Sales Reinvented

In this episode, I sit down with Chris Krause, a seasoned supply chain executive with more than 30 years of experience in procurement, change management, and organizational restructuring. We get under the skin of negotiation strategy and tactics—exploring everything from the difference between planning and action to the essential role of data, preparation, and goal alignment in high-stakes deals. Chris shares his proven rule of thumb for negotiation preparation, his top tactics for gaining leverage, and invaluable advice on handling aggressive negotiation moves. He also tells an illuminating real-world story, highlighting the importance of transparency, open communication, and mutual respect—even when negotiations get tough.  Outline of This Episode [03:23] Chris’s top three negotiation tactics. [05:25] Focus on goal alignment before pitching to understand client needs. [07:31] Complex negotiations require goal alignment and multiple rounds to achieve the best outcome. [09:58] Win-win scenarios in negotiatio