If you want to learn anything at all about the impact of increasing the quality of your negotiation skills, THIS is the episode for you. Expert, life-long negotiator Mike Lander shares his wisdom with host Jim Schubert on this episode of Agents Growth Academy, where they discuss the power of the inquisitive mind on your memory recall, how likening yourself to an annoying toddler can increase your sales rate, and how their learning model will naturally secure a better negotiation every time.
3 Key Takeaways
Resources
Getting to Yes by William Ury, Bruce Patton, and Roger Fisher
Visit higgle.piscari.com for the Higgle Negotiation Workbook
Influence by Robert B. Cialdini
The Trusted Advisor by David H. Maister, Charles H. Green, and Robert M. Galford
Mike’s website: piscari.com
About Mike Lander
has negotiated hundreds of deals over the last 24 years, worth well in excess of £450m. He has been a procurement director for a private equity-backed portfolio company, which is now worth $1bn. Mike is a managing partner at one of the UK's largest Procurement Consultancies, selling businesses for large, 7-figure sums. He raised £6m of debt financing to fund the acquisition and growth of a professional services and education business and has provided negotiation support to clients that has helped them deliver gross margins of over 65%.
Mike negotiated the restructuring of £4m of creditors as part of a corporate turnaround, resulting in all creditors being paid out in full. More recently, he sold a high-growth SEN school's business for a large 7-figure sum and delivered procurement savings of over £5m.
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