Tag Archive: #negotiating strategies

6 Essential Rules of Sales Negotiation [Infographic]

Whether you work on a sale for 8 hours, 8 weeks, or 8 months, when you get to the…

Erica Schultz
December 3, 2021

Earn Your Sales Beads the Right Way This Mardi Gras

Salespeople need to capture and maintain value throughout the entire buying cycle—not just at the end If weeks-long, city-wide…

Alan Draper
February 10, 2015
B2B Marketing

How Vision Drives Decisions in Negotiations

The people on the other side are negotiating for their benefit, not yours. This is self-evident but often overlooked,…

Jay Leonard
April 2, 2014

How to Win in an e-Negotiation

The days of face-to-face negotiations are being replaced by negotiations conducted over email and Skype, particularly in the business…

Alan Draper
January 30, 2014

Negotiating Lessons from Congress

Congressional negotiations over government shutdown and Obamacare, while frustrating, irritating and wholly inappropriate in most voters’ eyes, offer some…

Connor Brooke
November 12, 2013

You Can’t Solve Chinese Problems With Western Solutions

An American negotiator we know in China thought he was being a smart, heads-up negotiator. He directed his Shanghai…

Jay Leonard
May 3, 2013

How Assumptions Work Against Us—and For Us Too

In negotiations, assumptions are just as dangerous as uncontrolled emotions and positive or negative expectations. Assumptions can work against…

Connor Brooke
April 10, 2013

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