Learn To Say “No” From A Russian

So What’s So Hard About Saying “No”? As I work with sales negotiators and teams of negotiators I am constantly surprised by just how hard it is for them to say one simple word: “No” . I’m not sure if it’s the way that we’ve been raised or if we all have some built-in need … Read moreLearn To Say “No” From A Russian

Follow The Bouncing Price: What Sales Negotiators Need To Know

A Price Is Not A Fixed Thing Inexperienced sales negotiators often enter into a negotiation thinking that the price of something that they are trying to buy or sell is fixed – it’s set in concrete and cannot be changed. They think that their goal is to “discover” what this price is through negotiating. Those … Read moreFollow The Bouncing Price: What Sales Negotiators Need To Know

Do You Really Have To Have A Target When You Start A Sales Negotiation?

The Problem With Most Sales Negotiations So there you are, all ready to start another sales negotiation. Hold on a minute, are you really ready? Sure you’ve researched the other side of the table, you’ve created a negotiation strategy, in fact you’ve done just about everything that you can think of in order to prepare … Read moreDo You Really Have To Have A Target When You Start A Sales Negotiation?

AccNeg Life Just Got Better For iPhone / Android / BB Users

Loyal Readers, It has been brought to my attention that our site’s appearance on touch-based smart phones was, shall we say, poor at best. I think that I may have found a way to solve this problem. I’ve installed some new software that should change the AccNeg blog  into an iPhone application “looking” site, complete … Read moreAccNeg Life Just Got Better For iPhone / Android / BB Users

Do We Really Need To Negotiate If We’re Going To Be Partners?

Welcome To The Age Of Partnering Remember when every business used to view themselves as an island? This made life pretty simple for anyone doing sales negotiations – it was always us vs. them. Well, it sure looks like someone farther up the corporate ladder has been reading those business self-help books and they’ve decided … Read moreDo We Really Need To Negotiate If We’re Going To Be Partners?