Should Sales Negotiators Be In Long Term Relationships?
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The Accidental Negotiator Archive
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A Sales Negotiator’s Friend: The Telephone
What’s your mental picture of a typical sales negotiation? When you close your eyes do you see a lushly carpeted board room with a large
Even More Giving: 5 More Ways Sales Negotiators Can Use Concessions
You can never say it too many times: in order to reach an agreement with the other side during a sales negotiation, you ALWAYS have
Giving To Get: How A Sales Negotiator Makes Concessions
Sales negotiating is all about concessions. You make them, the other side makes them. Finally, if enough has been given, then you should be able
A Sales Negotiator’s Friend: “Just The Facts, M’am”
So there you are, getting ready to fire up your side of a sales deal when all of a sudden you get hit with a
How Sales Negotiators Can Defend Against The Good Cop / Bad Cop Tactic
I like movies. I especially like police movies. I’m guessing that one of the reasons that I like movies with police in them so much
No Authority / Full Authority Sales Negotiations
Sales professionals really don’t like to enter into a negotiation naked. When you don’t have any authority to make concessions, you basically feel pretty naked.
Sales Negotiators Should Always Have Limited Authority – Or Else!
Do you run the world yet? I’m going to guess that the answer is no (if it isn’t, then we need to talk). When we
Classic Sales Negotiation Tactic: I’ve Got To Talk To My Boss…
Picture this scene: it was about 20 years ago (ouch!) and I was still dating my wife when she suddenly had to replace her car.
A Sales Negotiator’s Guide To Dealing With A Deadlock
When driving a car, the #1 thing that most of us fear is hitting a wall. Or another car. Or pretty much anything that would