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Almost There: How To Move Towards The Close Of A Negotiation

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Do you remember that scene early on in the movie Star Wars when Ben Kenobi tells the Imperial Troopers that “…these are not the droids that you are looking for…” and then they walk away? It is exactly that kind of mind control that negotiators wish that they had when it comes time to wrap … Read more

Two Ways To Get The Other Side To Close The Deal

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I truly enjoy participating in a negotiation. However, even I know that all good things eventually comes to an end – at some point it’s time to put away all of our negotiation styles and negotiating techniques because you’ve got to close the negotiation and reach a deal. How to close a negotiation is an … Read more

Let’s Get Physical – How Negotiators Close A Deal

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Just exactly how does a negotiator wrap things up? I mean, you are all done with the negotiations and you really don’t want to have any more discussions with the other side of the table; however, they appear to be prepared to continue talking. What do you do in order to signal that the negotiations … 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

Sales Negotiations: How Do You Get From The Middle To The End?

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How many times has this happened to you: there you are, you’ve jumped into a sales negotiation and started off with your initial negotiating position. The other side did exactly the same thing. You are miles apart and it seems like there is no way that you are ever going to bridge the gap. What … Read more