Negotiation methods and tactics are constantly changing to adapt as the industry changes. If you’re newer to the procurement and negotiation world, you don’t always know who to trust and who to learn from. In this episode of Negotiations Ninja, the well-trusted procurement professional Josh King joins me to share some strategies for negotiation planning, managing your emotions, and improving your negotiation skills.  Josh King is the Vice President and Chief Procurement Officer at American Water. After college, he joined the navy where he was a submarine officer for 7 years. During his last two years of service, he got his MBA at Villanova. While there, he took a supply chain class and loved it. He got into consulting and focused on supply chain for utilities, eventually ending up in utilities, where he is now. Outline of This Episode [1:13] Josh King’s impressive background [4:46] The art and science of a negotiation [7:10] Compensation based on results [9:04] Procurement or internal management consulting? [11:30] What to do when a negotiation goes wrong [14:33] How to manage your emotions like a pro [17:08] Find role models and mentors  [19:35] 3 tips to improve negotiation skills [21:09] Connect with Josh King Resources & People Mentioned Michael Rich on LinkedIn Barb Gomez on LinkedIn Coupa Procurement System Connect with Josh King Josh on LinkedIn 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