Negotiation Mastery: Tactics, Strategies, and Countering Aggression with Phil Brown, Ep #448

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April 2, 2025 • 26 mins

In this episode of Sales Reinvented, host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics.

Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations.

Outline of This Episode

(1:10) What’s the difference between negotiation strategy and tactics?
(2:06) Phil’s go-to negotiation strategy for high-stakes deals
(3:34) The top three negotiation tactics Phil swears by
(6:35)) The role of planning in negotiations
(7:56) The different strategies used in complex sales
(10:41) Handling emotional responses in negotiations and why staying calm is key
(15:06) Phil’s Do’s and Don’ts in negotiation strategy and tactics
(20:03) How odd numbers made a big impact on the outcome of a negotiation