Negotiating Tactics
Making the Sale by Building Trust while Negotiating
Demonstrate your competence. Convincing your buyer that you have both the expertise and the will to support your end of the negotiation builds trust. We are all more comfortable with someone we can look to…
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10 Ways to Lose a Negotiation – May 2010 Master Negotiator
Click here for printable version. “Your ability to negotiate, communicate, influence, and persuade others to do things is absolutely indispensable to everything you accomplish in life.” -Brian Tracy Recently, a seminar participant came up to…
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15 Rules of Negotiation
Negotiation is a process that can be learned By following the 15 rules outlined here–and practicing, practicing, practicing–you can perfect your skills at negotiating deals in which everyone wins. Remember, everything is negotiable. Don’t narrow…
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Negotiating with a Bully, Shark or, Jerk… What Should You Do?
Based on our research from seminars and training on negotiation skills, we have learned that the most difficult person for many people to negotiate with is a bully, more effectively referred to as a shark…
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Nonverbal Communication in Negotiation
Gesture Clusters Many skeptics argue that it is difficult determining what someone is thinking by singling out one gesture-and they are right. A single gesture is like a single word; its true meaning is vague…
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Asking for a Pay Raise
10 Steps for Negotiating a Pay Raise Several times a year, participants will ask us, “Do you have any tips on how to ask for a pay raise?” Any negotiation regarding a sensitive issue like…
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Negotiating Win/Win Deals
Negotiating Desirable Outcomes You may not realize it, but you are involved in negotiation a good part of every day. Any negotiation–whether it involves settling on the price of a product or service, agreeing to…
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The Role of Power in Negotiation
The word power has had a bad connotation for many years. It has received this reputation because most people associate the word with one side dominating or overpowering the other. I define power as the…
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Nonverbal Negotiation Skills
Researchers in nonverbal communication claim that as much as 90 percent of the meaning transmitted between two people in face-to-face communication is nonverbal. This means that little of your verbal communication will have an impact…
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10 Types of Power
Several types of power can influence the outcome of a negotiation. We emphasize the word “can,” because if you have power but don’t use it, the power adds no value to the negotiation. Position. Some…
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