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 that you had wanted and … Read more

Negotiators Know That Persistence (& Risk Taking) Pay Off

In this world there are two types of negotiators: the good ones and everyone else. The goal of any negotiator is to become a member of the group of good negotiators. The challenge is that the path to becoming a good negotiator is not always clear. However, there are two basic skills that lay on … Read more

He Who Works The Hardest, Wins The Negotiation

What is the secret for walking away from your next sales negotiation feeling satisfied? We all wish that there was some magic “silver bullet” technique that if we knew what it was we could use it every time we negotiate in order to be able to walk away feeling like our negotiating time was well … Read more

The Power Of Time In A Sales Negotiation

When I work with clients to improve their negotiating skills, one of the first things that we do is to sit down and review their past experiences with negotiating situations. This generally produces a list of both good and bad experiences. The reason that I take the time to do this is because it shows … Read more