How To Win A Race When You’re Not The Fastest Runner
If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!Sales negotiators are often our own worst enemies. So much
The Accidental Negotiator Archive
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Why Win-Win Sales Negotiating Never Works And What To Do About It
Quick: what’s the first thing that you think about when you picture your next negotiation in your mind? Unless you are Mother Teresa’s brother /
Negotiators Know That Persistence (& Risk Taking) Pay Off
In this world there are two types of negotiators: the good ones and everyone else. The goal of any negotiator is to become a member
He Who Works The Hardest, Wins The Negotiation
What is the secret for walking away from your next sales negotiation feeling satisfied? We all wish that there was some magic “silver bullet” technique
The Power Of Time In A Sales Negotiation
When I work with clients to improve their negotiating skills, one of the first things that we do is to sit down and review their
Hidden Needs Drive Sales Negotiations
All sales negotiations are driven by both public and private needs. If you can understand and deal with the other side’s hidden needs, then you’ll
Power Loss In Sales Negotiations
The single most important factor in determining how a negotiation is going to turn out centers on a single question: who has the most power?
Winning Sales Negotiations: The Pizza Secret
Recently I was talking with some friends of mine who are planning on using the current depressed real estate market to “trade up” and get
Haggling Is Becoming A Part Of Every Sales Deal
Welcome to the new world order: consumers are learning to haggle. In the extended global economic recession, consumers who never used to even think about
Sad Sales Negotiators Do A Bad Job
In the quest to do a better job at negotiating deals, sales negotiators have been known to do some pretty wild things in order to