Marketing Is Really A Part Of Every Negotiation

In most firms, the processes of negotiating is generally considered to be part of the sales arm of the company. However, if you want to be able to reach the best deals with the other side of the table it probably won’t be as a result of the negotiation styles or negotiating techniques that you … Read moreMarketing Is Really A Part Of Every Negotiation

The Best Negotiators Are Really Salespeople

Hmm, so what is a negotiator really? I mean when you look at a negotiator, what do you see? With a little luck you see someone who is hoping to engage in a negotiation and then walk away with a deal that will meet their needs. In order for this to happen, they had better … Read moreThe Best Negotiators Are Really Salespeople

How To Negotiate To Buy A Car in 2010

Despite the fact that the world is emerging from a global recession, sometimes the need to buy a car shows up just when you least expect it. If that time has arrived for you, then maybe we should spend some time talking about what you need to do in order to successfully negotiate the purchase … Read moreHow To Negotiate To Buy A Car in 2010

Power Loss In 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 morePower Loss In Sales Negotiations

Sad Sales Negotiators Do A Bad Job

In the quest to do a better job at negotiating deals, sales negotiators have been known to do some pretty wild things in order to condition themselves to perform at a high level – extreme exercising, exposure to hot / cold temperatures, and even eating some pretty weird things. However, is it possible that they’ve … Read moreSad Sales Negotiators Do A Bad Job

Video: Negotiating With Vendors

So this time around, we’re going to do things just a bit differently. There’s a video that has been going around on YouTube that does a pretty classic job of capturing just how ridiculous negotiating between vendors and clients can be. The video is just a bit over two minutes long, but in three different … Read moreVideo: Negotiating With Vendors

Real Deals Use Real Money And Sales Negotiators Never Forget It

My daughter is currently learning about how to add fractions in school. The trick to doing this right is that you have to make sure that the denominator (the number on the bottom of the fraction) is the same for both numbers before you add them. She’s struggling with this concept and it reminds me … Read moreReal Deals Use Real Money And Sales Negotiators Never Forget It

Deadly Sins Of Sales Negotiations: Hope And 3 Others

We all hear so much about the smooth Donald Trumps of the world that we can fall in to the belief that everyone shows up for a sales negotiation better prepared than we are. Nothing could be further from the truth. In fact, there are four common sales negotiation mistakes that even really smart people … Read moreDeadly Sins Of Sales Negotiations: Hope And 3 Others

Don’t Believe What Anyone Says Is What Sales Negotiators Need To Learn To Do

People are either honest or they aren’t right? Umm, well not exactly. Look, in a sales negotiation everything is not as it seems. I hate to use strong words like “lying” or anything like that, but let’s just say that a healthy dose of skepticism is often a sales negotiator’s best friend. What’s Going On … Read moreDon’t Believe What Anyone Says Is What Sales Negotiators Need To Learn To Do

Shut-Up Is What Sales Negotiators Need To Learn To Do!

Negotiation is all about power. The trick to walking away from a sales negotiation feeling satisfied about what you were able to achieve is to make sure that you walk IN to the negotiation with more negotiating power than the other side has. Sounds easy doesn’t it? I’ve been amazed  over and over again to … Read moreShut-Up Is What Sales Negotiators Need To Learn To Do!