About Mike Inman

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.

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|

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|

At the Mall…

I was walking through the mall with my family this past weekend, well, “with” is a bit of a stretch. All you parents know what I mean… Anyway, I was focused on making my way out, through all of the other shoppers and buyers and people watchers (oh my!) when words jumped through the white [...]

By |2020-12-28T19:14:51-05:00June 11, 2018|

A Discount for Trying

In our Negotiation Training workshops we encourage people to Try and negotiate every chance they get in both their personal lives and in business. Practice makes perfect! After a session, a particularly strong and dedicated negotiator decided to Try at a local store. Their story went something like this: Attendee: Checking out at a [...]

By |2020-12-28T19:27:42-05:00June 11, 2018|

World Travels

** From a person who attended a buyers focused workshop in Asia ** I worked in quality management field for ~15 years, but when it comes to purchasing, I am a beginner. Thank you very much for your kind presentation. Though I am not good at English, I understood the key points of the lesson [...]

By |2020-12-28T19:30:38-05:00June 8, 2018|

It’s not always about price…

It’s not always about price, and sometimes about more than terms & conditions. Dear TableForce, I need to send you a large thank you for your advice after the NFSII (advanced) negotiation training class. The tip about submitting a personal letter with our offer was amazing, as well as the other things I had learned [...]

By |2020-12-28T19:32:18-05:00May 2, 2018|
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