Giving To Get: How A Sales Negotiator Makes Concessions
If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!Sales negotiating is all about concessions. You make them, the
The Accidental Negotiator Archive
Enter Your Search Here
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
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