TableForce: Negotiator Mike

About TableForce: Negotiator Mike

Having trained negotiators on 6 continents in 30+ countries and negotiated personally from both the sales and procurement sides of the table, Mike is uniquely qualified to offer critical real-world examples and in-depth analysis to class case studies and discussion. Mike has first hand experience working in industries including manufacturing, defense, airlines, technology, publishing, and gaming/hospitality. Adding to his depth, Mike has successfully worked deals (4 of which have been in excess of $100 million) with people ranging from entry to C-level, and from straight commodities to strategic relationship opportunities.

How to Become an Expert Negotiator

Let’s start by defining what it means to be an expert negotiator: Expert - a person who has a comprehensive and authoritative knowledge of or skill in a particular area. I see a LOT of people refer to themselves as “experts”. In my opinion, you’re NOT an expert until someone ELSE refers to you as [...]

By |2021-04-15T15:08:58-04:00April 13, 2021|

What Makes a Good Negotiator?

I’ve heard and read this question answered multiple times over the years. Many times I think the person answering is just describing themselves – or who they think they are… So I’m going to approach the answer to this question differently. What works for me to find common ground may not work for you. I’m [...]

By |2021-04-03T09:10:08-04:00April 2, 2021|

Jujutsu Negotiations

Jujutsu Negotiations Jū: gentle, supple, flexible, or yielding. Jutsu: technique of manipulating an opponent's force against themselves rather than confronting it with one's own force. One of the most common frustrations I hear from supply chain professionals across the globe is the practice of “back-door” selling to the purchaser’s internal clients. Specifically, sellers go around [...]

By |2021-04-01T11:44:22-04:00April 1, 2021|

How to Choose a Negotiation Firm

Why you should invest in negotiation training: When negotiations are conducted properly, great relationships are built while both companies increase their top lines and reduce their total cost of ownership, 1+1=3. When negotiations are conducted poorly, it often results in a lose-lose deal where relationships are destroyed. Negotiation training by TableForce helps make sure your [...]

By |2021-04-06T13:20:16-04:00March 26, 2021|

A Kid’s Lesson in Assumptions

There’s an old saying: “Don’t assume, because it’ll make and A$$ out of U and ME!” As a professional negotiator I say: WRONG, we should make LOTS of assumptions, but we need to test them by asking great questions. A story came up in a memory on FaceBook, reminding me how impactful assumptions can be. [...]

By |2021-03-05T19:47:38-05:00February 25, 2021|

How to Negotiate a Better Salary or a Job Offer

How to Negotiate a Better Salary or a Job Offer Before the “how”, thoughts on the “if”. A lot of people are afraid to negotiate, or at least they don’t like it. Of those, many will begrudgingly negotiate for something / someone else, but are petrified when it comes to negotiating for themselves. Research from [...]

By |2021-02-05T20:08:52-05:00February 1, 2021|

3 Ways to Build Trust in a Negotiation

Negotiators have a well-earned reputation for being less than transparent with each other – and some outright lie… Here are 3 ways a negotiator can build trust without losing leverage. Establish ground rules (that you’re willing to live by… trust is a 2-way street, no one wants to be known as a hypocrite): We teach [...]

By |2021-01-18T18:06:40-05:00January 18, 2021|

Negotiation Tips and Techniques

Create a Deadline Get Them to Negotiate Understand the Market Determine the Budget Create a Deadline All negotiators know that each party will tend to make concessions at the deadline. Furthermore, most negotiators realize that both sides have deadlines (although many sellers erroneously don’t truly believe this….convinced buyers can wait forever). So therein lies [...]

By |2020-12-28T19:09:27-05:00November 20, 2020|

Namdaemun Market (South Korea) – NO DEAL!

On a recent trip to South Korea’s Namdaemun market I was reminded of how small and yet diverse the world is. Keep in mind, Koreans in general are known to be shrewd negotiators, and street vendors regardless of culture tend to be among the toughest (a supporting example will be published soon). On the other [...]

By |2020-12-29T17:29:02-05:00June 27, 2018|

Beyond Price When Buying an Automobile

When negotiating for a new vehicle most buyers focus solely on the price and that can leave value on the table! While price is always important, sometimes you might find a dealer unwilling to negotiate the price due to the high demand of the vehicle you want, or you are in a situation where two [...]

By |2020-12-28T19:13:48-05:00June 27, 2018|
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