Sales Reinvented

My guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge Training Academy and author of “The Art of Negotiation” and “The Momentum Sales Model.”  Tim shares his most effective approaches to high-stakes negotiation, focusing on value creation, building trust, and leveraging the Best Alternative to a Negotiated Agreement (BATNA). He also reveals his favorite negotiation tactics, including creating urgency, holding firm with clarity, and operating from a mindset of abundance (not needing the deal). We also discuss the critical role of planning, how AI tools can supercharge your preparation, and why emotional intelligence is every modern negotiator’s secret weapon. Outline of This Episode [04:11] Understand BATNA to leverage deals by controlling emotions and fostering collaboration without appearing manipulative. [07:08] Be creative and clear in negotiation; hold firm on your value to persuade and influence effectively. [