Manage Smarter 261 — Secrets for Successful Negotiating from Andres Lares

HOSTED BY C. LEE SMITH AND AUDREY STRONG
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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.

In this podcast for sales managers and executive leadership, Audrey Strong, C. Lee Smith and Andres Lares discuss:

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.

"One of the most powerful ways to gain leverage is to have alternatives and be willing to walk away."

Andres Lares

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