Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs, Ep #445

Negotiation isn’t just about the numbers—it’s about understanding the people and the underlying dynamics that drive every deal. That’s exactly what Jay Heinrichs, renowned persuasion consultant and author of Thank You for Arguing, brings to the table in this episode. 

With experience working alongside top organizations like NASA and Harvard, Jay has mastered the art of negotiation, and today he’s sharing his proven strategies and tactics. From understanding the character of your negotiation partner to mastering powerful persuasion techniques, Jay reveals insights that will change how you approach every deal. 

Whether you're negotiating a major contract or handling a challenging buyer, the expert advice in this episode will equip you with the tools you need to close with confidence and finesse.

Outline of This Episode

• (0:00) Introduction to Jay Heinrichs and his background
• (1:03) The difference between negotiation strategy and tactics
• (1:51) Jay’s go-to negotiation strategy for high-stakes deals
• (3:00) Jay shares his top three negotiation tactics
• (5:01) The role of planning in negotiation strategy
• (6:21) Why framing is a powerful persuasion tool
• (8:03) How to counter aggressive negotiation tactics
• (9:50) Jay’s top three negotiation do's and don’ts
• (13:36) Jay’s successful negotiation with NASA

Resources & People Mentioned

• Thank You for Arguing
• Aristotle's Guide to Self Persuasion

Connect with Jay Heinrichs

• Connect on LinkedIn

Connect With Paul Watts 

• LinkedIn
• Twitter 

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