How To Make Sequential Deals During A Negotiation
Negotiators can take how they feel about their last negotiation into their next negotiation and this can adversely affect how their next negotiation turns out
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Negotiators Need To Fall In Love With The Number 3
We are all human. What this means is that for some odd and unexplained reason no mater which negotiation styles or negotiating techniques we are using, we all seem to like things that come in threes. In our world it seems as though all good things come in groups of three. Think about it, your … Read more
The Options That You Have Are Determined By Framing
More than once when I’ve been involved in a negotiation with all of its negotiation styles and negotiating techniques, there has come a point in the negotiations when the other side has put down their pen, looked at me, and said “so what’s it going to be: option A or option B?” Ouch, talk about … Read more
What Is The Bottom Line In A Negotiation?
You would think that when we start a negotiation that we’d know what we wanted to accomplish no matter what negotiation styles or negotiating techniques were being used. However, all too often this is not the case. What seems to trip us up is not having a clear understanding of just exactly what our “bottom … Read more
Only Brave Negotiators End Up Being Successful
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
3 Ways To Become A Better Negotiator
In every negotiator’s career, there comes a time when we hit a wall. We’ve believe that we’ve learned all of the negotiation styles and negotiating techniques that there are to learn. We know how good we are right now, we know that we can become better, but we simply don’t know how to make that … Read more
Follow The Bouncing Price: What Sales Negotiators Need To Know
A Price Is Not A Fixed Thing Inexperienced sales negotiators often enter into a negotiation thinking that the price of something that they are trying to buy or sell is fixed – it’s set in concrete and cannot be changed. They think that their goal is to “discover” what this price is through negotiating. Those … Read more
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 more
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 more
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 more