During A Negotiation It’s All About The Bargain

What do you think the other side of the table is looking to get out of their negotiation with you? A lower price? More quantity? Better delivery dates? These may all be true, but deep down inside what the other side wants to walk away from the table after all of the negotiation styles and … Read moreDuring A Negotiation It’s All About The Bargain

It’s Power That Drives A Negotiation

When I’m working with negotiators who are just starting out, I’m often asked the question “how can I win a negotiation?” Outside of the obvious issue with “winning” a negotiation, the question is actually a fairly good question. What my students are really asking me is what they can do in order to make sure … Read moreIt’s Power That Drives A Negotiation

Negotiators Know To Never Take Things At Face Value

Ah trust. It’s one of the little things that allows us to interact with people every day – we assume that they will do what they promise to do and likewise the people that we interact with assume that we’ll keep our word. You would think that going into a negotiation, there would need to … Read moreNegotiators Know To Never Take Things At Face Value

Why Doubt Is A Good Thing For Negotiators To Have

As human beings, we are naturally inclined to believe what other people tell us. That’s how we make it through a day and that’s how we are able to get things done. Then there are negotiations. The other side of the table wants something from us and we can’t always be certain that they are … Read moreWhy Doubt Is A Good Thing For Negotiators To Have

Extreme Negotiating: How To Do Your Best When Under Pressure

Those of us who deal in the world of negotiations know that not all negotiations are created equal. One of the biggest differences is the amount of pressure that we find ourselves under during the negotiation. The bigger the stakes are, the more pressure that we feel that we are under. How we deal with … Read moreExtreme Negotiating: How To Do Your Best When Under Pressure

Negotiators Know That You Can Only Win By Taking The High Ground

When it comes to how you want to conduct your next negotiation, there are an almost limitless number of ways to go about doing it. Some of them are above board and some of them are downright sneaky. I’m going to suggest that if you want to walk away from the negotiating table with a … Read moreNegotiators Know That You Can Only Win By Taking The High Ground

Stand Your Ground: Two Ways To Not Fold During A Sales Negotiation

So there you are: the classic sales negotiator in the headlights. You’ve got a firm fixed price that you’ve been told to not budge on and yet you know that you’re getting ready to start a negotiation during which the other side is going to be hammering you to lower your price. Sure doesn’t make … Read moreStand Your Ground: Two Ways To Not Fold During A Sales Negotiation

A Sales Negotiator’s Friend: “Just The Facts, M’am”

So there you are, getting ready to fire up your side of a sales deal when all of a sudden you get hit with a volley of facts, averages, and statistics. You’re hit! Each one of those figures came with a sharp point that has embedded itself, perhaps fatally, into your arguments. Is there any … Read moreA Sales Negotiator’s Friend: “Just The Facts, M’am”