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Monthly Archives: July 2010

Why Sales Negotiations Always Seem To Be A Failure Early On

I often like to think of a sales negotiation as being very similar to a dance. The first few moves are very well known and are recognized by both sides. However, very quickly things can get out of control. Neither partner recognizes what the other partner is doing and toes […]

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Remember: “Negotiation” Spelled Backwards Is “Change”

So what’s the secret to conducting a successful negotiation? Is it taking enough time to plan? Is it picking the right place to hold the negotiations? Turns out that none of these are the right answer. Instead, if you want to be successful you need to do one simple thing: […]

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