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 more The 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 more Sales Negotiations: How Do You Get From The Middle To The End?
Have you ever wished for three wishes? Maybe you’d keep one of these wishes in you back pocket and then someday when you found yourself in the middle of a sales negotiation that just wasn’t going your way, you could whip it out and come out a winner? Well, I don’t have any wishes to … Read more 4 Ways To Win A Sales Negotiation Before You Even Start
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 one of the key negotiating … Read more How To Use The “Pivot Technique” To Defend Your Price During A Sales Negotiation
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 self-help books and they’ve decided … Read more Do We Really Need To Negotiate If We’re Going To Be Partners?
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 that you had wanted and … Read more Why Win-Win Sales Negotiating Never Works And What To Do About It
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 come to me because they … Read more Winning Sales Negotiations: The Pizza Secret
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 on just brings everything to … Read more 6 Ways To Break A Negotiation Deadlock (Plus One More)