This episode of the NEGOTIATEx podcast features Mike Inman, a distinguished negotiation trainer and managing partner at Table Force. With a background in aerospace engineering, Mike transitioned from an average sales career to purchasing at General Motors, then to diverse roles in airlines, tech, and hospitality, becoming a renowned negotiation expert. He shares three key negotiation principles: effort, planning, and high expectations, emphasizing the need for preparation and aiming for exceptional outcomes. Mike’s insights extend to navigating refusals, leveraging rejections, and understanding the nuances of B2B negotiations, differentiating them from crisis situations. He also highlights the importance of emotional intelligence and authenticity, underlining how initial resistance in negotiations can lead to better deals. This episode offers a comprehensive view of Mike’s journey and expertise, providing valuable lessons for professional and personal negotiations.