We'd love if you'd leave us a 5 ⭐ rating & review and it's never been easier: www.ratethispodcast.com/suncast
About the Episode:
I’m going to argue that procurement (buyer OR seller) negotiations are just like hostage negotiations. Hear me out.
Effective negotiations are crucial for uncovering hidden opportunities, maintaining control without aggression, and closing better deals. Mastering these skills can significantly impact business outcomes, ensuring more favorable terms and stronger relationships. And in procurement, there is often a lot at stake on both sides - and the hostage? Well, the project itself becomes the hostage.
And, in a world where we are SPRINTING to install as many GW As possible, we need more savvy negotiators who are helping set our projects free!
Chris Voss, a former FBI hostage negotiator and author of "Never Split the Difference," is a veritable expert with over 20 years of high-stakes negotiation experience. Voss now applies his hard-won insights to the business world.
We’re going back in the vault to the time he agreed to come on and answer all my questions about negotiation.
Get a pen & paper.
Expect to learn:
How to leverage FBI negotiation tactics in business
The power dynamics of procurement and sales
Techniques for effective communication and labeling
The importance of slowing down negotiations
Play this valuable snippet from episode 101 and apply practical negotiation skills to your business.
NOTEWORTHY QUOTE:
“What people don’t realize in the business world, which we’ve really discovered since we’ve been out here, is that the procurement negotiator, the contracts negotiator, and the supply chain negotiator have the exact profile of the international kidnapper, I mean, just down to a tee. They react and think the same way. They’re threatening or intimidating. They think they’ve got all the leverage, and you think they do too.”
Thanks again to this week's sponsor, helping keep the podcast FREE to you!
Our Platinum Presenting Sponsor for SunCast is Chint Power Systems America!
CPS America is the #1 supplier of 3-phase string inverters for Commercial & Industrial and Utility-Scale projects with more than 8 gigawatts of inverters installed on 20,000+ sites around the nation!
We are grateful for our GOLD sponsor:
Speed up PV installations for lower LCOE with TrinaTracker and improve overall system value with optimized compatibility using Trina Solar’s industry-leading modules and the TrinaPro utility-scale or C&I Solutions. Please visit https://www.mysuncast.com/trina
ABOUT THE HOST OF SUNCAST:
Nico Johnson is the creator and host of SunCast, consistently rated a top solar podcast in the clean energy sector. The content of the show is geared towards listeners looking for insights on where the markets are headed, how to position themselves or their companies, and what today's market leaders do to stay ahead of the pack.
Nico is an Investor, Executive Coach, and 16-year veteran of the solar industry, having led development in the US and Latin America for global companies like Trina Solar and Conergy.
You can connect with Nico Johnson on Twitter, LinkedIn or email.
If you’ve been second-guessing your work decisions or maybe trying to reconsider how you "fit" in the renewable energy industry -> grab 20 minutes on Nico's calendar and discuss whether having him as Your personal coach might be the right next step.