10,000 Hours at the Table: How $1B in Deals Actually Get Done With Patrick Griffin
Up Arrow Podcast
· with Patrick J. Griffin
· February 24, 2026
· 83 min
Summary
This episode unpacks negotiation as a collaborative value-creation process, moving beyond the adversarial mindset. Ecommerce operators will learn to approach deals with thorough preparation, emotional control, and high expectations, ensuring they uncover hidden value and forge mutually beneficial agreements. It emphasizes that avoiding negotiation is negotiating against yourself and that credibility is paramount.
Key takeaways
Avoid negotiating against yourself by actively engaging in discussions and seeking optimal outcomes rather than settling too quickly.
Frame negotiations as collaborative problem-solving opportunities to uncover new value, rather than a zero-sum game focused on dividing a fixed pie.
Prioritize thorough preparation for every negotiation by understanding your objectives and your counterpart's priorities to facilitate flexible and creative solutions.
Master emotional regulation during negotiations to maintain credibility and focus, preventing impulsive decisions that could undermine long-term goals.
Set intentionally high expectations to avoid underselling your position and to push for innovative solutions that unlock greater overall value.
Patrick J. Griffin is a Partner at TableForce, a firm that provides negotiation training for B2B professionals. As a seasoned negotiation expert and strategist, he has negotiated over $1 billion in sales with global financial institutions, specializing in complex financial instruments. Outside of negotiation training, Patrick is the Founder of Morrigan Strategic Advisors, where he provides fractional CFO services and executive advisory consultancy. In this episode… Negotiations can be tricky, often creating anxiety about whether you're getting the best deal. Yet, negotiating isn't always about winning or losing; rather, it's about finding ways to collaborate and create value. How can you approach negotiations with a mindset that benefits both parties involved? High-stakes negotiation trainer Patrick J. Griffin challenges the typical adversarial view of negotiations. He regards them as collaborative problem-solving, where both sides work together to uncover new value. Patrick emphasizes the importance of preparation, understanding what both you and your counterpart value, and being clear on your priorities and boundaries. By focusing on these aspects, you increase the chances of creating long-term, mutually beneficial agreements. In this episode of the Up Arrow Podcast, William Harris sits down with Patrick J. Griffin, a Partner at TableForce, to discuss how to approach negotiation as a collaborative process. Patrick shares insights on shifting from transactional to relational negotiations, why high expectations lead to better outcomes, and how founders often overlook value outside of price.
What does this episode say about finance & fundraising?
Avoid negotiating against yourself by actively engaging in discussions and seeking optimal outcomes rather than settling too quickly.
What does this episode say about founder & leadership?
Frame negotiations as collaborative problem-solving opportunities to uncover new value, rather than a zero-sum game focused on dividing a fixed pie.
What does this episode say about finance & fundraising?
Prioritize thorough preparation for every negotiation by understanding your objectives and your counterpart's priorities to facilitate flexible and creative solutions.
What does this episode say about finance & fundraising?
Master emotional regulation during negotiations to maintain credibility and focus, preventing impulsive decisions that could undermine long-term goals.
What does this episode say about finance & fundraising?
Set intentionally high expectations to avoid underselling your position and to push for innovative solutions that unlock greater overall value.
