“You don’t get what you deserve. You get what you can negotiate.”

What factors increase or decrease our negotiation power, and how to elevate your power.
- Curated negotiation and influence books and resources that we can borrow and adapt key learnings from, including a deep-dive on Dr. Cialdini’s ‘6 - Shortcuts to Influence & Persuasion’
- How procurement are taught to prepare and execute negotiations, and how to turn that to our advantage.
- Top tips for dealing with tough negotiators.
- Common hard-ball negotiation tactics used by procurement and how to defuse them.
- Objection handling techniques and power-statements we can use to influence key commercial discussions on price, payment terms, ownership of IP, and being forced to fill in rate cards and track time.