Sales Reinvented

On the show this week, Dr. Christopher Meyer, author of "Settle for More" and one of the Global Guru's Top 30 Thought Leaders in Negotiation for 2025, shares his expertise on the critical differences between negotiation strategy and tactics, and why a strong planning mindset is key to successful deals. Chris breaks down his unique approach to negotiation—shifting from a traditional "win-win" mindset to focusing on how everyone at the table can truly gain. He shares his favorite negotiation tactics, the importance of preparation, and how to handle those infamous hardball negotiation techniques from buyers. Additionally, Chris provides us with valuable dos and don’ts for negotiators and offers a memorable real-world example from his own high-stakes experience in the tech sector. Outline of This Episode [00:00] Consider long-term strategy and adapt tactics to each negotiation based on your relationship. [04:22] Adopt a gain-focused mindset in negotiation for mutual benefits. [07:08] Spend 80% of your time on pl