Episode 103

The art of business negotiation and why you should sometimes split the difference | Mike Lander

Should you really NEVER split the difference in a business negotiation?

There are some things we all need to know how to do to succeed in life and negotiation is one of those things. Chris Voss famously says that everything is negotiation. My guest today is an expert business negotiator and negotiation trainer who has always been in the world of business negotiations and boy oh boy, does he have some lessons for us!

My guest is Mike Lander from Piscari. Mike is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He’s raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m in revenue and £4m in EBITDA.

Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world’s largest RPO/MSP organisations worth in excess of $1bn where he negotiated 100s of deals with staffing agencies.

He launched Piscari in 2010 and leveraged his specialist knowledge and experience negotiating hundreds of deals worth over £400m in total to empower leaders and sales teams to negotiate more profitable deals, especially when procurement is involved. 

In this episode you will:

  • Understand what negotiation actually is and when it starts
  • learn the 2 critical things that you MUST have to be successful in a negotiation
  • discover the difference between the two key types of business negotiation
  • find out whether people really are win-win focused in negotiations
  • see if you ever should split the difference
  • the big mistake that gives your opponent all the cards

and more besides in this fun and non-technical chat about business negotiation.

Find out more about Mike and negotiation skills at Piscari.com or connect with Mike on LinkedIn.

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About your host

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John Ball

From former flight attendant to international coach and trainer, on to podcaster and persuasion expert, it's been quite the journey for John.
John has been a lead coach and trainer with the Harv Eker organisation for over 10 years and is currently focused on helping his clients develop their personal presentation skills for media and speaking stages through his coaching business brand Present Influence.
He's the author of the upcoming book Podfluence: How To Build Professional Authority With Podcasts, and host of the Podfluence podcast with over 150 episodes and over 15,000 downloads John is now focused on helping business coaches and speakers to build a following and grow your lead flow and charisma.
You can now also listen to John on The Coaching Clinic podcast with his good friend and colleague Angie Besignano where they are helping coaches create sustainable and successful businesses, and the Try To Stand Up podcast where John is on a personal and professional mission to become funnier on the stage and in his communication.

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