The Tim Castle Show

Hi I'm Tim Castle, Author, Coach and Entrepreneur, this is my podcast where I sit down with courageous people doing inspirational things around the world. There is so much good in the world, so many amazing stories, each with their own valuable lessons and I want to use this platform as a vehicle for change so help you find your true voice and live life to its fullest. Whether you are facing challenges right now, going through a tough time or on top of the world we can all improve by sharing our story. My mission is to help others go after their really BIG goals and become their fullest potential. It takes persistence, willingness to learn and an open mind but together we will make it happen. I live by my motto "believe it is possible". Course https://believeitispossible.thinkific.com/ Website: www.timjscastle.com Email: tim@timjscastle.com Social: @timjscastle Amazon https://amzn.to/3eoLEn4 Audible https://adbl.co/34edPmT

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The Tim Castle Show

Episode 123: 10,000 Hours of Negotiation: Lessons from $1 Billion in Deals with Mike Inman | The Tim Castle Show

November 06, 2025

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

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Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation expert. His books are relied upon by Universities, Fortune 100 companies and prestigious startups as playbooks to influence, persuasion, sales and negotiation.

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