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How To Deal With Threats During A Negotiation

In the world of negotiating no matter what negotiation styles or negotiating techniques are being used, there is one thing that we can all count on eventually encountering: threats. The threats that we’re going to run into can take on many different forms. The other side of the table may […]

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Dealing With The “Good Cop, Bad Cop” Tactic

When we are in a negotiation to sell something to the other side, we need to be aware of the fact that the buyer that we are dealing with has an extensive set of tactics that they can use in addition to negotiation styles and negotiating techniques. As negotiators it […]

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Three Ways To Get What You Want Out Of Your Next Negotiation

If we want to be successful in our next negotiation, then we are going to have to be able to view it as being a game. It’s only by being able to do this that we will bring to the table the flexibility to deal with all of the negotiation […]

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In A Negotiation You Always Have To Be Looking For The Icebergs

When a negotiation starts, we often listen to what the other side is telling us using all of their negotiation styles and negotiating techniques and we believe that we know what they want. However, in a lot of cases we are wrong. What’s going on here? It’s actually pretty simple […]

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What’s The Best Way To Start A Negotiation?

Negotiating is a tough job. Trying to determine how to start your next negotiation can be an even tougher job. There seems to be no limit to the number of different negotiation styles and negotiating techniques that we can use to start a negotiation. We can storm into the negotiating […]

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Do You Have The Personality Needed For Negotiation?

Quick: define what you think the perfect negotiation would be. What came into your mind? Did you see yourself showing up at the bargaining table, laying out your demands, getting agreement from the other side of the table, and then going home? Bad news if that is your dream because […]

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Sales Negotiators Must Know The Difference Between Needs And Wants

Professional sales negotiators know that when the other side of the table lays out what they are looking to get out of a negotiation, everything is not as it seems. It turns out that the world of negotiating is divided into two groups: wants and needs. The World Of Wants […]

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Why Professional Sales Negotiators Build A House Of Straw

In order to make your next sales negotiation a success, you are going to end up having to make some concessions. Knowing that you’re going to end up having to do this means that you’re going to need to have some strategies up you sleeve relating to how you want […]

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2 Negotiating Secrets That Nobody Else Will Tell You

Ok, so it’s time to get down and dirty about this sales negotiating stuff. Time after time I keep seeing sales negotiators making the same two mistakes over and over again and it just has got to stop. You can build the best product in the world, have the best […]

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