Three Secrets That Have Been Missing From Negotiation Training

This is going to be a bit of a rant, so I should probably apologize for that in advance. Over the past 10 years I have have read countless books on negotiating, attended training course after training course, and in the end I was left feeling that something very fundamental was missing — there were … Read moreThree Secrets That Have Been Missing From Negotiation Training

Make More Sales: Understanding Buyer Power & What To Do About It

So you want to sell something (perhaps yourself for a new job?) and you feel that the other side (the buyer) has all the power. Ok, you’re right – just give up and stop reading right now. Hmm, you’re still reading. Perhaps although it looks like the buyer has all the power, this really is … Read moreMake More Sales: Understanding Buyer Power & What To Do About It

Deals That Make Money: How To Plan Your Concession

When negotiating deals with someone, you realize that they aren’t just going to roll over and give you everything that you ask for. Instead, they are going to expect you to participate in a back-and-forth, give-and-take discussion in which both sides are expected to both concede as well as gain issues. This means that you … Read moreDeals That Make Money: How To Plan Your Concession

Deal + Negotiation = Contract (or the Four Modes To Get You There!)

Too many people look at a negotiation in a negative way. They sigh, and instantly become tired whenever the prospect of entering into a negotiation shows up. What they are missing is that a negotiation is not necessarily a contest. When there is a deal to be done or a contract to be signed then … Read moreDeal + Negotiation = Contract (or the Four Modes To Get You There!)