Building Trust in Negotiation

In previous blog posts, we’ve explored how effective negotiators balance competition with collaboration to pave the way towards creative, mutually beneficial outcomes. But this knowledge alone is of little use unless you know how to move the negotiation in the right direction to build trust. If things are getting too competitive – say the other…

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Tic Tac Toe 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 doesn’t budge an inch, the anxious novice who buckles under the slightest pressure, the charismatic straight-talker who relies a bit too much on winging the entire thing. And then there’s the type…

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Use our Concession Guidelines to negotiate like a tortoise - slow and reluctant

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. In…

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Fail to prepare... Prepare to fail

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 errors before, if not regularly. It’s okay, you’re not alone. In fact, most sales professionals typically are unaware of their mistakes. For instance, if I were to ask you to share…

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