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Listen "Episode 123: 10,000 Hours of Negotiation: Lessons from $1 Billion in Deals with Mike Inman | The Tim Castle Show"
Episode Synopsis
What does it really take to negotiate billion-dollar deals across six continents?In this episode, Tim Castle sits down with Mike Inman - a global negotiation trainer who’s led over 1,000 commercial deals worth more than $1 billion, trained 8,000+ professionals, and transformed how organizations think about value, influence, and trust.Mike has had a dynamic career, MGM International Resorts, American West Airlines, to IAC. Now he's one of the top negotiation trainers in the world, Mike dropped some serious negotiation knowledge, we discuss:Viral sound bites vs real world negotiation Crisis Negotiation vs Business NegotiationTricking the buyer vs experienced negotiators The difference between practicing negotiation and mastering itHow to make the other side happy and achieve your goalsHow to navigate high-stakes deals, impasses, and emotional pressureWhat AI can (and can’t) replace in human negotiationWhy authenticity and empathy are your ultimate power movesHow to save your team from lay offsReal empathy vs fake empathyPay attention who are doing the things you aspire to do one day. Sales people listen up - "Don't say "yes" all the time, dare to become the trusted advisor".Mike breaks down the real psychology of negotiation - not tricks or tactics, but how elite performers prepare, connect, and create win-win outcomes that last.This one is packed with frameworks, stories, and mindset shifts from a man who’s negotiated everywhere from MGM Resorts to American Airlines to defense contracts.Connect with Mike https://www.linkedin.com/in/negotiatormike/Negotiation Training https://negotiationtraining.com/about/the-team/mike-inman/#negotiation #procurement #creatingvalue Follow Tim Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation expert. His books are relied upon by Universities, Fortune 100 companies and prestigious startups as playbooks to influence, persuasion, sales and negotiation. NEW BOOK: #1 on Amazon #startingabusiness - The First Domino, leverage your sales process, take more risk and win clients. Don't miss the Launch Promo https://a.co/d/jl1aYMQ Free Sales Resources here https://www.thefirstdominobook.com/ Number 1 on Amazon for #Job Interviews https://a.co/d/4VttXfu Tims YouTube https://www.youtube.com/@TimCastle Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - improve your negotiation skills. https://www.timjscastle.com/the-highly-skilled-negotiator Tim's Website https://www.timjscastle.com/
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