The Art of Negotiating in Megadeals with Johan Lagerbielke
We often talk about shifting from ”selling” to ”orchestrating” in Megadeals. In more complex ecosystems with multiple stakeholders the best Megadealers act as orchestraters as they shape the ecosystem in their favour. They are also skilled negotiators, this is equally important in landing Megadeals. As you meet stakeholders and key decision makers its critical to understand what’s driving them and developing a negotiation plan to move them and the deal closer to close. In this episode of the Megadeals podcast we have the pleasure of talking to Johan Lagerbielke who has 20+ years of both hands-on negotiating, research on the subject and coached many professionals in upskilling their negotiating techniques. Johan started researching economic psychology at Stockholm Business School where he also attained an MBA. After visiting MIT and Harvard Law School back in 1994 to understand how they have set up their programs he came back to Sweden to launch the first Negotiations training for business students in Sweden.