posts By Alex Moskov

What comes to your mind when you hear the word “contention”?

Every negotiation is going to involve one or more concessions. However, there’s more to conceding than simply giving the other party what they want. It’s not just what you concede, it’s also the way in which you concede that can make or break your negotiation. What you need is a set of concession guidelines.

The most important aspect of negotiation is often not about the product or service, but about the sales process itself. This is why you must develop a new skill: Positioning the Sales Process.

If you’re wondering, “How do I improve my negotiation skills?”; this article will introduce the six principles of negotiation and outline the negotiation skills experts use to maximize the value of agreements.

Sometimes internal negotiations can feel like herding cats.

Concessions are an inevitable part of every negotiation. However, moving a negotiation to a satisfactory close is almost always going to require a series of concessions.

Humans have been fascinated with magic for a long time, and the psychology of it is pretty interesting. On one hand, we love magic tricks because they’re a drastic departure from what we thought was going to happen, but on the other hand, we don’t like being fooled. Or better yet, we don’t want to feel foolish. By going to a magic show, we agree to be fooled. As willing participants, we know the...

Demand statements are powerful strings of dialogue that can either cut like a well-maintained samurai sword or a dull razor depending on your execution. In order to take your negotiations to the next level, you’ll need to find out how to personally keep your demand statements sharp and effective, rather than brute and sloppy.

You’ve likely heard that pressure makes diamonds, and in much the same way, tension makes creative solutions.