How To Get Married To The Other Side Of The Table

Every time we negotiate, we are entering into a new relationship. The one thing that we need to do before we start each negotiation is to figure out just exactly what type of relationship we want to enter into this time. Although this sounds like it’s an easy question, it turns out that finding the […]

How To Make Win-Win Work For You All The Time

In the world of negotiating, we all love the idea of getting to win-win. Walking away from our next sales negotiation with the feeling that not only did we get a great deal, but that we left the other side feeling the same way is every negotiator’s dream. It turns out that if this is […]

Just Exactly When Does A Negotiation Start?

While working with one of my sales negotiations students the other day I was asked a great question that I don’t often hear. The student had reported that she was feeling frustrated because she was working on a number of deals and when it came time to negotiate, the actual negotiations seemed to drag on […]

No Negotiation Is An Island (So Don’t Get Voted Off!)

Raise your hand if you have tunnel vision! Is your hand up sales negotiator? Even if your hand isn’t up, I’m willing to bet that it should be. When we are preparing for our next sales negotiation it is all too easy to get caught up in the moment and forget about, hmm – what […]