Using a real-world example of how a airport taxi driver positioned his service and then various recruitment scenarios where understanding and addressing the client's or candidate's primary concerns lead to better outcomes, this weeks, deep dive delves into the critical skills of positioning in negotiation.
This podcast episode takes one of our posts from The Weekly Walkaway Archive and explains the difference between selling and negotiating, emphasising how positioning can change the perceived value of a service or product before entering negotiations and illustrates how effective positioning can preemptively address a candidate's or client's needs, thereby facilitating smoother negotiations.
“Positioning is when a negotiator changes the value of the product or service in the counterparts mind, before entering into a negotiation. Now some of you may consider this the art of selling, but I’d disagree.
Selling is a process of creating a need while negotiating is a process in which agreement is reached on that need.”
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You Negotiate Multi-Million Pound Contracts. Do You Have a Multi-Million Pound Process?
You're not placing candidates, you’re structuring value, managing risk, and negotiating complex commercial terms.
Most recruiters rely on instinct.
The best? They use structure.
If you’re still winging your way through client conversations, you’re leaving deals—and margin—on the table.
This isn’t another basic negotiation course.
It’s for the ones who already think they’re good.
And want to be great.
✅ Win deals without discounting
✅ Plan smarter, push back harder
✅ Build real control at the negotiation table
Big billers have a process. Do you?
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