Resource-Based Modeling (RBM)
• (9:55) How to recognize and counter aggressive negotiation tactics
• (12:28) Santino’s top three negotiation strategy and tactics dos and don’ts
• (15:46) Closing the Deal: Know Your Worth

• Resource-Based Theory and the Value Creation Framework

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Negotiation is an art, but it’s also a science—a skill that can be honed to achieve game-changing results. In this episode of Sales Reinvented, negotiation expert Randy Kutz reveals the core strategies and tactics that set top negotiators apart. 

Whether you’re at the bargaining table with a major client or negotiating internal deals, Randy’s insights will help you unlock better outcomes, build stronger relationships, and save both time and money. Tune in for a deep dive into the key principles that drive success at the highest levels.

• (0:00) Introduction to Randy Kutz and 
• (0:56) The differences between negotiation strategy vs. tactics
• (2:18) Randy’s go-to negotiation strategy
• (4:35) Randy’s top three negotiation tactics
• (9:25) The role of planning strategy and tactics
• (12:21) Common negotiation strategies for complex sales
• (16:31) How to recognize and counter aggressive negotiation tactics
• (21:53) Randy’s top three negotiation strategy and tactics dos and don’ts
• (26:49) Why you shouldn't just throw money at problems

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In this episode of Sales Reinvented, I’m joined by Lucy Chamberlain, founder of C&C Search, to dive deep into the world of negotiation. As a recruitment pioneer in the finance and professional services sectors, Lucy shares her proven tactics and strategies that have helped her consistently win high-stakes deals. 

From creating a collaborative atmosphere to handling aggressive negotiation tactics, Lucy provides actionable insights that will help you elevate your own negotiation skills. Whether you’re negotiating with clients or within your team, this episode is packed with valuable lessons that can transform your approach and lead to more successful outcomes.

• (0:00) Introduction to Lucy Chamberlain
• (1:01) Strategy vs. Tactics: What's the Difference?
• (2:43) Lucy’s Go-To Negotiation Frameworks
• (5:11) Top Negotiation Tactics: Power in the Pause & More
• (7:11) The Role of Planning in Negotiation
• (8:36) How to Determine what Strategy is Effective 
• (9:41) Overcoming Aggressive Tactics
• (10:58) Lucy’s Top Dos and Don’ts in Negotiation
• (13:42) Winning a High-Stakes Deal

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