10,000 Hours, $1 Billion in Deals: Negotiation Mastery with Mike Inman

Welcome back to The Tim Castle Show, where we dive deep into the art of negotiation, performance, and believing that anything is possible.

Today’s guest is someone who’s spent decades in the trenches of billion-dollar deals — a true master of the craft.

Mike Inman is a global negotiation expert, coach, and trainer who has led negotiations across six continents, shaped procurement and sales strategies for Fortune 500 giants, and trained thousands of professionals to create more value at the table.

He’s not just a teacher of negotiation — he lives it. From high-stakes boardrooms to cross-cultural dealmaking, Mike’s insights cut straight to the heart of what makes people tick, what makes deals work, and what separates amateurs from pros.

From Engineer to Elite Negotiator

Mike’s journey began in engineering before he moved into procurement leadership roles at companies like MGM Resorts International, American Airlines, IAC, and GM. Over time, he accumulated more than 10,000 hours negotiating over $1 billion worth of commercial deals — including 500+ RFPs and re-negotiations.

That experience lit a spark. As Mike puts it, negotiation is where business meets humanity. Every deal is a human story told through logic, emotion, and trust.

His career has spanned manufacturing, defense, technology, airlines, publishing, and gaming/hospitality — giving him a rare, panoramic view of what drives people and value across cultures.

The Philosophy of Negotiation

Mike’s negotiation philosophy centers around a deceptively simple truth:

“Make the other side happy and satisfy your side.”

For him, true success isn’t about squeezing margins or “beating” the other party — it’s about building trust, finding creative trades, and ensuring that both sides walk away stronger.He warns that abusive negotiators destroy businesses — not because they lose money, but because they destroy long-term value and relationships.

Preparation is everything. Mike’s approach is grounded in rigorous planning, understanding the other side’s world (“their sheet of paper”), and entering each negotiation with high expectations, ethical intent, and emotional awareness.

The Strategy Behind the Mastery

Over his 10,000 hours in negotiation, Mike has developed a set of timeless tools and tactics:

• Preparation is non-negotiable. Great negotiators don’t wing it — they engineer outcomes through research and empathy.

• Environment matters. The room setup, energy, and even silence can shift leverage.

• Exchange creates movement. His favorite line:

  “I can do better if you can do better. What do you got that I might be interested in?”It’s not a trick — it’s an invitation to collaborate.

• Handle impasse with patience. When talks stall, he looks for psychological or environmental resets, not pressure tactics.

Mike has negotiated on both sides of the table — sales and procurement — and he’s seen how differently each side perceives power. His advice:

“The best negotiators never fixate on power; they fixate on options.”

Emotion, Authenticity & The Human Edge

One of Mike’s strongest beliefs is that emotion drives every deal. Whether it’s excitement, fear, or frustration — emotion is data, not distraction. The key is to notice it without being ruled by it.

He teaches negotiators to stay grounded, use curiosity instead of reaction, and never lose authenticity.

Negotiating hard doesn’t mean losing sincerity. Authenticity is leverage.”

Inman draws a clear line between influence and manipulation. Influence seeks mutual benefit; manipulation destroys trust. His approach is anchored in integrity — because without trust, there’s no repeat business, no referrals, no long-term success.

Negotiation in the AI Age

As artificial intelligence begins analyzing tone, emotion, and speech patterns, Mike is clear and he sees AI as an enhancement tool, not a substitute. The future of negotiation will reward those who blend data intelligence with emotional intelligence.

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.

"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.

Follow Mike

Connect with Mike https://www.linkedin.com/in/negotiatormike/

Negotiation Training https://negotiationtraining.com/about/the-team/mike-inman/

Listen to the show on your favorite platform:

• Spotify https://open.spotify.com/episode/5ZwLy6q24WnfhfcFhCvs4n

• YouTube https://www.youtube.com/watch?v=QzArPIC3sN0

• Apple Podcasts https://podcasts.apple.com/au/podcast/episode-123-10-000-hours-of-negotiation-lessons-from/id1522135380?i=1000735505202

Follow Tim

Tim is recognized 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. NEW BOOK: #1 book on Amazon #startingabusiness - The First Domino, leverage your sales process, take more risk and win clients.

Don't miss the Launch Promo https://a.co/d/jl1aYMQ Free Sales Resources here https://www.thefirstdominobook.com/

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