NIRL 40 - Steve Kraner - negotiation for the non-natural negotiator

In this episode of Negotiation in Real Life, I speak with Steve Kraner. Steve describes himself as NOT a natural negotiator or salesman. He describes himself as an engineer who crossed over to the dark side. A military officer and engineer by training, Steve found himself leading a sales team as part of a start-up. He had to sell to survive.

Negotiating with today’s savvy technology buyers is tougher today than ever. Steve’s updated approach to real-world sales negotiating recognizes that not all buyers are win/win negotiators. Many of today’s buyers are “players” who study negotiating and play to win. Steve’s Negotiating with the Savvy Software Buyer program gives your sales negotiators a look in the buyer’s handbook, so they can anticipate the buyer’s negotiating ploys. Steve has the unique ability to bring fun and extraordinary insight into the sometimes acrimonious world of software and SaaS negotiations.

In our discussion today, we speak about …

overcoming not being a natural negotiator
how the NATO Defence Planning Process can assist in negotiations
how role play can prepare you for a negotiation
Steve’s experience of a challenging sales negotiation

… and much much more.

Connect with Steve Kraner

LinkedIn: https://www.linkedin.com/feed/

Facebook: https://www.facebook.com/steve.kraner.7

Twitter: http://twitter.com/stevekraner

Instagram: https://www.instagram.com/st3v3kran3r/

Connect with Nicole

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If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!

If you took value from this episode and would like to express your appreciation feel free to buy me a coffee!

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