From Zero to 1: Mastering Negotiation with Gerry Parran

From Zero to 1: Mastering Negotiation with Gerry Parran

Gerry Perran, a sales negotiation pro (and incredible person), has a remarkable 45-year career across various industries and teaches us how practice can elevate your negotiation skills, whether you are a professional already or just getting started.

Actionable Takeaways

Here are some actionable takeaways from my conversation:

1. Practice Regularly: Engage in low-risk negotiations to build your confidence.

2. Prepare Thoroughly: Anticipate objections and plan your responses.

3. Stay Composed: Keep calm and rational, especially in high-pressure situations.

4. Keep Learning: Invest in continuous learning and professional development.

5. Embrace Cultural Differences: Understand and respect diverse perspectives.


My key takeaway from our discussion was the importance of regularly getting reps at negotiating. According to Gerry, doing low-risk negotiations, like asking for a discount at the grocery store, allows us to gain experience and build confidence. I've tried it and it works more than you think! Although the super hip Trader Joe's cashiers are onto me... Here are additional tips that dive deeper into building your negotiation skills:


1.Practice Makes Permanent

Gerry's number one tip is surprisingly simple: practice. He believes that honing negotiation skills daily, especially in low-risk settings, is crucial. "You’ve got to practice in low-risk situations, such as hotels, restaurants, places where you can," he says. By doing this, you build confidence and learn from your mistakes without significant consequences. It really works!


Pro Tip → Check out the Negotiation Cards for hands-on practice with their inventor, Philip Brown.


2. Prepare for Objections

Preparation is another cornerstone of Gerry's strategy. Anticipating weaknesses and objections before entering a negotiation gives you a huge edge. I don't do this enough, but it works wonders. Gerry shared a story from his time in the textile industry, where he often faced resistance from buyers preferring domestic products. By preparing responses to these objections, he navigated challenges with ease. You can do the same thing.


3. Stay Calm and Rational

High-pressure negotiations can be daunting, but Gerry says to stay calm and rational. "Don’t get rattled. Stay calm, be uber aware of the situation and the personalities, and just be rational," he advises. This approach is particularly crucial when negotiating with individuals from diverse cultures, where understanding and respect for different perspectives are key.


4. Continuous Learning

Gerry says to continuously learn and improve. Despite his extensive experience, he remains committed to evolving his skills. I respect that! He also highlights the value of sales training and ongoing education. His upcoming book, "Negotiators on Negotiating," will compile top tips from various experts, offering readers a treasure trove of knowledge. I can't wait to buy a copy.


5. Balancing Innate and Learned Skills

A fascinating part of our conversation was the discussion on innate versus learned negotiation skills. While Gerry acknowledges that some individuals might have a natural talent for negotiation, he firmly believes that anyone can improve through practice and learning from their experiences.


Negotiation is an art and a science. You can master negotiation by applying Gerry's tips and committing to continuous improvement. I struggled to negotiate for years, and the tips Gerry spoke about have genuinely changed my life. I believe the same can happen to you! I really do. As we always say in Deal Talk Podcast episodes, "Take an idea from today’s discussion and apply it to your life."

Start practicing, preparing thoroughly, staying calm, and keep on learning. Your negotiation skills will thank you. You DM me here, Shane Ray Martin , if you're stuck in a situation and want some guidance.


You can listen to the full episode with Gerry here: From Zero to 1: Mastering Negotiation Skills with Gerry Parran, MBA

Victor Kovalets

PhD Researcher in Psychology | UCL | LSE Alumni Association | Southampton University | Edtech Founder | Nonprofit

1 周

Thanks for sharing, Shane!

回复

Great insights, Shane. It's fascinating how the ability to see different views and consistently practice can transform negotiation skills. Do you think mastering these truths also enhances overall communication within teams?

回复
Michael Shields

Vice President & Head of Procurement | Spend Management Enthusiast | Speaker | Advisor | Professor. On a mission to change the perception of Procurement. In tech and beyond.

6 个月

emotions rarely have a place in negotiations in my opinion. Perhaps others have had different experiences.

Gerry Parran, MBA

Author and Thought Leader on Negotiating. I bring answers and actions to my readers and clients. No Crypto! No Bitcoin! No Investments!

6 个月

During the podcast, we dropped the names of some well-known people in the LinkedIn negotiation community. You may want to tune in to see if yours was one of the names dropped. ??

要查看或添加评论,请登录

Shane Ray Martin的更多文章

社区洞察

其他会员也浏览了