Learn How to Resource-Based Modeling (RBM) in Negotiations with Santino Pasutto, Ep #444

]Mastering negotiation is a game-changer for any sales professional. In this episode, Santino Pasutto shares powerful strategies and proven tactics that have helped him navigate some of the most complex negotiations in the industry. 

From understanding the difference between strategy and tactics, to handling aggressive procurement techniques, Santino breaks down the essential elements that make negotiations successful. Whether you're aiming to refine your approach or improve your closing rate, the insights shared in this episode will help you negotiate with confidence and achieve the results you're looking for.

Outline of This Episode

• (0:00) Introduction to Santino Pasutto
• (1:04) The differences between negotiation strategy vs. tactics
• (2:14) Santino’s go-to negotiation strategy
• (3:33) Santino’s favorite negotiation tactics
• (5:33) The role of planning strategy and tactics
• (6:39) Resource-Based Modeling (RBM)
• (9:55) How to recognize and counter aggressive negotiation tactics
• (12:28) Santino’s top three negotiation strategy and tactics dos and don’ts
• (15:46) Closing the Deal: Know Your Worth

Resources & People Mentioned

• Resource-Based Theory and the Value Creation Framework

Connect with Santino Pasutto

• Connect on LinkedIn
• Follow on X

Connect With Paul Watts 

• LinkedIn
• Twitter 

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