Marketing Negotiations, The Good, The Bad and The Ugly

On this podcast about negotiations, successful entrepreneur, expert negotiator and ex-procurement director, Mike Lander, is joined by CMOs and agency leaders as they dive into some of the most difficult and unheard-of marketing negotiations. During each episode, Mike and his guests share the ins and outs of their toughest deals to-date. They discuss obstacles, outcomes and learnings, as well as the emotional and mental challenges they’ve faced along the way. 

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Recent Episodes
  • Jonathan McCallum on experiential marketing in a changing landscape
    Dec 1, 2023 – 25:35
  • Ian Sohn on mastering the art of collaborative negotiations
    Jun 28, 2023 – 31:51
  • Stephany Sperberg on building trust, adaptability, and strategic alignment in negotiations
    Jun 21, 2023 – 34:55
  • Flavilla Fongang - How personal branding establishes credibility with big brands.
    Jun 14, 2023 – 38:38
  • Jeb Blount - How to balance value and relationships for successful outcomes
    Jun 7, 2023 – 22:25
  • Anthony Groves - The evolving landscape of marketing communications and procurement
    May 31, 2023 – 39:33
  • Katie Evans - The importance of communication and relationship building in negotiation
    May 24, 2023 – 32:05
  • Simon Thomas - The role of cultural considerations in negotiations and marketing
    May 17, 2023 – 30:45
  • Brent Adamson - What is the relationship between value management and negotiations?
    May 10, 2023 – 44:17
  • Ben Allen - How to successfully negotiate media deals in today's landscape
    May 3, 2023 – 28:40
  • Matt Dixon – The buyer landscape in 2023 and how it affects negotiation
    Apr 26, 2023 – 46:25
  • Eric Fulwiler – How to balance relationships and substance in business negotiations
    Apr 19, 2023 – 34:38
  • Katy Howell - Why relationship-building with procurement is so important
    Apr 12, 2023 – 30:24
  • Magid Souhami – How do you master the art of creative deal making?
    Apr 5, 2023 – 36:46
  • Fred Moore - How to build strong relationships with clients and partners?
    Mar 29, 2023 – 32:01
  • Gareth Turner - What is a BATNA in negotiation?
    Mar 22, 2023 – 30:48
  • Jaye Cowle – How to negotiate as a small agency
    Mar 15, 2023 – 31:16
  • John Godfrey - How can niche providers demonstrate expertise in a negotiation?
    Mar 7, 2023 – 35:52
  • Rob Halloway - How do you negotiate with multiple stakeholders?
    Mar 1, 2023 – 38:37
  • How do you break a stalemate in negotiation?
    Feb 22, 2023 – 34:13
  • Emily Chang - What's the difference between client side and agency side negotiations?
    Feb 15, 2023 – 30:37
  • Tamara Littleton – How agencies can effectively negotiate with brands
    Feb 8, 2023 – 31:33
  • Pete Markey - How to successfully navigate a third-party negotiation
    Feb 1, 2023 – 27:04
  • Dan Cullen-Shute – Why positive negotiations lead to positive outcomes
    Jan 25, 2023 – 39:03
  • Penry Price – How can negotiators secure a win-win outcome?
    Jan 18, 2023 – 31:58
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