5 min read
How To Build Trust In A Negotiation
Negotiators often walk into the bargaining table with a mix of optimism and caution.
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2 min read
Does It Ever Pay To Lie In A Negotiation?
In any negotiation, information is an incredibly valuable commodity. (After all, Managing Information Skillfully is one of our 6 Principles of...
3 min read
The right way to deal with a customer’s negotiation tactics
Any sales negotiator is likely to meet with a variety of negotiation tactics and styles throughout their career. There’s the hardball negotiator who...
3 min read
4 Costly Sales Negotiation Mistakes, 1 Simple Tool
Hopefully, you’re not guilty of the negotiation mistakes mentioned in this blog. But, chances are good that you’ve probably committed a few of these...
2 min read
3 Steps To Succeed In Cross-Cultural Negotiation
Modern technology has made it easier than ever before to communicate with people on the other side of the planet. And in addition to the social...
2 min read
The Collaborative Dimension of Effective Negotiation
There’s an old Aesop tale that tells the story of the wind and the sun arguing about which was more powerful. Seeing a traveling man walking down the...
2 min read
The Secret To Keeping Team Members Engaged
There’s little worse than stepping into a team meeting that’s dull, uninspired, and unproductive. No one really wants to be there, few – if any – new...
2 min read
The 5 Types Of Negotiation Behavior
To succeed in any negotiation environment, a negotiator needs to be able to adjust their approach according to the situation. Much like a soldier on...
2 min read
Navigating The Competitive Dimension of Negotiation
Most negotiation analogies involve some kind of sport or strategic game, such as boxing, poker, chess, basketball — you name it. This is because most...