EPISODE · Sep 8, 2024 · 23 MIN
261: Secrets for Successful Negotiating from Andres Lares
from Manage Smarter · host C. Lee Smith and Audrey Strong
In this episode, we dive deep into the world of negotiation with Andres Lares, managing partner at Shapiro Negotiations Institute and co-author of 'Persuade: The 4-Step Process to Influence People and Decisions.' Andres shares invaluable insights on how to negotiate effectively, whether you're discussing salary, closing a business deal, or navigating complex negotiations in the sports industry. Learn about the importance of credibility, engaging emotion, and facilitating action to achieve successful outcomes. Key Takeaways include: -The Importance of Not Making the First Offer: In salary negotiations, it's generally advised not to make the first offer. Instead, lean on the employer's expertise and ask them to provide a range or number first. -Multi-Faceted Negotiation Strategy: Don't focus on just one aspect like salary; consider other negotiables such as title, bonus, PTO, health insurance, and 401k matching. This allows for better optimization and trade-offs. -Four-Step Process to Influence: The four steps are credibility, engaging emotion, logic, and facilitating action. This methodology helps in making a compelling case and ensuring the desired action takes place. -The Power of Nice: Being nice doesn't mean being weak. You can still be aggressive and confident while maintaining empathy and building lasting relationships through deep discovery and asking great questions. -Handling Common Objections: When faced with objections like 'not in the budget,' ask probing questions to understand the real issue and find alternative solutions. This helps in maintaining credibility and finding a path to yes. #sales #salesnegotiations #jobsnegotiations #negotiate #negotiations #managernegotiations #sellingnegotiations #negotiationtips Connect with Andres Lares: www.shapironegotiations.com https://www.linkedin.com/in/andreslares/ Connect with Manage Smarter Hosts · Website: ManageSmarter.com · LinkedIn: Audrey Strong · LinkedIn: C. Lee Smith Connect with SalesFuel · Website: http://salesfuel.com/ · Twitter: @SalesFuel · Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices
What this episode covers
In this episode, we dive deep into the world of negotiation with Andres Lares, managing partner at Shapiro Negotiations Institute and co-author of 'Persuade: The 4-Step Process to Influence People and Decisions.' Andres shares invaluable insights on how to negotiate effectively, whether you're discussing salary, closing a business deal, or navigating complex negotiations in the sports industry. Learn about the importance of credibility, engaging emotion, and facilitating action to achieve successful outcomes. Key Takeaways include: -The Importance of Not Making the First Offer: In salary negotiations, it's generally advised not to make the first offer. Instead, lean on the employer's expertise and ask them to provide a range or number first. -Multi-Faceted Negotiation Strategy: Don't focus on just one aspect like salary; consider other negotiables such as title, bonus, PTO, health insurance, and 401k matching. This allows for better optimization and trade-offs. -Four-Step Process to Influence: The four steps are credibility, engaging emotion, logic, and facilitating action. This methodology helps in making a compelling case and ensuring the desired action takes place. -The Power of Nice: Being nice doesn't mean being weak. You can still be aggressive and confident while maintaining empathy and building lasting relationships through deep discovery and asking great questions. -Handling Common Objections: When faced with objections like 'not in the budget,' ask probing questions to understand the real issue and find alternative solutions. This helps in maintaining credibility and finding a path to yes. #sales #salesnegotiations #jobsnegotiations #negotiate #negotiations #managernegotiations #sellingnegotiations #negotiationtips Connect with Andres Lares: www.shapironegotiations.com https://www.linkedin.com/in/andreslares/ Connect with Manage Smarter Hosts · Website: ManageSmarter.com · LinkedIn: Audrey Strong · LinkedIn: C. Lee Smith Connect with SalesFuel · Website: http://salesfuel.com/ · Twitter: @SalesFuel · Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices
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261: Secrets for Successful Negotiating from Andres Lares
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