Escalation Power: How To Use It, How To Defend Against It
If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!When we’re talking about negotiating and someone brings up the
The Accidental Negotiator Archive
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Why Sales Negotiators Need To Watch Out For The Give & Take
You may or may not realize it, but the other side of the table in a sales negotiation might be as smart or even smarter
Why Professional Sales Negotiators Like The Krunch Tactic
In order to be a successful sales negotiator you need to be able to walk away with the lowest prices when you engage in a
Why Sales Negotiators Like Salami
Who doesn’t like packaged luncheon meat? Well, ok, maybe a lot of people don’t, but at least when I say the word “salami” everyone gets
Why The Planning Purpose Trap Will Get A Sales Negotiator Every Time
A sales negotiation can sometimes sneak up on you, and if you aren’t careful it can bite you in the rear. One such case is
Sales Negotiators Must Know The Difference Between Needs And Wants
Professional sales negotiators know that when the other side of the table lays out what they are looking to get out of a negotiation, everything
Professional Sales Negotiators Know How To Flinch Like An Italian
When you are involved in a sales negotiation, just exactly how should you behave? For some odd and unexplained reason, a lot of us think
What Ebay Can Teach A Sales Negotiator
Everyone’s heard about the web site Ebay right? That’s where you can go to auction off any junk that you don’t want to have lying
What Does “Take It Or Leave It” Mean In A Sales Negotiation?
The one thing that you never want to hear during a sales negotiation is the other side of the table telling you to “… take
Sales Negotiators Know How To Ask “How Much?”
Sometimes it’s the littlest of things that can trip up even a professional sales negotiator. In this case, we often don’t want to ask the