Many people in procurement are data-driven, analytical, and tend to be introverted. So how do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, needs, and their wants? In this episode of Negotiations Ninja, I’ll walk you through a formulaic process to guide the conversation to get what you need (and assess what the other party needs). You can then use that information as leverage to get what you need from the negotiation later on.
Outline of This Episode
- [1:32] How to generate discussion in negotiations
- [3:09] Selling into multiple stakeholder groups
- [7:40] Dissecting the question funnel
- [19:46] Roleplay questions before the discussion
Resources & People Mentioned
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