Sales negotiation

Subject in Business

Sales negotiation has come up in 1 episode across 1 podcast in TMT, including Mick Unplugged. 2 people have made recorded remarks about it.

What people said

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
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

Hunt recounts that asking a CIO client what success looked like revealed the client only needed a detailed 90-day onboarding plan.
“A detailed 90-day onboarding plan because you were right. He's an analyst. So he wanted a detailed plan because he's the CIO”
Mick Unplugged: Derek Gaunt: Fight Less, Win More Through Tactical Empathy (Oct 1, 2026) · Listen from 20:05

Derek Gaunt: Fight Less, Win More Through Tactical Empathy
Mick 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.