Japanese Sales Negotiation Secrets
If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!All too often Americans (like me) think that we know
The Accidental Negotiator Archive
Enter Your Search Here
The Chinese Guide To Sales Negotiation
Pity the poor American salesperson who goes out into the world of business and tries to negotiate. Sure, he/she is probably well equipped to negotiate
Should Sales Negotiators Be In Long Term Relationships?
Who wouldn’t want to be in a long term relationship? I mean we wanted our parents to be in one, we want to be in
A Sales Negotiator’s Friend: The Telephone
What’s your mental picture of a typical sales negotiation? When you close your eyes do you see a lushly carpeted board room with a large
Even More Giving: 5 More Ways Sales Negotiators Can Use Concessions
You can never say it too many times: in order to reach an agreement with the other side during a sales negotiation, you ALWAYS have
Giving To Get: How A Sales Negotiator Makes Concessions
Sales negotiating is all about concessions. You make them, the other side makes them. Finally, if enough has been given, then you should be able
A Sales Negotiator’s Friend: “Just The Facts, M’am”
So there you are, getting ready to fire up your side of a sales deal when all of a sudden you get hit with a
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