There is no question that the ability to negotiate effectively is a valuable skill. It can help achieve any life goal, whether it's a better deal on a car or a promotion at work. But negotiation is not just about getting what you want. It's also about reaching an agreement that satisfies both parties. Negotiation is a skill that can be learned and perfected over time.
In today’s episode, Tommy talks with Greg Allen, Vice President Procurement at Sunrun and a Negotiation Specialist at Vestia Personal Wealth Advisors.
Over the years, Greg has been through many of the top negotiation training programs in the world. He has negotiated contract deals worth billions of dollars across Fortune 100 companies. Today, Greg spends much of his time negotiating for executives, physicians, and employers to help them set up great employment contracts.
Greg talks with Tommy about how negotiations can be applied on a daily basis, why it's imperative to prepare for negotiations, and the step-by-step process Greg uses to help his clients negotiate.
Key Takeaways
[01:54] - How people negotiate on a daily basis.
[04:39] - Where Greg got his start in the negotiation space.
[06:46] - The role negotiations play in supply chains.
[13:14] - Why it's imperative to prepare for negotiations.
[17:39] - Why priorities are important in the negotiation process.
[20:20] - Greg's step-by-step approach to helping clients negotiate.
[33:17] - A few of Greg's favorite negotiations.
Quotes
[02:17] - "Everything we do in life has the potential for negotiation. Every interaction with another person is a negotiation point. And a lot of us don't ever even realize that, and we just go about these interactions on a daily basis. But I truly think the principles of negotiation are around us every day and every interaction we come across." - Greg Allen
[05:34] - "Negotiation is like having the ultimate tool belt. And if you only have one tool in that belt and it's a hammer and that's the only way you know how to negotiate, if you come up against somebody else that's equally as skilled or more skilled with using that hammer, you're in trouble." - Greg Allen
[15:11] - "One of the worst things that can happen in negotiation is if you get caught flat-footed, or you get caught unprepared. Then you go into reaction mode and your brain starts going down a different path and you're looking for a way out and you're going to settle for something worse than you potentially could because you didn't anticipate that aspect of negotiation." - Greg Allen
[21:39] - "Negotiation is extremely personal from my perspective. And if you can't step into the shoes of the person that you're helping negotiate for or with, it's very hard to have an idea of how that outcome's gonna go. So, I would spend a lot of time trying to clarify what your interests and values are going into the negotiation and then sort of rank those to say what's most important to least important." - Greg Allen
Links
Greg Allen on LinkedIn
Greg Allen Email
Honeywell
Vestia Personal Wealth Advisors
Connect with our hosts
Mammoth
Tommy on LinkedIn
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