Mladen Kresic — January 23, 2018 Follow @KRNegotiators — January 23, 2018 Either through becoming emotionally invested, getting pressure from leadership or being unable to analyze key factors that should indicate retreat, business negotiators often find themselves spending long amounts of time on deals of diminishing — or even illusory — value. One of … Continue reading Why You Need Better Than BATNA: Formulating a Defensible “Walk Away” Rationale in Negotiations
Category Archives: Negotiation Skills
Quick Guide: When Can You Negotiate?
Devon Smiley — November 21, 2017 Follow @devonmsmiley — November 21, 2017 There are usually two schools of thought when it comes to negotiation. The first says “No! Don’t ask…you should just be grateful for what you’re getting.” And the second has the rallying cry of “Go for it! Take them for all they’ve got!” … Continue reading Quick Guide: When Can You Negotiate?
Is Your Team Haggling or Negotiating?
Jeanette Nyden — October 17, 2017 Follow @JeanetteNyden — October 17, 2017 geralt / Pixabay According to the Corporate Executive Board (CEB), buyers are 57% through their buying process (gathering information and determining specifications and requirements) before reaching out to suppliers. The remaining 43% of the buyers’ time is devoted to the RFP process, selecting … Continue reading Is Your Team Haggling or Negotiating?
A New Model for Negotiating Alliances That Last
Jeanette Nyden — August 18, 2017 Follow @JeanetteNyden — August 18, 2017 DasWortgewand / Pixabay Cheryl Jones, Director Corporate Alliances for Starbucks, addressed the Women’s Business Owner’s luncheon in Seattle, Washington. In her presentation, Cheryl stressed the growing importance of creating alliances as a primary way to increase product to market profitability and vertical marketing … Continue reading A New Model for Negotiating Alliances That Last
Negotiating The Best Deals With Influencers – The Ultimate Influencer Pricing Formula!
Mona Hellenkemper — August 3, 2017 — August 3, 2017 If it’s true that celebrity Selena Gomez earns 550,000 Dollars per Instagram post and beauty influencer Huda Kattan demands 18,000, influencer marketing must be a costly business for companies, wouldn’t it? Even though different factors impact the pricing of influencers, we are asked “How much … Continue reading Negotiating The Best Deals With Influencers – The Ultimate Influencer Pricing Formula!
Negotiation: The Other Closing Technique
Jeanette Nyden — May 31, 2017 Follow @JeanetteNyden— May 31, 2017 Back in the day, when money was flowing and people were feeling fine, giving a little without getting anything in return was not a problem. Today, it’s a problem. Volumes are down, margins are shrinking and you have to add more to the bottom … Continue reading Negotiation: The Other Closing Technique
Negotiating With Procrastination: A Slick Brain Hack to Get Productive Again
Luis Alvarado — December 23, 2016 — December 23, 2016 Procrastination. The enemy of productivity and a word that brings an instant frown to the face of many. Benefiting from an unresourceful habit We are taught from an early age not to “leave things ‘til the last minute.” The consequences that follow when we do … Continue reading Negotiating With Procrastination: A Slick Brain Hack to Get Productive Again
Since When Did Negotiation Become a Four Letter Word?
Jeanette Nyden — December 23, 2016 Follow @JeanetteNyden— December 23, 2016 Boy am I hopping mad! If you were here with me you would see the steam coming out from my ears! It is 4 pm Sunday afternoon and I was comfortably reading the Sunday New York Times Week in Review when I came across … Continue reading Since When Did Negotiation Become a Four Letter Word?
The 1 Minute Negotiation Technique
Jeanette Nyden — December 15, 2016 Follow @JeanetteNyden— December 15, 2016 Okay, I’m coming out. I meditate. I have for years. Besides all the health benefits, I believe that meditation has helped me further develop my ability to really focus. Anyone who has ever talked to me knows that I encourage everyone to take time … Continue reading The 1 Minute Negotiation Technique
Negotiation Strategy – Positioning the Glass as Half Full
Richard Ruff — December 9, 2016 Follow @saleshorizons— December 9, 2016 Negotiation Strategy There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. In the end, however, the ability to craft and execute a thoughtful and creative plan for the negotiation is a bottom line for … Continue reading Negotiation Strategy – Positioning the Glass as Half Full
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