Every negotiator wants to become better. However, the big question that we all face is how to go about doing this. For some of us, reading books on negotiations or attending negotiations can expose us to new negotiation styles and negotiating techniques. However, it turns out that most of us would benefit the most if … Read more Four Things About Negotiating That Are Not True
So first off let’s all agree on something: I don’t really care if you love or hate President Donald Trump. That’s not what I’m talking about. Instead, considering that he’s in a very powerful position in which he gets to talk to world leaders on a daily basis, I’m interested in how good of a … Read more How Good Of A Negotiator Is President Donald Trump?
A quick show of hands please: who among us likes taking risks? Hmm, not very many hands are up. That’s pretty much par for the course. However, no matter what negotiation styles or negotiating techniques are being used, risk plays a big part in every negotiation that we take part in. In fact, risk is … Read more When You Negotiate, You’re Taking A Risk
As we prepare for our next negotiation, we go through a mental checklist of all of the things that we need to do. We make sure that we know who we’ll be negotiating with, we make sure that we understand the issues that will be discussed and we know which ones are the most important … Read more Successful Negotiating Is All About Believing
In order to be successful during a negotiation, what skills are really required? One skill that is all too often overlooked in my opinion is bravery. I like to define bravery as the willingness to try something that just might fail. If you are willing to take this leap of faith, sometime you can rescue … Read more Only Brave Negotiators End Up Being Successful
So there you are, you’ve just presented what you think should be an acceptable deal to the other side of the table and yet it doesn’t look like they are going to go for it. What gives? Experienced negotiators know that sometimes during negotiations the other side of the table can be made to agree … Read more Negotiators Know How To Get A Deal Into Shape
We all know that power is an important part of any sales negotiation – who ever has the most power is in the best position to get more of what they want out of the negotiations. However, do you know how to check your power before you enter into a negotiation? I know the questions … Read more Power Questions That Every Sales Negotiator Must Ask