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How to Negotiate When the Decision Maker Isn't Present
Everyone wants to get to the decision maker (the DM). They’re the person we need to persuade to get what we want, after all. But the decision maker...
How to Make the Most of a Good Faith Negotiation
In a good faith negotiation, hope is high and relationships are great! What’s wrong with that? Hope is not a strategy. Keep reading to learn how to...
How to Negotiate with Difficult People
I’m on the wrong side of customs in Australia, and my bags are still inside. I’m not interested in getting stranded or missing my connection, and I’m...
Negotiation Skills Training: The Key to Disarming The Attack
This blog was originally published on 7/23/2018 and updated on 9/3/2020. When you go into a negotiation that is likely to be combative, there are...
3 Steps to See If You've Left Anything on the Table During a Negotiation
This blog was originally published on 10/26/2015 and updated on 8/27/2020. “How do I know whether I’ve gotten everything I could have out of a deal?”...
How to Win Negotiations Over Zoom
As more people are working from home, virtual conferences, meetings, and even negotiations have become a necessity. However, Zoom and other...
How to Negotiate with Procurement
Procurement is an entity that tends to strike fear into the hearts of most salespeople and many executives. Interestingly enough, that’s who the...
The Right Way to Use Leverage in a Negotiation
There’s a fundamental mindset problem with trying to gain negotiation leverage: You’re trying to take advantage of the other side or the situation at...
What’s Wrong (and What’s Right) with ‘Always Be Closing’
What’s wrong with “always be closing”? To start, it’s pushy. You can’t approach the situation with this mentality and develop a relationship. Always...
How to Use Body Language as a Negotiation Tactic
Negotiation isn’t always about the words you say and the way you say them. Nonverbal cues often play a crucial role in how things go when you’re...
Unwilling to Make Concessions in Negotiation?: Do This Instead
You’ve got a logjam. The other side has dug in. Your boss may want you to make this deal or maybe there’s something else motivating you to work it...
Labels vs. Questions: Unlocking ‘The Floodgates of Truth Talk’
Labels are the best information-gathering device out there. Bar none. This is so true that Brandon Voss of The Black Swan Group has even designated a...