drjim

Facts Negotiators Should Know About Time

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When you are getting ready for your next negotiation, you might want to spend some time thinking about the most important item that you need to make sure that is in order. I’m not talking about your notes, the location of the negotiations, or even the strategy that you’ve mapped out for the negotiations. What … Read more

Negotiating Secrets To Getting The Other Side To See Things Your Way

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Have you ever changed something about your appearance that made you look dramatically different? How did that go over with your family, friends, and coworkers? I’m willing to bet that right off the bat there was some shock when they first encountered your new look. However, over time that faded and things got back to … Read more

The Secret To Dealing With Deadlines: What Negotiators Need To Know

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Just how long do you think that your next sales negotiation is going to last? I’ve got news for you – it may not last as long as you may think that it’s going to last. The reason is that either side of the table may use deadlines to help hurry things along. If this … Read more

The Most Important Word In Negotiating Begins With A “P”

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All too often when we see negotiators in the movies, they are portrayed as slick, fast talking folks who always seem to effortlessly get their way. The first thing that we need to realize that this is the movies and so it in no way represents real life. The second thing that we need to … Read more

Sales Negotiators Want To Know: Is Longer Really Better?

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The goal of every sales negotiation is to reach a deal that is agreeable to both sides. The question is just how much time should you take in order to get there? The classic question that all sales negotiators are always trying to answer is if it is better to negotiate in short sessions with … Read more

Sales Negotiators Know The True Power Of Picking The Right Time To Negotiate

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Professional sales negotiators know that time plays a role in every sales negotiation. In this case we’re not talking about how much time a given negotiation takes, but rather when you start a negotiation and just exactly what that is going to lead to… Why Time Matters So what’s the big deal about time? As … Read more

What Sales Negotiators Can Learn From A Football Strike (Maybe)

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In the U.S., there is the very real possibility that the national sport, American football, will not start its season on time because all of the players will be out on strike. What’s amazing is that the National Football League (NFL) and the players are currently more successful than they’ve ever been. The events that … Read more

Sales Negotiators Need To Be Good Pressure Thinkers

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Let’s face it: a sales negotiation is a high-pressure situation. With all that is expected of you, thinking clearly can be a challenge even for the best of us. That’s why the best sales negotiators have developed a whole series of techniques that allow them the time that they need to do a good job … Read more

Sales Negotiators Know That The Phone Is Not Your Best Friend

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Isn’t the telephone a wonderful invention? I mean just sitting there at your desk you can pick it up (or flip open your mobile) and reach out and touch just about anyone in the world. It sure seems like this must the best way to do sales negotiations in the future – just imagine how … Read more