{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Fb43c1961-a3e3-4e03-9782-0c2eaed9fffb","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"<iframe style=\"width: 100%; height: 200px;\" title=\"71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja\" frameborder=\"0\" scrolling=\"no\" allow=\"clipboard-write\" seamless src=\"http://player.captivate.fm/episode/b43c1961-a3e3-4e03-9782-0c2eaed9fffb\"></iframe>","title":"71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja","description":"<p>Mark Raffan, the Negotiations Ninja joins me on Make It Happen Mondays to talk about the other side of negotiations - procurement. We extended this one to an hour because we were getting so into the conversation.</p> <p>Topics we covered include.</p> <div>What is procurement, how are they held accountable, and what are the different types of procurement.</div> <div>Matching buyer roles to sales roles</div> <div>Different categories of buyers</div> <div>Sophisticated vs unsophisticated buyers</div> <div>Getting over someone\u2019s head</div> <div>There is more than one close</div> <div>Misconceptions about procurement</div> <div>What happens when both parties stay silent for two minutes</div> <div>Know your walkaway line</div>","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/4a4c94bf-440b-468c-808d-bb1e4eb33d52/0595f031-526f-4a86-acf1-c0c8271dc444.jpg"}