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Negotiating Skills Articles
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- What Does Win-Win Negotiation Mean? - by Submitted on Nov 17, 2009 from Robert MenardWin-Win ranks high on the list of overused buzzwords, but many of us have trouble understanding the counter intuitive notion that two sides can win when a product or service is bought and sold. Win-Win is not only obtainable, it is the ideal result. How then does it work? Negotiation ...
Views: 7635(17 votes) - How To Eliminate Trade Show Sales - by Submitted on Sep 22, 2009 from Jeff CallahanTrade shows have developed into one of the foremost ways for companies to market their products and services. Too often, personnel with the responsibility of performing booth duty — whether it be salespeople, managers, technical people, or office personnel — find themselves the least prepared to ...
Views: 2441(7 votes) - Success Secrets #2: "You Can't Read Other Peoples' Minds" - by Submitted on Dec 03, 2009 from John HanlinThere are five key traits or habits that all successful people share. What separates average people from those who achieve great success can be attributed to these five fundamental characteristics that I call "success secrets". This is the second in a series of five articles, each dealing with ...
Views: 2647(7 votes) - 5 Negotiating Mistakes - by Submitted on Mar 08, 2010 from Joan Friedlander"You've been in business for a few years (or 20) and have earned a certain degree of respect from your customers and colleagues. While some people struggle, getting new business is as easy for you as breathing. Yet you sometimes find yourself beholden to clients and customers that make your life ...
Views: 2118(8 votes) - Negotiation: A Profit Strategy - by Submitted on Nov 10, 2009 from Robert MenardNegotiation is the most important business skill we'll ever master, yet it is often among the missing in our profits tool box. We think of labor productivity, equipment, and techniques, as our stock in trade. Certainly, all these are mandatory resources to prosper in the business, but none have ...
Views: 2457(8 votes) - Seven Steps to Successful Negotiation - by ****Philosophy of successful negotiation: In negotiating
assertively, each person should feel that she/he wins.
Each person should get some of what he/she wants.
** Step One:
IDENTIFY the problem
Each person states what seems to be the problem using
"I" statements. Sometimes the negotiation ...
Views: 15744(8 votes) - What Makes a Win-Win Negotiator? - by Submitted on Feb 22, 2011 from Business BookshopMost business people approach a negotiation hoping for a win-win agreement. But even with the best of intentions, they usually fall into the same win-lose patterns that characterize most negotiations. What qualities do win-win negotiators possess? How are they able to consistently achieve ...
Views: 2025(4 votes) - Speak Up! How Can You Communicate Effectively at Work - by Submitted on Jun 21, 2007 from Ellen Besso“In an open, trusting environment people seek clarification and replace assumptions with understanding. Tragically, most workplaces are the converse.” Erle Wheatley - “Structured Communication Builds Trust” Some people seem to have an innate ability to connect ...
Views: 9805(5 votes) - A Salesperson’s Philosophy - by Submitted on Feb 13, 2011 from Jamie SeneAs a consumer do you prefer to buy (purchase, acquire, invest, etc.) or to be sold? Most people prefer to make the self-determined decision to make a purchase and usually equate the concept of “being sold” to the category of being tricked, coerced, bamboozled or “forced to buy against their ...
Views: 2095(10 votes) - Nibbling - by Submitted on Jul 19, 2007 from Roger DawsonIf You Don't Feel You're Getting Enough Out of a Negotiation, Nibble for More at the End Power Negotiators know that by using the Nibbling Gambit, you can get a little bit more even after you have agreed on everything. You can also get the other person to do things that she had refused to do ...
Views: 1647(5 votes) - No Conflict? No Good! Find Out How Conflict Prepares You For Breakthroughs - by Submitted on Aug 31, 2009 from Diana MorrisWe’ve all got preconceived ideas about what relationships “should be” like or how teams “ought to” work. These expectations can cause us a lot of grief as relationship after relationship seems to fall short. But as we’ve seen, conflicts at work are a given. There are no perfect teams, ...
Views: 2329(5 votes) - Turn Fear of Risk into Sales - by Submitted on Jul 20, 2009 from Harlan GoergerOvercoming Risk Aversion in Selling Help clients move forward in the selling process The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not! What is a salesperson to do! We done the discovery, asked the questions, provided the ...
Views: 2320(5 votes) - The Missing Keys to Great Negotiation Skills - by Submitted on Sep 17, 2009 from Carole HodgesWould you agree that your success, in business and in life, is determined by your ability to successfully ask for, and get, what you want? It may have begun when you first asked for a cookie. Today, you may be asking for a $50,000 contract or a higher discount on supplies.The principles ...
Views: 3633(21 votes) - The Art Of Persuasion And Negotiation: 3 Useful Tips To Get What You Want From People - by Submitted on Sep 12, 2009 from Michael LeeThe art of persuasion and negotiation is a much-coveted skill. For hundreds of years, humankind has been using these skills to survive. The ancient Greeks negotiated with their neighboring lands all the time. Leaders of different nations always send ambassadors to settle peace negotiations. ...
Views: 6658(6 votes) - The Road to Global Peace - by Submitted on Oct 08, 2009 from Craig LockThe Road to Global Peace Shared by: Craig Lock Category/Key words: Peace, Peacemaking, Leadership, Inspiration, Empowerment, Upliftment. Web Sites: http://www.myspace.com/writercraig and http://www.selfgrowth.com/experts/craig_lock.html Other Articles are available ...
Views: 1979(6 votes) - The Secret Power of Persuasion - by Submitted on Nov 17, 2009 from Michael YardneyHave you noticed how successful investors, in fact people who are successful in most walks of life, usually have the gift of being good negotiators. In fact they are more than that – they are good persuaders. They have the ability to influence others to go along with their point of ...
Views: 2638(6 votes) - Detecting Deceivers: How to determine if someone is lying to you - by Submitted on Feb 18, 2010 from Brian WalshIf I said that everyone lies and deceives a bit, would you agree? Well, it’s true, believe me! There are five ways to detect that people are lying. 1. How you feel. Firstly, trust your gut feelings. All of us are hard-wired to detect danger and deceit. This survival mechanism is largely ...
Views: 5001(13 votes) - Influence - by Submitted on Dec 05, 2010 from Eugene Yiga“Do not impose on others what you yourself do not desire.” – Confucius There are a lot of ways to get what you want, some of which are simple and others a little more complex. In this day and age, the principles of persuasion are crucial. We’re often called upon to make arguments and win ...
Views: 2997(7 votes) - Hold ’em or Fold ’em: When to Walk Away from the Bargaining Table - by Submitted on Jul 13, 2009 from Linda SwindlingOne of the biggest questions is when do you stay, walk or run away from the bargaining table. Some people aren’t willing to stay the course in what might result in a really good deal. Others are so tied to the process or deal making that they are willing to give up too much. Here are some ideas ...
Views: 2055(8 votes) - Learning Negotiation Skills From Children - by Submitted on Nov 10, 2009 from Robert MenardChildren are good negotiators. They know that 'no' means 'maybe', do not give up easily, and ask for more than they want. They do not take "No" for an answer Kids demand to know "Why". If they move past the parental "Because I said so", they may overcome the objection. The adult equivalent ...
Views: 3764(8 votes) - Building Rapport - How To Rapidly Build Rapport - by Submitted on Aug 23, 2009 from Peter SaksIn this article I will explain to you how to build rapid rapport. What do I mean by rapid? I mean you will be able to create rapport in minutes not in days or even weeks as it is in normal cases. What is rapport? Rapport is a connection between two people. If you know someone, with time ...
Views: 5253(9 votes) - Peter Fogel's "The 3 T's Speaking Formula!" - by Submitted on Dec 18, 2010 from Peter FogelIn the direct marketing world, of which I am a part of, there is a formula that sales writers adhere to. And it’s one that speakers can use as well. It is called The 3 T's Speaking Formula! It is old advice, and yet, it's an excellent use of your talents and time and is quite effective in ...
Views: 10009(9 votes) - Do This and Lose Sales - by Submitted on Jan 07, 2010 from Harlan GoergerDo This and Lose Sales Focus on products lose sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed ...
Views: 2382(13 votes) - Powerful Negotiation Tips From Your Strategic Thinking Business Coach - by Submitted on Aug 21, 2007 from J. Glenn EbersoleEach day we face some opportunity for negotiation. Let’s face it, negotiation is a part of our every day life and dare I say that almost everything is negotiable? So being able to acquire powerful negotiation skills so you can negotiate effectively and successfully can make a big difference in ...
Views: 2499(1 vote) - 3 Crucial Sales Negotiation Skills That Could Explode Your Income - by Submitted on Jul 11, 2009 from Michael LeeTo be a good salesperson or marketer, you will need to master different sales negotiation skills. These skills serve as your weapons against other negotiators and difficult customers. You’ll need them to land today’s sales and ensure future ones as well. As long as you have good sales ...
Views: 2926(2 votes) - 4 Amazing Tips To Successfully Persuade Anyone - by Submitted on Mar 23, 2005 from Michael LeeHaving excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We need thesupport and cooperation of other people to help us in reachingour goals. The saying "No man is an island" is an undeniable truth. Here are some hot tips to ...
Views: 1295(1 vote) - A Look at Steve Jobs - What Happens to the Apple When It Loses Its Core? Part 2 - by Submitted on Sep 30, 2010 from Phillip SmithIn Apple's current form, is it just lost without Jobs at the helm? Absolutely! Can a vehicle be constructed through which, over time, a seamless transfer of power could be executed? Can we empower the next super man or woman to protect and grow this company until it kills him or her too? Well, ...
Views: 1629(1 vote) - Advice To Commercial Insurance Buyers - by Submitted on Jan 29, 2008 from Don BuryBusiness owners who take possession of their insurance specifications become a little less dependent on their brokers, and do a lot better than those who don’t. If you get that, and actually do it, you will find this notion surprisingly valuable. From there, you will naturally start ...
Views: 1569(1 vote) - Are You Letting Fear Be Your Guide for Bringing In New Business? - by Submitted on Aug 18, 2009 from Linda Hunt4 Tips for Overcoming Fear and Attracting Clients You Love When money feels scarce, our first instinct is to panic and take new business wherever, and however, we can get it. When we do this, it causes us not only to compromise our integrity, but we also end up compromising how we deliver ...
Views: 1687(3 votes) - Don't Settle for a No! - Learn the Art of Negotiation - by Submitted on Aug 30, 2009 from Beth Banning and Neill GibsonSayings such as; "it's a dog-eat-dog world" and you better "look out for number one", come from a mindset of lack, limitation and fear. This kind of mindset creates intense competition, where hearing NO is more common than hearing YES. Competition is an encouraged part of our culture. It is ...
Views: 2485(3 votes) - Excerpt from Herb Cohen’s book “Negotiate This! By Caring But Not T-H-A-T Much” - by Setting Objections
Before you even contact the other side, think about your interests and concerns and what’s really important to you. This is necessary so you can formulate a content goal, which should be specific, precise, and measurable. It’s the what (substance) that you wish to attain in ...
Views: 3681(2 votes) - Get Tough(minded): Use the Power of Optimism to Activate Your Success - by Submitted on Aug 31, 2009 from Diana MorrisIn his book, The Power of Optimism, author Alan Loy McGinnis uses the phrase “tough-minded optimist” to talk about the mental and emotional strength that optimism requires. That’s just spot on. “Tough mindedness” is a great way to describe the grit and mental stamina it takes to resist ...
Views: 3310(3 votes) - How To Avoid Being Manipulated During Negotiations - by Submitted on Jul 09, 2008 from John DolanIn the sales profession, not everyone you interact with will be an ethical negotiator. And a difference in standards can potentially cause serious problems in the negotiation process. Some people enter negotiations with no interest in forging mutually beneficial agreements. These types are only ...
Views: 1993(1 vote) - How to Get Something of Value in a Negotiation with Your Boss - by Submitted on Dec 17, 2008 from Liz TahirIt is time for your company review, and you are focusing on one thing: an increase in salary. Not only that, but you have determined how much of an increase you should get. But you soon learn it is not happening as you thought. Do you just leave the meeting, feeling disappointed? Or have you ...
Views: 1332(6 votes) - How to Get the Right Clients and Avoid the Wrong Ones - by Submitted on Sep 08, 2004 from Charlie CookIf you are like most service professionals and smallbusiness owners one of your primary concerns is generatingas many leads as possible. And that may be your biggestmistake, resulting in wasting time on unqualified prospectsand working with too many clients you wish you didn't haveto. Bill is a ...
Views: 1332(1 vote) - How to Negotiate Prices With Any Seller... And Get The Lowest Prices Possible! - by Submitted on Aug 25, 2008 from Michael LeeOne of the best things about shopping in flea markets and stalls is that you can actually haggle with the sellers. There is no fixed price for an item. You can either get twenty bucks more or twenty bucks less for a cool shirt. As long as you know how to negotiate prices, you’ll be able to ...
Views: 1206(2 votes) - How Your First Argument Could Last for 50 Years - by Submitted on Apr 22, 2009 from Sharon RivkinSounds crazy, but it’s true! Simply put, the first argument you have with your partner, if left unresolved, will manifest itself time and time again - in different forms – throughout your entire relationship. When we fall in love and begin a partnership, we temporarily maintain our best ...
Views: 2790(2 votes) - Looking Out for Number One - by Submitted on Jul 13, 2009 from Linda SwindlingTough times are ahead and you’ve got to look out for you. Sounds selfish, right? Well, truth be told, you are concerned about you. Many of us are concerned about our livelihood and are fearful of the future. The solution is to address these concerns outright. Psychology has shown us that you ...
Views: 1969(3 votes) - Mediation: Who Is It Really For? - by Submitted on Aug 14, 2007 from Alex DukhovnyWho are we actually doing this for? Let’s face it, the self gratification that we as mediators get after settling a case gives us a rush only morphine can sedate. The satisfaction of having two people agree on a mutual solution is a great feeling even if that feeling is not shared by the parties ...
Views: 1437(1 vote) - Michael, Farrah, Ed and Your Sales - by Submitted on Jul 01, 2009 from Harlan GoergerThe passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others? I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount ...
Views: 1609(3 votes) - Negotiate Your Way To Success - by Submitted on Dec 20, 2009 from Menno SpijkstraIn order to get anything we want in life, we negotiate. Negotiating affects each areas of our lives—from business or career, social or personal. We're all endlessly and continually negotiating about all types of situations and under different circumstances. In general, your success to negotiate ...
Views: 2220(7 votes) - Negotiating and the Three Ts: Trust, Time and Tactics - by Submitted on May 18, 2010 from Mark HunterSuccessful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the "3 Ts of Negotiating: Trust, Time, and Tactics." Trust – The more trust you and the other party have in ...
Views: 1956(3 votes) - Negotiating Is A Way Of Life - by Submitted on Oct 08, 2008 from Rhoberta Shalerwww.OptimizeInstitute.com www.WorkplacePeopleSkills.com www.TamingTenseTeams.com You negotiate all day long. If you are not doing it with yourself, you're doing it with others. Sometimes, subtle, sometimes overt, negotiating happens continuously. Nothing could be simpler or broader in scope ...
Views: 1861(5 votes) - NEGOTIATING WITH SKILL AND EASE - by Submitted on Jun 07, 2010 from Ann VaninoIf you want to be a leader and to succeed in your workplace, knowing how to negotiate effectively is a must. Attaining good negotiation skills will help you in all areas of your life. NEGOTIATING PRINCIPLES Here are four principles I employ for negotiating with skill and ...
Views: 2702(6 votes) - Salary Negotiating - by Submitted on Aug 18, 2008 from Terry HarrisIf you have been toying with the idea of making a lateral job change, you have the perfect opportunity to negotiate a larger salary with a new company. Once you select a company you would be interested in working for, set up an interview with an idea of your worth and a salary already in mind. ...
Views: 1324(3 votes) - Salary Negotiation Tips - How To Negotiate Your Way To A Higher Salary - by Submitted on Nov 05, 2007 from Michael Lee“Who needs to know salary negotiation tips?” you might ask. Every deserving employee does! If there comes a point in your career when you feel deprived of the greater opportunities your job has to offer, then you need to know and apply effective salary negotiation tips to stay ahead. ...
Views: 1602(1 vote) - Sales Negotiation Training - Negotiating Your Way To A Better Deal - by Submitted on Jan 18, 2008 from Michael LeeIt’s a cutthroat commercialist world we’re living in; and in order to survive, sales negotiation training is absolutely essential. Whether it’s a business arrangement or a personal transaction, how well you negotiate can spell the difference between profitable gains and ...
Views: 1002(1 vote) - Still Touting Your Product’s Features and Benefits? No Wonder Sales Are Tough to Come By - by Submitted on Sep 22, 2009 from Jeff CallahanSales techniques, like fashions, go in and out of style quickly. Once upon a time, salespeople found some measure of success simply by plugging their product or service and telling sales prospects about all the special features that made it (or them) different than the competition. That ...
Views: 2073(6 votes) - Take Control of your Project with Phase One - Concept and Feasibility - Part 1 - by Submitted on May 11, 2010 from Mark ReedLast month we discussed the difference between a "Business" Lifecycle and a "Project Management" lifecycle and working with the theory that every project is a project within another project; the only project we are responsible and accountable for is our assigned piece of the bigger project. This ...
Views: 2595(3 votes) - Ten Tips for Successful Negotiating - by The ability to negotiate successfully is crucial for survival in today's changing business world. Negotiation is fun if you know what you're doing. So for all you busy execs, here are Ed Brodow's Ten Tips for Successful Negotiating:
1. Develop "negotiation consciousness."
Successful ...
Views: 5102(1 vote)