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
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
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?
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
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?