The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
What does it take to be successful in a negotiation? Long before you start doing any of the standard negotiation preparation tasks, you need to take just a moment and decide where you are aiming to get to. Although it sounds simple, all too often we enter into a negotiation with only a vague understanding … Read more
In case you haven’t been watching the news lately, the telecommunications giant Verizon has been locked in labor negotiations with the Communication Workers of America (CWA) and the International Brotherhood of Electrical Workers (IBEW). Both sides of this negotiation are run by professional negotiators who have done this countless times before. What this means for … Read more
Just a little over 20 years ago, I found myself in the middle-east on a business trip. The folks that I was traveling with decided to go down to the bazaar after dinner to see what was available. While shopping I happened upon an old man who was selling (fake) Rolexs. When I asked him … Read more
The other day I happened to drop in on my friend Mike only to discover him hard at work on some mysterious project. He had a list of local electronics stores and he was checking them off with a pencil one-by-one all the while he was surfing a seemingly endless set of web sites and … Read more
What would you expect the very best negotiators in the world would spend their time doing? Whatever it was, it would have to have something to do with money and lots of it. We’re probably talking about billions and billions here. Well guess what, a whole bunch of them work for the World Trade Organization … Read more
This is going to be a bit of a rant, so I should probably apologize for that in advance. Over the past 10 years I have have read countless books on negotiating, attended training course after training course, and in the end I was left feeling that something very fundamental was missing — there were … Read more
So you want to sell something (perhaps yourself for a new job?) and you feel that the other side (the buyer) has all the power. Ok, you’re right – just give up and stop reading right now. Hmm, you’re still reading. Perhaps although it looks like the buyer has all the power, this really is … Read more
In the world of negotiating we spend a lot of time talking about “funny money” and so you should know what it is because it can end up costing you a lot of real money even if you don’t think that you made any concessions during the negotiation! We all know what “real” money is … Read more
When negotiating deals with someone, you realize that they aren’t just going to roll over and give you everything that you ask for. Instead, they are going to expect you to participate in a back-and-forth, give-and-take discussion in which both sides are expected to both concede as well as gain issues. This means that you … Read more
Too many people look at a negotiation in a negative way. They sigh, and instantly become tired whenever the prospect of entering into a negotiation shows up. What they are missing is that a negotiation is not necessarily a contest. When there is a deal to be done or a contract to be signed then … Read more