2 min read
How To Get More From Every Negotiation Meeting
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...
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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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...
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The secret to effective negotiation is simple: agree on the right price. Easy, right?
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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...
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The world’s best negotiators understand that managing information skillfully is critical. When you’re sitting across the table in any negotiation,...
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In order to be successful in business, it is important to establish healthy relationships with players in and around your industry. When negotiating...
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Whether you’re heading into a negotiation, preparing for an important conversation, or tackling a creative endeavor, you’re going to need to utilize...
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One of the most important principles of sales negotiation is to satisfy needs over wants, and negotiables serve as one of the primary levers to do so.