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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 […]

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What Does It Take To Feel Good About A Negotiation?

So here’s an interesting question for you: what is the goal of your next negotiation. Yes, yes, I know that you want to walk away from the table with a good deal (and so does the other side), but is that really your goal for the negotiations? Do you think […]

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What Will It Take To Make The Other Side Feel Satisfied?

As we prepare for our next negotiation with all of its negotiation styles and negotiating techniques, it can be all too easy for us to focus on what we want to get out of the negotiation. I mean, that’s really why we’re going to go to the effort of participating, […]

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What Does It Take To Become A Successful Negotiator?

We can very easily get all caught up in thinking about how to be successful in our next negotiation. When we do this, we tend to focus on what negotiation styles or negotiating techniques we plan on using in our next negotiation. This misses the point – negotiations are discussions […]

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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 […]

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3 Things Every Sales Negotiator Needs To Know

Wouldn’t it be great if the best sales negotiators in the world could drop by our place and sit down with us for awhile to share what they’ve learned? If you knew that they were coming, what questions would you ask them? We’ve already talked about some of the things […]

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The Difference Between Sports And Sales Negotiation: Winning

What does it mean to “win” a sales negotiation? This sure looks like a simple question doesn’t it? I think that in our minds, we all know what we think winning looks like – after all, we see it in sports all the time. However, things are just a bit […]

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Japanese Sales Negotiation Secrets

All too often Americans (like me) think that we know everything. The reality is that our society has only been around for a bit over 200 years and we’re just getting started. That’s why it can be valuable for a sales negotiator to take a look at how societies that […]

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7 Ways To Be Successful In A Negotiation

If only there was some magic formula for being a successful negotiator. You know what I’m talking about, some process that if you followed it from start to finish you could always be assured that you would “win” a negotiation. Well, as we’ve discussed in the past on this blog, […]

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10 Tips For Getting Satisfaction While Negotiating

Ok, so the title for this post is a bit screwy, but hopefully the point is clear: at the end of the day, negotiating is all about having both sides leave the negotiating table feeling satisfied. They may have had to give in on some things; however, in the end […]

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