Where Does Power Come From In A Negotiation?

What do you need to do before a negotiation formally starts? Well, there are actually a number of different things that you should be doing, but one of the most important is to take a careful inventory of all of the “power assets” that will be potentially available to both sides during the negotiation. The … Read moreWhere Does Power Come From In A Negotiation?

What Are The Attributes Of A Good Negotiator?

Not everyone is cut out to become a negotiator. There is a certain set of skills that every negotiator needs to have and not everyone has them. Even those of us who find ourselves doing this type of thing for a living realize that there is a certain set of skills along with knowledge of … Read moreWhat Are The Attributes Of A Good Negotiator?

How To Win A Race When You’re Not The Fastest Runner

Sales negotiators are often our own worst enemies. So much of what it takes to have a successful negotiation depends on your mental state going into the negotiation that if you don’t believe that you can close this deal, then I’ve got some bad news for you – you probably won’t. One situation that my … Read moreHow To Win A Race When You’re Not The Fastest Runner

How To Hire A Negotiator

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 moreHow To Hire A Negotiator