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concessions

Even More Giving: 5 More Ways Sales Negotiators Can Use Concessions

You can never say it too many times: in order to reach an agreement with the other side during a sales negotiation, you ALWAYS have to make some sort of concession(s). The trick to doing this correctly is to make sure that you don’t make so many concessions that when […]

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Giving To Get: How A Sales Negotiator Makes Concessions

Sales negotiating is all about concessions. You make them, the other side makes them. Finally, if enough has been given, then you should be able to reach a common middle ground where a deal can be struck. The trick is knowing how and when you should make your concessions. Here […]

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No Authority / Full Authority Sales Negotiations

Sales professionals really don’t like to enter into a negotiation naked. When you don’t have any authority to make concessions, you basically feel pretty naked. Likewise, if you have full authority, then you’ve got a whole other set of problems. Back to the poor sales negotiator who has no authority. […]

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Classic Sales Negotiation Tactic: I’ve Got To Talk To My Boss…

Picture this scene: it was about 20 years ago (ouch!) and I was still dating my wife when she suddenly had to replace her car. She knew exactly what she wanted: a Honda Civic with a manual transmission. There was a local Honda dealer near where she lived so one […]

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A Sales Negotiator’s Guide To Dealing With A Deadlock

When driving a car, the #1 thing that most of us fear is hitting a wall. Or another car. Or pretty much anything that would cause us to come to a complete stop quickly. Why are we so afraid of this? Well duh – it will damage / destroy the […]

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Boeing Strike Is Over: Did Negotiation Save The Day?

Just in case you had not heard, the Association of Machinists and Aerospace Workers has settled its strike with Boeing. The machinists had been off the job and on the picket lines for 52 days – a very long time for a Boeing strike. Both sides are calling the agreement […]

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Whatever Happened To That Boeing Negotiation?

We’ve talked before about the labor negotiatons and the strike that is happening at Boeing. Since we last talked, the International Association of Machinists and Aerospace Workers has gone out on strike against Boeing. This has caused Boeing’s commercial airplane factories to be idled for over three weeks so far. […]

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