4 min read
The main goal of using negotiation tactics by a customer is to fundamentally alter the negotiation in the customer’s favor. Negotiation tactics are tricky for a reason but can be handled with ease with proper foresight.
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2 min read
As humans, we’re naturally averse to dwelling within a state of tension — it’s uncomfortable, it makes us feel vulnerable, and it often leads to...
3 min read
The best way to avoid gridlock in internal negotiations is to maximize information flow. The free exchange of ideas and opinions are often the...
2 min read
A negotiation is a gestalt process: a series of events that, when taken together, lead to an outcome greater than the sum of its parts. That’s why...
3 min read
You spent hours doing prep work, researching your potential customer, and getting ready for your meeting. You envision your perfect closing scenario...
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2 min read
No business is an island – especially in a world of global supplier networks and transnational partnerships. What’s more, companies are increasingly...
2 min read
In a previous blog post, we offered five guidelines to navigate the often slippery slopes of customer price pressure in a negotiation. But in the...
3 min read
The secret to effective negotiation is simple: agree on the right price. Easy, right?
2 min read
There’s an old Buddhist story involving a group of blind men who encounter an elephant on their travels. Each attempts to describe the creature to...