Quick Tip of the Month When negotiating a contract with multiple items, make sure you write down all of the items that you want to negotiate and all of the items that the...Connect With Us
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Negotiations
Negotiations Quick Tip of the Month
Quick Tip of the Month When negotiating a contract with multiple items, make sure you write down all of the items that you want to negotiate and all of the items that the...Quick Tip of the Month – Why Do Buyers Buy?
Of course, we would all like to believe that our customers buy from us because of our irresistible charm and brilliant sales techniques. You may be charming and brilliant, but...Three Clues Your Customer Is Ready To Buy
There are so many things to think about during a sales call. Did you do a good job of establishing rapport? Did you ask good questions? Did you explain the features, advantages...July Negotiation Quick Tip
Don’t Say “NO” Unless You Want to Slam the Door To riff on a phrase Otto von Bismarck originally used in reference to politics, “Negotiation is the art of the possible.” It is inevitable that when...Is Negotiation Like Playing Chess?
Many people have made the analogy between negotiation and chess. It seems like such an obvious comparison. In chess, as in negotiation, there is a back-and-forth exchange between two sides. Each move made by the...A Little More Conversation
I am still surprised by the number of people who come to us for negotiation training who fail to grasp even the most basic and obvious concepts of the negotiation process. For instance, one of the...Quick Tip – Negotiating a Sale Without Losing Your Shirt
During a negotiation process, the other side may dig in on some item or issue that just won’t work for you. The more you discuss it, the more things grind...
How do you Negotiate with an Elephant?
In business, one of the best ways to grow a small company into a large company is to build strategic partnerships with large companies. A lot of vendors have seen their meager fortunes...Make Sure You Know What You Really Want
Before you can even begin the process of planning your negotiation, you must stop for a moment and think about what it is that YOU really want. There are a lot of...Negotiation Quick Tip – Float a Trial Balloon
Every negotiation reaches that point when the issues and positions are pretty clear, and the distance between the parties is well defined. Now is the time to begin building a bridge that...