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...
Negotiation Skills (2)
3 min read
How to Use Price Pressure Skills to Defend Your Price
You spent hours doing prep work, researching your potential customer, and getting ready for your meeting. You envision your perfect closing scenario...
2 min read
5 (More) Guidelines For Dealing With Price Pressure
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
4 Ways You’re Sabotaging the Long-Term Success of Your Negotiations
The secret to effective negotiation is simple: agree on the right price. Easy, right?
2 min read
How to ensure mutual understanding in a negotiation
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...
2 min read
How To Manage Information Skillfully In Any Negotiation
The world’s best negotiators understand that managing information skillfully is critical. When you’re sitting across the table in any negotiation,...
3 min read
3 Relationship-Building Negotiation Behaviors
In order to be successful in business, it is important to establish healthy relationships with players in and around your industry. When negotiating...
4 min read
12 Powerful Framing Dialogues: Know What to Say, Close More Deals
Whether you’re heading into a negotiation, preparing for an important conversation, or tackling a creative endeavor, you’re going to need to utilize...
2 min read
Using the Power of Negotiable
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.