Negotiation is one of the most overlooked things in the lives of entrepreneurs. There are many reasons for this, which we’ll get into in this episode, but suffice it to say that when entrepreneurs don’t learn how to negotiate well, lots of money is left on the table. To discuss this issue I asked my business coach, Marty Park to give us an overview of the issue. Marty has built businesses from the ground up for years— 14 companies over two decades. He’s able to speak to this issue from experiential and observational standpoints. He’s fought to scale, grow, and even sell businesses like any entrepreneur and has learned the power of negotiation for increasing profitability. He regularly advises business coaching clients in these issues as well. Outline of This Episode [0:40] Marty Park: Entrepreneur and Business Coach (my business coach) [6:40] The things entrepreneurs overlook when it comes to negotiation [13:14] A negotiation Marty experienced that didn’t go well [24:53] Marty’s absolute favorite negotiation. It involved free beer [30:38] Leveraging responses from three perspectives (Logos, Pathos, Ethos)  [34:08] One item Marty says entrepreneurs MUST do when it comes to negotiation Resources & People Mentioned Get a Free Ticket to the Spark Event in February at: Website: ScoutRFP Ticket Code: ninja2020 Connect with Marty Park Marty’s website: https://www.martypark.com/ Marty’s book: Tiger By The Tail ‘Follow Marty on LinkedIn Marty on Twitter: @TheMartyPark Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja