The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
drjim If you really want to set off the other side of the table during a negotiation, one great way to do this is to tell them that they can “take it or leave it.” This is pretty much the verbal equivalent of throwing gas on a fire – you are guaranteed to generate hostility on … Read more
As the captain of the Titanic, Edward John Smith, did a fairly good job of looking out for the parts of icebergs that were above water. What got him in the end is when the Titanic hit a part of an iceberg that he couldn’t see because it was below water. In negotiating, all too … Read more
So there you are, sitting across the the table from the other side starting a negotiation. If only you are able to use your considerable negotiating talents to convince them that what you want is best for them, then you’re sure to get what you want – right? Nope, it turns out that although you … Read more
In the classic movie, The Godfather, Marlin Brando utters the unforgettable phrase “I’ll make him an offer he can’t refuse.” Clearly Brando’s character Don Corleone is operating from a position of negotiating power as the head of an organized crime family. However, is there anything in this phrase that us mere mortals can use? It … Read more
Loyal readers & subscribers, here’s hoping that this upcoming Christmas season week is a great week for you – I’m taking it off! Blogging will resume next week… Everyone seems to celebrate something different this week, but I’m hoping that no matter how you choose to spend your time you enjoy yourself. The world can … Read more
Negotiating is both an art and a science. We study what works and what doesn’t in order to make sure that the next time that we are in a business situation in which somebody has something that we want, we are able to negotiate to get it. But what about pirates? The newspapers are all … Read more
So here’s something that will blow your mind: studies have shown that car shopping customers are willing to pay between $200 and $300 MORE for a car if during the negotiation process they became convinced that the salesperson was committed to their satisfaction. Wow – talk about a successful negotiation for the salesperson. But wait, … Read more
Sorry – that’s a trick question. Most of the time when we talk about negotiating skills, we talk about how you can improve how YOU negotiate. However, in the real world, negotiations are often done by teams of negotiators. The reasons for this are fairly simple: negotiations more often than not can take a long … Read more
In life, there are some situations that you will be called on to negotiate in order to get what you want / need. However, there will also be situations in which you have the time (and the budget!) to reach out and get outside help. Getting outside negotiating help can be especially critical if the … Read more
If only there was some book, some DVD to watch, or some class that you could take that would provide you with access to all of the secrets of those master negotiators whom we are always reading about. You know the ones, they negotiate the billion dollar business deal, the hostage negotiations, they settle the … Read more