Most people are addicted to the "Yes”momentum method and don't even realize it. This need for "yes" is killing your deals. If you're seeing that eventually your prospects drop-off or your clients are slipping away in the middle of the
Have you ever been in a difficult conversation where the other person appears intent on pulling you into an argument or trading personal attacks? We all have. When under attack during a difficult conversation our default response is to attack
Traditionally speaking negotiation is seen as a focused comparison of ideas/results, in some circles, this can easily be construed into an argument over points. Typically a negotiation begins with one side stating what their issues are and what they want. Next, the other side does the same thing. In the end, if a deal is made both sides feel like they could have gotten more or they stuck it to the other side. Here are 3 guidelines for negotiating better outcomes.