The Laws of Negotiation Nobody Taught You - Ron Hubsher

You've been on the call for two minutes and you still don't know what the other person actually wants. Not what they're asking for... what they want. Those are almost never the same thing. They'll ask for a lower price when what they actually want is to know they won't get blamed if this fails. They'll say "just send me a proposal" when what they actually want is proof you understand their world well enough to be trusted with it. Most people never close that gap. They answer the question that was asked instead of the one underneath it, and they wonder why the deal, the raise, the buy-in never quite lands. Jake sits down with Ron Hubsher, founder of the Sales Optimization Group, author of Closing Time, and a guest lecturer on negotiation at Harvard, to break down what negotiation actually is once you strip away the cigar smoke and table-pounding. Ron explains why nobody ever really loses on price, how to separate a business risk from a personal one, and why the best negotiators talk the least and ask the most. They get into preparation, discovery, reading the emotional language underneath a request, and why the goal is never to win against the other side — it's to make the deal better than either of you imagined going in. Negotiation isn't a tactic you pull out for contracts and salaries. It's every conversation where you're trying to move someone from where they are to where you'd like them to be — and the person who's done the work always sounds like it. **Connect with Ron Hubsher** Website: salesog.com LinkedIn: linkedin.com/in/ronhubsher Book: *Closing Time: The 7 Immutable Laws of Sales Negotiation* : https://www.amazon.com/dp/0981789005?lv=shuf&channelId=500&plpRedirect=mhFallback Phone: 650-520-9849 Email: [RHubsher@SalesOG.com](mailto:RHubsher@SalesOG.com) **Follow Jake** LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Book: Own the Room: https://thejakestahl.com/books/ Work With Jake: jake@jakestahlconsulting.com This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.