A negotiation is very much like a dance, you make a move and then your move forces the other side to make a move. Once they’ve done that, then their actions force you to take some corresponding action and so on. There is a logic to all of this and where things get interesting is … Read moreIs The Logic Part Of The Negotiation Process A Good Thing Or A Bad Thing?
A quick question for you: are you afraid to fail? Would you be willing to take on responsibility for a negotiation that might not be a success? I’m willing to bet that a lot of us would say “no” – our company’s negotiators who are perfect are rewarded while negotiators who fail are kicked to … Read moreGreat Negotiators Aren’t Afraid To Stumble On The Way To The Top
When you sit down at the negotiating table with the other side, what’s running through your mind? Are you wondering what they are thinking? Are you wondering what negotiating techniques they will use? If you have studied your history lesson, then you’ll already know the answers to these questions. History Is Always Repeated In Negotiations … Read moreSales Negotiators Need To Learn Their History Lesson