Self-Persuasion for Salespeople, Ep #467
Sales Reinvented
I welcome back renowned persuasion expert and bestselling author Jay Heinrichs. Jay, widely celebrated for his book “Thank You for Arguing,” returns to share insights from his latest book: “Aristotle’s Guide to Self-Persuasion: How Ancient Rhetoric, Taylor Swift, and Your Own Soul Can Help You Change Your Life.” Jay dives into the personal journey that inspired the book—a year-long experiment where he applied the classical tools of rhetoric not just to business or negotiation, but to overcoming his own struggles with motivation, self-doubt, and a significant physical setback. Using...
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The Power of Emotional Control in High-Stakes Negotiations, Ep #466
Sales Reinvented
Drawing from over three decades of experience coaching high-stakes deals, my guest on the Sales Reinvented show, Jim Camp Jr., shares how the Camp System helps organizations avoid unnecessary compromise while improving their negotiation outcomes. He unpacks the key differences between strategy and tactics, reveals his go-to approach for handling emotionally charged negotiations, and explains why internal alignment and embracing problems are critical for successful outcomes. He also discusses the importance of planning, emotional control, and treating your counterpart with respect—even...
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From Hostage Deals to Boardrooms with Dr. Greg Williams, Ep #465
Sales Reinvented
Dr. Greg Williams—a globally recognized negotiation and body language expert known as the “Master Negotiator.” He joins me on the show to share insights from over 30 years of experience and his Harvard training. We discuss the importance of meticulous planning and how to recognize and counter aggressive negotiating maneuvers. Dr. Williams shares real-world examples—from complex business deals to high-pressure hostage situations—highlighting the power of adaptability, reading nonverbal cues, and understanding motivation in every negotiation. Packed with actionable advice and memorable...
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Avoiding Common Pitfalls in Negotiation, Ep #464
Sales Reinvented
In this episode, I sit down with Chris Krause, a seasoned supply chain executive with more than 30 years of experience in procurement, change management, and organizational restructuring. We get under the skin of negotiation strategy and tactics—exploring everything from the difference between planning and action to the essential role of data, preparation, and goal alignment in high-stakes deals. Chris shares his proven rule of thumb for negotiation preparation, his top tactics for gaining leverage, and invaluable advice on handling aggressive negotiation moves. He also tells an illuminating...
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The Building Blocks of Modern Negotiation, Ep #463
Sales Reinvented
My guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge Training Academy and author of “The Art of Negotiation” and “The Momentum Sales Model.” Tim shares his most effective approaches to high-stakes negotiation, focusing on value creation, building trust, and leveraging the Best Alternative to a Negotiated Agreement (BATNA). He also reveals his favorite negotiation tactics, including creating urgency, holding firm with clarity, and operating from a mindset of abundance (not needing the...
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Building Trust and Value in B2B Sales Negotiations, Ep #462
Sales Reinvented
This week on the show, Marit Chervier de Ruiter brings her expertise in combining commercial structure with psychoanalytical principles to help businesses achieve long-lasting results in negotiation and sales. We dig into the critical differences between negotiation strategy and tactics, Marit shares game-changing tips for high-stakes negotiations, and how to cultivate stronger, more collaborative relationships with clients. She also shares her top dos and don'ts in negotiation and offers a real-world example of navigating a challenging deal with grace and success. Outline of This Episode ...
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Persuasion Sandwiches and Logic Levers, Ep #461
Sales Reinvented
Sean Sidney is known for his original negotiation concepts like "logic levers," the "persuasion sandwich," and "Bluff-4," and has trained more than 8,000 professionals to secure better deals and deliver real business value. I’m talking to Sean this week all about how procurement pros gain leverage in even the most high-stakes deals. Sean generously shares his favorite tactics, including how to use threats respectfully, the power of emotional acceptance, and the strategic application of logic levers. Whether you’re in sales or procurement, Sean’s actionable, relatable insights will help...
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Pro Tips for Staying Calm During Negotiations, Ep #460
Sales Reinvented
I’m sitting down with Kent Kononoff, a seasoned B2B sales leader with over 25 years of experience in sales and sales leadership. Kent is known for his expertise in value-based selling, collaborative negotiation, and strategic planning to drive high-stakes deals. Kent shares his go-to collaborative approach, his favorite negotiation tactics like calibrated questioning and strategic silence, and reveals his top dos and don’ts for effective negotiations. Plus, don’t miss a real-world story that brings these concepts to life and a powerful reminder that everyone in your...
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Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459
Sales Reinvented
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,...
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Balance Competition and Cooperation Instead of Compromise with Dr. Joshua Weiss, Ep #458
Sales Reinvented
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...
info_outlineMy guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge Training Academy and author of “The Art of Negotiation” and “The Momentum Sales Model.”
Tim shares his most effective approaches to high-stakes negotiation, focusing on value creation, building trust, and leveraging the Best Alternative to a Negotiated Agreement (BATNA). He also reveals his favorite negotiation tactics, including creating urgency, holding firm with clarity, and operating from a mindset of abundance (not needing the deal).
We also discuss the critical role of planning, how AI tools can supercharge your preparation, and why emotional intelligence is every modern negotiator’s secret weapon.
Outline of This Episode
- [04:11] Understand BATNA to leverage deals by controlling emotions and fostering collaboration without appearing manipulative.
- [07:08] Be creative and clear in negotiation; hold firm on your value to persuade and influence effectively.
- [11:49] Use AI to research and prepare by understanding counterparts' backstories, challenges, and market trends.
- [14:48] Crystal is an AI tool that analyzes LinkedIn profiles to predict communication styles and offers tips for effective interaction.
- [17:58] Consistent integrity and champion-led negotiation empower internal advocates to overcome organizational hurdles and drive deals forward.
- [20:34] Guide clients through open questions to uncover pain points collaboratively, ensuring they buy into the process and solutions.
- [28:30] Value-based positioning and champion-led negotiation ensure long-term collaboration and significant value creation.
- [30:14] Strategy gets you in; tactics let you own the situation. Maintain a winning mindset to achieve the best outcomes.
The Missing Link in Sales Success
Strategies are the big-picture, macro gameplans: they define your end-goal, set your direction, and inform every subsequent decision. As Tim puts it, “Strategy is where you want to go, your desired outcome.” Maybe it’s nurturing a long-term partnership, building a multi-phase offering, or expanding the pie in an integrative negotiation.
Tactics, on the other hand, are your in-the-moment moves. They’re the practical tools—like anchoring price, mirroring, labeling, or using the “give-get” concession model—that support your strategy and help you adapt as the conversation unfolds. The magic, Tim explains, happens when you intentionally align your tactics with your overarching strategy, rather than just reacting or trying to “win” the moment.
The Heart of Effective Negotiation
At the core of Tim’s approach is the idea that negotiation isn’t about extraction—it’s about value creation. The whole goal of negotiation is about value creation, he emphasizes. Instead of distributive “win-lose” thinking, Tim advocates for integrative negotiation, which seeks to expand the pie and foster collaboration for mutual gain.
Knowing your BATNA (Best Alternative to a Negotiated Agreement) is essential here. When you’re clear on your alternatives, you can negotiate free from neediness and emotional intensity, giving you the space to truly listen, build trust, and co-create solutions with your counterpart.
Trust-building is Tim’s “single biggest competitive advantage” in an AI-driven world. Even as automation and scripts proliferate, genuine human connection and credibility remain irreplaceable.
Tim’s Favorite Tactics
Tim shared his top tactics, each rooted in psychology and practical experience:
- Creating Urgency: By making your offer time-sensitive, you amplify its perceived value, countering commoditization and focusing the buyer’s attention.
- Not Needing the Deal: When you approach negotiations from a place of abundance (thanks to a healthy sales funnel), you have the flexibility to be creative, collaborative, and less reactive, leading to better deals and relationships.
- Clarity and Holding Firm: Clearly communicating your value and holding firm helps set boundaries, project confidence, and persuade the buyer of your worth.
- Vision of the Future (Bonus): Focus on positive, long-term outcomes to keep the conversation optimistic and to reduce emotional tension.
The Power of AI and Human EQ
Preparation is a non-negotiable for high-stakes deals. Tim recommends leveraging AI to research your counterpart’s background, understand market forces, and tailor your approach. Tools like DISC profiling—and platforms like Crystal Knows—can help you anticipate behavioral styles and communicate more effectively.
Tim also emphasizes role-playing and exposure therapy as ways to build comfort and resilience when stakes (and emotions) run high. Ultimately, fusing AI with emotional intelligence (EQ) is a winning combination for modern negotiators.
Resources & People Mentioned
Connect with Tim Castle
Connect With Paul Watts
Audio Production and Show Notes by
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