How do you view yourself when you are conducting a negotiation? Do you see yourself as poised, confident, and above all rational? I think that most of us see ourselves this way. However, it turns out that we might be missing something here – there is a real power in being irrational sometimes… Just What [...]
Obama’s Initial Threat It is interesting to read in the news Obama’s latest negotiation tactic. He positioned himself as angry, and he may well have been, and walked out of stalled budget negotiations with Cantor. Before leaving he made a threat, “Don’t call my bluff.” Seasoned negotiators don’t make threats. Instead they take action. Ronald [...]
Emotions play a powerful role in negotiating because people find it difficult to tolerate unexpected outbursts. When the other party lets loose, we find it hard to cope. Some people try to get their own way by yelling, screaming, and being generally belligerent. They know from experience that most people find such negotiating tactics uncomfortable [...]
Some folks are born negotiators. They appear to continually get what they wish and usually get the most effective deal, (a minimum of according to them). If this describes you: congratulations. This text is for the rest of us. Those people who learned regarding negotiation the laborious approach: by beginning off slowly, tripping over our [...]
Contrary to what some believe, negotiation isn’t a game. Games have rules whereas negotiation has none… anything will, and usually will, happen. Games have procedures, while negotiation is usually subject to uncertainty and alternatives are frequently proposed and considered. However, whilst there aren’t any rules in negotiation, there are pointers that require to be adhered [...]
Sales Gauge offers training engagements that correspond to each stage of the sales pipeline. Whether your sales team is in need of prospecting techniques, negotiation strategies or looking for better ways to get to close, Sales Gauge delivers training sessions that MOVE THE NEEDLE and enable your organization to recognize greater revenues.