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How To Use The “Pivot Technique” To Defend Your Price During A Sales Negotiation

I just love Ferris wheels. They are generally huge, have the ability to take you way up into the sky and then always bring you safely back down to earth. If you’ve ever taken the time to look at how a Ferris wheel is built, then you already know about […]

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Do We Really Need To Negotiate If We’re Going To Be Partners?

Welcome To The Age Of Partnering Remember when every business used to view themselves as an island? This made life pretty simple for anyone doing sales negotiations – it was always us vs. them. Well, it sure looks like someone farther up the corporate ladder has been reading those business […]

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Why Win-Win Sales Negotiating Never Works And What To Do About It

Quick: what’s the first thing that you think about when you picture your next negotiation in your mind? Unless you are Mother Teresa’s brother / sister I’ll bet that you saw yourself walking away from the bargaining table with the best deal in the world , you had gotten everything […]

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Winning Sales Negotiations: The Pizza Secret

Recently I was talking with some friends of mine who are planning on using the current depressed real estate market to “trade up” and get a bigger / better house. They were lamenting the fact that this process was going to require them to negotiate with the sellers. They had […]

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6 Ways To Break A Negotiation Deadlock (Plus One More)

So how many times has this happened to you: there you are happily negotiating along and then all of a sudden *bang* you run into an immovable deadlock. Some issue or some condition that neither you nor the other side of the table seem to be able to see eye-to-eye […]

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