Yes, yes – I’m sure that we’ve all at least heard of the book “Getting To Yes” and with a little luck a number of us have actually read it. The gist of the book is that you can use your negotiation styles and negotiating techniques to negotiate better deals if you can find a … Read more“Win-Win” Does Not Just Happen: How To Create A “Win-Win” Negotiation
In the world of negotiating, there are a number of books that everyone knows about. One such book is the justifiably famous “Getting to Yes: Negotiating Agreement Without Giving In” book. Just about everyone has heard about this one and most of us have actually read it at one time or another. However, as we … Read moreWho Really Wins in “Win-Win” Negotiations?
As human beings, we are naturally inclined to believe what other people tell us. That’s how we make it through a day and that’s how we are able to get things done. Then there are negotiations. The other side of the table wants something from us and we can’t always be certain that they are … Read moreWhy Doubt Is A Good Thing For Negotiators To Have
The ultimate goal of any negotiation is to be able to walk away from the table with the feeling that you were able to get what you came for. The trick is trying to understand just exactly how you can make that feeling happen. It turns out that the secret to conducting a successful negotiation … Read moreSecrets To Preparing For A Successful Negotiation
Would you like to be a better negotiator? Sure, we all would. The trick is finding out just exactly how to move from where our negotiating skills currently are to where we’d like them to be. It turns out that it’s not all about who has the best negotiation styles and negotiating techniques. There’s got … Read morePower Play: Secrets To Successful Negotiating
One of the reasons that negotiations can end up in a deadlock is because what we are discussing becomes too small. There are only a few issues on the table and we just can’t agree on them. As a sales negotiator, what you need to do when this happens is to make the negotiations bigger! … Read moreAvoid A Deadlock By Making Your Negotiation Bigger
In every negotiation, you’ll eventually run out of things to say to the other side of the table. I mean, come on, you’ve already said everything. In fact you may have already said everything more than once! You need to be careful when this happens, either side may feel like giving up without having reached … Read moreAvoiding The Stall: 3 Ways That A Sales Negotiator Can Keep Control
In every negotiation, you’ll eventually run out of things to say to the other side of the table. I mean, come on, you’ve already said everything. In fact you may have already said everything more than once! You need to be careful when this happens, either side may feel like giving up without having reached … Read more3 Ways That A Sales Negotiator Can Keep A Negotiation Moving Forward
All too often when we see negotiators in the movies, they are portrayed as slick, fast talking folks who always seem to effortlessly get their way. The first thing that we need to realize that this is the movies and so it in no way represents real life. The second thing that we need to … Read moreThe Most Important Word In Negotiating Begins With A “P”
How many times has this happened to you: there you are, you’ve jumped into a sales negotiation and started off with your initial negotiating position. The other side did exactly the same thing. You are miles apart and it seems like there is no way that you are ever going to bridge the gap. What … Read moreSales Negotiations: How Do You Get From The Middle To The End?