Quick: what’s the first thing that you think about when you picture your next negotiation in your mind? Unless you are Mother Teresa’s brother / sister I’ll bet that you saw yourself walking away from the bargaining table with the best deal in the world , you had gotten everything that you had wanted and … Read more Why Win-Win Sales Negotiating Never Works And What To Do About It
In this world there are two types of negotiators: the good ones and everyone else. The goal of any negotiator is to become a member of the group of good negotiators. The challenge is that the path to becoming a good negotiator is not always clear. However, there are two basic skills that lay on … Read more Negotiators Know That Persistence (& Risk Taking) Pay Off
What is the secret for walking away from your next sales negotiation feeling satisfied? We all wish that there was some magic “silver bullet” technique that if we knew what it was we could use it every time we negotiate in order to be able to walk away feeling like our negotiating time was well … Read more He Who Works The Hardest, Wins The Negotiation
When I work with clients to improve their negotiating skills, one of the first things that we do is to sit down and review their past experiences with negotiating situations. This generally produces a list of both good and bad experiences. The reason that I take the time to do this is because it shows … Read more The Power Of Time In A Sales Negotiation
All sales negotiations are driven by both public and private needs. If you can understand and deal with the other side’s hidden needs, then you’ll have more power during the negotiation. It’s What Lies Below The Surface That Really Matters When we enter into a sales negotiation, we like to kid ourselves that we know … Read more Hidden Needs Drive Sales Negotiations
The single most important factor in determining how a negotiation is going to turn out centers on a single question: who has the most power? The big problem that most of us have is that we don’t think that we have enough of it. Turns out, we’re generally wrong about this… The Secret Of Negotiating … Read more Power Loss In Sales Negotiations
Do you run the world yet? I’m going to guess that the answer is no (if it isn’t, then we need to talk). When we talk about being successful in a sales negotiation, we often spend a lot of time trying to figure out how we can get more negotiating power on our side. However, … Read more Sales Negotiators Should Always Have Limited Authority – Or Else!