All Sales Negotiators Need To Know That Numbers Lie

There is something almost magical about hard numbers: we all seem to assume that they are correct when we are presented with them during negotiations. However, I want you to think back to when you were in school and you were working on your math homework. Did you always come up with the right answer … Read more

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 more