What does it really take to negotiate billion-dollar deals across six continents?
In this episode, Tim Castle sits down with Mike Inman - a global negotiation trainer who’s led over 1,000 commercial deals worth more than $1 billion, trained 8,000+ professionals, and transformed how organizations think about value, influence, and trust.
Mike has had a dynamic career, MGM International Resorts, American West Airlines, to IAC.
Now he's one of the top negotiation trainers in the world, Mike dropped some serious negotiation knowledge, we discuss:
- Viral sound bites vs real world negotiation
- Crisis Negotiation vs Business Negotiation
- Tricking the buyer vs experienced negotiators
- The difference between practicing negotiation and mastering it
- How to make the other side happy and achieve your goals
- How to navigate high-stakes deals, impasses, and emotional pressure
- What AI can (and can’t) replace in human negotiation
- Why authenticity and empathy are your ultimate power moves
- How to save your team from lay offs
- Real empathy vs fake empathy
Pay attention who are doing the things you aspire to do one day. Sales people listen up - "Don't say "yes" all the time, dare to become the trusted advisor".
Mike breaks down the real psychology of negotiation - not tricks or tactics, but how elite performers prepare, connect, and create win-win outcomes that last.
This one is packed with frameworks, stories, and mindset shifts from a man who’s negotiated everywhere from MGM Resorts to American Airlines to defense contracts.
Connect with Mike https://www.linkedin.com/in/negotiatormike/
Negotiation Training https://negotiationtraining.com/about/the-team/mike-inman/
#negotiation #procurement #creatingvalue
Follow Tim
Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation expert. His books are relied upon by Universities, Fortune 100 companies and prestigious startups as playbooks to influence, persuasion, sales and negotiation.
NEW BOOK: #1 on Amazon #startingabusiness - The First Domino, leverage your sales process, take more risk and win clients. Don't miss the Launch Promo https://a.co/d/jl1aYMQ
Free Sales Resources here https://www.thefirstdominobook.com/
Number 1 on Amazon for #Job Interviews https://a.co/d/4VttXfu
Tims YouTube https://www.youtube.com/@TimCastle
Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en
The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - improve your negotiation skills. https://www.timjscastle.com/the-highly-skilled-negotiator
Tim's Website https://www.timjscastle.com/
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