The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
I suspect that I’m just about every car salesperson’s nightmare. I’m the guy who decides what model car he wants by either personal experience (“I want another one just like that one”) or by reading every car review that I can get my hands on. I then go ahead and spend countless hours online and … Read more
Negotiation is a skill that is used everyday, all around the world. There’s a great example of just how careful one must be when negotiating – remember, as Yogi Berra said “It’s not over until it’s over”. Tata Motors thought that they had successfully negotiated a deal until it started to come undone. Let’s take … Read more
If you’ve been following the news lately, you are probably aware the that the International Association of Machinists (IAM) has gone on strike against the Boeing corporation. News reports are saying that Boeing stands to lose up to $100M every day that the machinists are on strike – wow, that’s a lot of money! Boeing’s … Read more
So why do we even bother negotiating with the other side? The answer is simple: we need the other side do or provide us with what we want. Study after study has shown that most people (this includes me) believe that we’re so smart that nobody can sell anything to us. Good negotiators know that … Read more
Ah body language, the secret communications channel that we couldn’t turn off if we wanted to. When we are negotiating it’s important to remember that your body is giving off all sorts of signals that you may or may not want it to be sending. I’m not sure if you can prevent your personal body … Read more
Negotiating is simply a form of specialized communication. We’ve mentioned that persuasion is the flip side of negotiation – the non-verbal communication skills that go along with negotiation’s spoken words. Body language – what our bodies are telling the other side, is a key part of this persuasion skill. What’s interesting is that men seem … Read more
The last time that I went into an auto dealership to buy a car, I was smart enough to keep my eyes open. Because I realized that I was entering into a negotiating “combat zone”, I wanted to see what the dealer would do to prepare me for the inevitable pricing discussions that we were … Read more
What does it take to be successful in a negotiation? Long before you start doing any of the standard negotiation preparation tasks, you need to take just a moment and decide where you are aiming to get to. Although it sounds simple, all too often we enter into a negotiation with only a vague understanding … Read more
In case you haven’t been watching the news lately, the telecommunications giant Verizon has been locked in labor negotiations with the Communication Workers of America (CWA) and the International Brotherhood of Electrical Workers (IBEW). Both sides of this negotiation are run by professional negotiators who have done this countless times before. What this means for … Read more
The other day I happened to drop in on my friend Mike only to discover him hard at work on some mysterious project. He had a list of local electronics stores and he was checking them off with a pencil one-by-one all the while he was surfing a seemingly endless set of web sites and … Read more