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 businessThe power dynamics of procurement and salesTechniques for effective communication and labelingThe importance of slowing down negotiations Play this valuable snippet from episode 101 and apply practical negotiation skills to your business. If you want to connect with today's guest, you’ll find links to his contact info in the show notes on the blog at https://mysuncast.com/suncast-episodes/. Our Platinum Presenting Sponsor for SunCast is CPS America! SunCast is proudly supported by Trina Solar. You can learn more about all the sponsors who help make this show free for you at www.mysuncast.com/sponsors. Remember, you can always find resources, learn more about today’s guest and explore recommendations, book links, and more than 650 other founder stories and startup advice at www.mysuncast.com. Subscribe to Valence, our weekly LinkedIn Newsletter, and learn the elements of compelling storytelling: https://www.linkedin.com/newsletters/valence-content-that-connects-7145928995363049472/ You can connect with me, Nico Johnson, on: Twitter - https://www.twitter.com/nicomeo LinkedIn - https://www.linkedin.com/in/nickalus Mentioned in this episode: CPS July 2024 V2