A Sales Negotiator’s Friend: “Just The Facts, M’am”
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The Accidental Negotiator Archive
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How Sales Negotiators Can Defend Against The Good Cop / Bad Cop Tactic
I like movies. I especially like police movies. I’m guessing that one of the reasons that I like movies with police in them so much
No Authority / Full Authority Sales Negotiations
Sales professionals really don’t like to enter into a negotiation naked. When you don’t have any authority to make concessions, you basically feel pretty naked.
Sales Negotiators Should Always Have Limited Authority – Or Else!
Do you run the world yet? I’m going to guess that the answer is no (if it isn’t, then we need to talk). When we
Classic Sales Negotiation Tactic: I’ve Got To Talk To My Boss…
Picture this scene: it was about 20 years ago (ouch!) and I was still dating my wife when she suddenly had to replace her car.
A Sales Negotiator’s Guide To Dealing With A Deadlock
When driving a car, the #1 thing that most of us fear is hitting a wall. Or another car. Or pretty much anything that would
Negotiation Battle: Tom Hanks vs. Mel Gibson
In the world of Hollywood, they have the ability to make the unreal seem oh so real. However, right now they are having a great
Deadline? We Don’t Need No Stinkin Deadline…
What would the world of negotiating be without deadlines? I can tell you that Hollywood movies would lose a lot of their plot if the
A Negotiator’s Best Friend: Time To Think
Quick – what is the most important characteristic of a negotiator? Sorry, that was a trick question – there are a number of correct possible
Weird Negotiating: The Buy Now – Negotiate Later Tactic
I’ve always thought that this tactic was just a little bit crazy, but I have come to think that it goes on a lot more