Salespeople need to capture and maintain value throughout the entire buying cycle—not just at the end If weeks-long, city-wide…
B2B Marketing
Tag Archive: #negotiating strategies
The people on the other side are negotiating for their benefit, not yours. This is self-evident but often overlooked,…
Strategy
The days of face-to-face negotiations are being replaced by negotiations conducted over email and Skype, particularly in the business…
Leadership
Congressional negotiations over government shutdown and Obamacare, while frustrating, irritating and wholly inappropriate in most voters’ eyes, offer some…
Strategy
An American negotiator we know in China thought he was being a smart, heads-up negotiator. He directed his Shanghai…
Strategy
In negotiations, assumptions are just as dangerous as uncontrolled emotions and positive or negative expectations. Assumptions can work against…
Strategy