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Blog Archive
Negotiation Strategies & Techniques posts
HARNESSING THE SUPERPOWER OF ACTIVE LISTENING
We’ve talked about the importance of asking questions in a negotiation. But equally important to asking the questions is actually listening to the answers.Listening doesn’t mean waiting for your turn to talk. Nor does it mean formulating what you’re going to say based on what I’m...
NEGOTIATING A RAISE
Things have been going well for you. You’re producing for your company, and you’re a valuable member of the team. You’re pretty sure you’re worth more than they’re paying you, so now it’s time to ask for a raise… but how?Here are some tips to keep in mind.1. Do Your HomeworkThe f...
TAKING THE FEAR OUT OF NEGOTIATING
So, I just finished watching the remake of Stephen King’s “It,” a spine-chilling recounting of a murderous, supernatural clown-thing that inhabits the sewers of a small town in Maine, and apparently goes on a killing spree every 27 years.Cue yet another clown–phobic generation!Cl...
5 TACTICS YOU CAN USE IMMEDIATELY TO CREATE BETTER DEALS
Do you need to brush up on your negotiation skills fast? Keep reading – we’ve outlined the five easiest negotiation tactics that you can use immediately to build better deals. They don’t require study or research to work.Tactic #1: Woo your negotiation partner. Unless you’re...
READY TO OPEN YOUR EYES TO LOW-HANGING REVENUE FRUIT? ATTEND...
If you’re pressured to produce more revenue and get better results with fixed resources, don’t panic. Instead, look around, because you’re surrounded by low-hanging fruit. It’s in your face every time you do a deal. But it’s too easy to miss if you and your team don’t know what t...
PAUL BICKFORD REVEALS 5 REASONS TO ATTEND BATTLE FOR MARGIN ...
Paul Bickford knows world-class training, and he says that’s definitely what he found when he attended SPASIGMA’s Battle for Margin negotiation seminar, Feb. 9 and 10, in Miami. As Epicor Software’s Senior Manager, Sales Training and Enablement, Paul is an award-winning...
5 WAYS NEGOTIATION TRAINING IS THE SOURCE OF ENDURING, POWER...
WAY #1: NEGOTIATION TRAINING HELPS YOU IDENTIFY WHAT MATTERS MOST TO WIN BETTER DEALSVictoria Pynchon, Negotiation Consultant, She Negotiates, says that trained negotiators begin with small talk which builds trusts and turns the conversation to their negotiation partner...
SPEAK NEGOTIATION FLUENTLY: KNOW PRECISELY WHAT YOU’RE GIVIN...
Negotiation is the language of give and take, but very few salespeople are fluent in it. Most don’t understand the value of what they’re giving away. What’s worse, sales managers don’t broach the subject in team meetings and rarely invest in training that will give their team the...
TRAINING FOR SUCCESS: 4 EXPERTS SHARE WHY NEGOTIATION TRAINI...
If you’re wondering if negotiation training is worth the investment, consider the words of experts with more than a half-century of collective experience in helping organizations build their bottom line. Here’s what they have to say:TRAINING HELPS PROFESSIONALS IDENTIFY WIN-WIN O...
6 STRATEGIES TO STAY AHEAD OF AN IMPORTANT PROCUREMENT TREND
The latest issue Supply Chain Management reports that one of the most important procurement trends of 2017 will be greater supplier collaboration. They point out that as more companies automate tactical procurement activities, procurement professionals will use it to dr...