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hey everyone welcome back to make it happen mondays where we talk about sales business entrepreneurship personal growth mental health and everything in between with guests who i truly respect and i think make a positive impact on the world around us and what you're about to listen to here is a masterclass in negotiations mark raffin is the ceo of negotiations ninja a sales training company to train sales professionals on how to negotiate specifically with procurement now what makes mark special and so unique is that he used to work in procurement so he knows all their tricks and how to work with them most effectively in this episode we start by getting mark's opinion on the current state of negotiations and how it's evolved over the years and discuss the different methodologies and why it's really dangerous to get stuck on using just one he breaks down why the win-win mentality is actually a bad thing in negotiations and highlights some of the areas where he agrees and disagrees with one of the most well-known negotiators in the world chris voss who wrote never split the difference we then talk about negotiating when you have a nice-to-have solution versus a must-have solution the value of knowing your walk-away line and the impact time has on negotiations this episode is jam-packed with tips techniques and approaches that you can use to improve your negotiation skills today i hope you enjoy the conversation as much as i did let's make it happen what's happening make it happen family big shout out to our partners today gong vidyard and chili piper gong's data is more than valuable it's cornerstone in any organization looking to collect the data that's going to tell them where they can improve and where they need to spend their time making changes vidyard makes it easy for people to use videos anywhere no matter whether you're sending videos in email or on social media posting them somewhere or sending them in a dm vidyard has got you covered our friends at chili piper are so much fun to be around they make it easy for people to get on your calendar and every sales rep has got to have this function locked in it's one of the most important things we can do as a seller how can i get you on my calendar easily chili piper can make that happen for you be sure that you're checking out all these great tools and now let's pass it over to john to find out who's joining him today see you soon everybody [Music] mark raffin how are you my friend it's been a long time i'm so pleased to be with you man it has been a long time but i always see your content online so i feel like i'm i'm always on top of what you're on what you're doing and what your team's doing so by the way kudos man your content content's...