Video: Succeed By Bringing The Ghost Whisperer To The Negotiation

Dr. Jim Anderson explains why it can be so difficult to reach an agreement during a negotiation — there are ghosts in the room! Dr. Anderson shows that the other side of the table has to make sure that many parties have their needs met by any agreement that is reached. He shows you how […]

Why A Missing Person May Be A Negotiator’s Best Friend

Is it possible that a person who is not present at a negotiation could be the one person who controls how the negotiation turns out? The answer, somewhat surprisingly, turns out to be an unequivocal yes! If you want to make this negotiating technique work for you (and learn how to defend against it), we’re […]

Video: C’est La Vie – French Lessons For Sales Negotiators

Dr. Jim Anderson has discovered that when you negotiate with French negotiators everything is different. Dr. Anderson shows that it is possible to reach a deal when the other side of the table is French. You just need to realize that the French negotiators see the world differently than you do. Dr. Anderson explains… If […]

Sales Negotiators Know The 6 Words That Let Them Fight The Law – And Win!

Talk about running into a brick wall! Sometimes when we are in the middle of a negotiation, especially with a state or federal official, we come face to face with a regulation that prevents us from getting what we want. Is it time to give up? Nope, you just need to know the magic 6 […]

Negotiators Know The Power Of Not Making Up Your Mind

I hate to negotiate with people who don’t know how to negotiate. Knowing this you might think that I’m always expecting the other side to be on top of things, know what they want and have a plan on how they are going to get there. It turns out that you’d be wrong – sometimes […]

Why It’s Ok For A Sales Negotiator To Be Wrong

When you become the best sales negotiator in the world you’ll be right all the time. However, since you’re not there yet, you should expect to be wrong – not all the time, but at least some of the time. There are a lot of different ways to handle this, what’s the right way? Why […]