10,000 Hours of Negotiation: Lessons from $1 Billion in Deals with Mike Inman
What does it really take to negotiate billion-dollar deals across six continents? In this episode, Tim Castle sits down with Mike Inman - a global negotiation trainer who’s led over 1,000 commercial deals worth more than $1 billion, trained 8,000+ professionals, and transformed how organizations think about value, influence, and trust. Mike has had a dynamic career, MGM International Resorts, American West Airlines, to IAC. Now he's one of the top negotiation trainers in the world, Mike dropped some serious negotiation knowledge, we discuss: Viral sound bites vs real world negotiation Crisis Negotiation vs Business Negotiation Tricking the buyer vs experienced negotiators The difference between practicing negotiation and mastering it How to make the other side happy and achieve your goals How to navigate high-stakes deals, impasses, and emotional pressure What AI can (and can’t) replace in human negotiation Why authenticity and empathy are your ultimate power moves How to save your team from lay offs Real empathy vs fake empathy Pay attention who are doing the things you aspire to do one day. Sales people listen up - "Don't say "yes" all the time, dare to become the trusted advisor". Mike breaks down the real psychology of negotiation - not tricks or tactics, but how elite performers prepare, connect, and create win-win outcomes that last. This one is packed with frameworks, stories, and mindset shifts from a man who’s negotiated everywhere from MGM Resorts to American Airlines to defense contracts. Connect with Mike https://www.linkedin.com/in/negotiatormike/ Negotiation Training https://negotiationtraining.com/about/the-team/mike-inman/ #negotiation #procurement #creatingvalue 🚀 Follow Tim Castle If you want to master negotiation, influence, and high-stakes decision-making in the age of AI —start here: 📚 Books Magnetic Influence – How to negotiate and persuade in a disrupted world → Pre-order now: https://amzn.to/3M5HKq3 The First Domino – The complete playbook to go from $0 to $5M → Get it here: https://amzn.to/3Z0NrbJ The Art of Negotiation – #1 in the UK for Job Interviews & #1 in the US for Career Advancement → Read it: https://amzn.to/3LSA6zh 🧠 Courses & Training The Highly Skilled Negotiator (80+ Lessons) → https://www.timjscastle.com/the-highly-skilled-negotiator Job Interview Mastery → https://www.timjscastle.com/job-interview-mastery Negotiator’s Edge Training Academy (AI + Negotiation) → https://www.thenegotiatorsedge.ai/ 🎥 Community YouTube → https://www.youtube.com/@TimCastle Website → https://www.timjscastle.com/