Just Exactly When Does A Negotiation Start?
If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!While working with one of my sales negotiations students the
The Accidental Negotiator Archive
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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
Power Questions That Every Sales Negotiator Must Ask
We all know that power is an important part of any sales negotiation – who ever has the most power is in the best position
Sales Negotiations: How Do You Get From The Middle To The End?
How many times has this happened to you: there you are, you’ve jumped into a sales negotiation and started off with your initial negotiating position.
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
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
Quick Close Negotiating: 4 Ways To Get There Faster
I’m pretty sure that any sales negotiator who was given a choice would always choose to close a deal quicker rather than slower. Sure, there
4 Ways To Win A Sales Negotiation Before You Even Start
Have you ever wished for three wishes? Maybe you’d keep one of these wishes in you back pocket and then someday when you found yourself
5 Steps For Preparing For Your Next Sales Negotiation
So let’s say that you were going to drive to some place far, far away. Let’s go a step farther and say that you sorta
How To Use The “Pivot Technique” To Defend Your Price During A Sales Negotiation
I just love Ferris wheels. They are generally huge, have the ability to take you way up into the sky and then always bring you