What Derek Gaunt has said about Sales negotiation
2 quotes · 1 episode · Oct 1, 2026
Derek Gaunt, Former law-enforcement officer and hostage-negotiation team commander, Black Swan Group coach and author of Fight Less, Win More, has been quoted on Sales negotiation 2 times in 1 episode of Mick Unplugged, most recently on October 1, 2026. Each quote below is verbatim and links to the moment it was said.
In their words
Gaunt warns that ignoring negative signals in a deal leads counterparts to bail on agreements later.
“The negative emotions left unaddressed never die”
Mick Unplugged: Derek Gaunt: Fight Less, Win More Through Tactical Empathy (Oct 1, 2026) · Listen from 20:46
Gaunt says price-cut demands often signal that the counterpart was burned by someone similar in the past.
“When somebody says cut your price or go into a competitor, what they're telling you is, I've been burned by somebody that looks just like you in the past”
Mick Unplugged: Derek Gaunt: Fight Less, Win More Through Tactical Empathy (Oct 1, 2026) · Listen from 29:33
Episodes
Derek Gaunt: Fight Less, Win More Through Tactical EmpathyMick Unplugged · Oct 1, 2026 · 1 h 2 min
Mick Hunt talks with his coach Derek Gaunt about tactical empathy, hostage-negotiation lessons, and the ideas behind Fight Less, Win More.
Others on Sales negotiation
- Mick Hunt · 1 quote
Derek Gaunt on other topics
- Hostage negotiation · 3 quotes
- Tactical empathy · 3 quotes
- 60 Seconds or She Dies exercise · 2 quotes
- Common ground in persuasion · 1 quote
- Coachability · 1 quote
- Fight Less, Win More · 1 quote
- Email versus live communication · 1 quote
- Black police officers in the United States · 1 quote