Like many professionals I find negotiation extremely uncomfortable. I’m not a dispassionate salesperson negotiating over the price of a product. When I negotiate with clients I am essentially discussing how much they are willing to pay for me: what I do and what I can achieve for them. So it can feel extremely personal.
Luckily, over [...]

In order to negotiate effectively, you need to be armed with the most accurate information possible. I have listed below the top five items you need to know before heading into negotiations with your prospect. If you can accurately identify the answers to each of these five items, you will be well prepared [...]

‘Negotiation’ is a funny word. Think about it. In most situations in life where the word ‘negotiation’ is used you may assume one of several things. Firstly, that two or more parties want to resolve an issue, and that secondly, coming together to discuss it will find a common ground in which to resolve that [...]

Webster’s Dictionary defines negotiation as: “to confer with another so as to arrive at the settlement of some matter.” To be frank, I have never thought of myself as a great negotiator, but it turns out I am, and did not know it. In my opinion the definition for negotiation could just as easily be [...]

Negotiation is like a strong drug. It reminds me a lot of the commercials for the exotic drugs the major drug companies push and traffic, especially during the evening news. In a 60 second ad thye spend 10 second describing the symptoms, 10 seconds how the drug may help, and then 40 seconds [...]

Reciprocity is a fundamental of human nature (at least for all but the most difficult people)…

In media sales, sellers often confuse Selling and Negotiating. For them, an analogy that compares the sales process to a relay race often helps form a better distinction of the two.
In a relay race, each member of the team must perform at his best and then pass the baton to the next member of [...]

I was in a sales seminar a couple of years back, and right next to me was a corporate buyer. As is habit, I struck up a conversation with him during a break in the action and received this information. His company sent him to this event to learn more about the tools of [...]