To Be Successful In A Negotiation, Do Women Need To Learn To “Lean In”?

Women need to learn how to create more value during a negotiation

Negotiating is hard. Negotiating when you are a woman is even harder. Historically women have not been as aggressive as men. They have been willing to settle for what is offered to them. However, to truly be successful negotiators women need to start to think about what a man would be able to achieve in … Read more

The Role That Physical Intimidation Plays In Negotiations

During a negotiation, you’d hope that we’d all be adults about it. Right? Well it doesn’t always turn out that way. Using either physical or environmental means to intimidate the other side is a negotiation styles or negotiating techniques that the other side of the table may use as a common negotiating technique. You need … Read more

What Role Status Symbols Play In Negotiations

When it comes to sitting around the negotiating table, we’re all equal, right? In a perfect world, the answer would be yes. We don’t live in a perfect world and so the answer is a very solid “no”. So what does this mean for us – do some negotiators deserve to get more? Where Negotiating … Read more

Sales Negotiators Need To Learn Their History Lesson

When you sit down at the negotiating table with the other side, what’s running through your mind? Are you wondering what they are thinking? Are you wondering what negotiating techniques they will use? If you have studied your history lesson, then you’ll already know the answers to these questions. History Is Always Repeated In Negotiations … Read more