You have an effective lead generation program. Sending a potential customer your company brochure or directing her to your website is secure. Even setting up a follow-up in-person meeting may be quite straightforward. Selling her on the services your firm offers could be hard. Entrepreneurs and executives alike often go to great lengths to explain […]
What do Tom Brady and Michael Phelps have in common? They know how to respond under pressure. Sports professionals frequently freeze under pressure. However, it is not limited to just sports. It happens in negotiations too. When asked an unwanted question, I have witnessed negotiators freeze like a deer caught in the headlights. This […]
Oh! The winter blues. It is temporary, I promise. While you are waiting for the spring, just shrug off the restlessness and invest in yourself. No, I am not talking about rushing to the gym to develop that chiseled body. I am talking about sharpening your negotiations skills. Do you know that the worldâs greatest leaders […]
You have an attractive new job opportunity, or maybe an annual performance review meeting, in either situation; the single most trait that is important to the best results is your ability to negotiate skillfully. Unlike in the past, success is not so much about your technical skills or what you know, it is about âhowâ […]
Several subscribers and clients have asked me if it is okay to negotiate by email. The answer is âYesâ and âNo.â Let me explain. It is essential to recognize where you are in the negotiation process. During the preparation phase, the primary focus is on exchanging preliminary information, setting goals, prioritizing issues and the âWalkaways.â […]
In a negotiation, do not agree when it would not be wise to do so. However, also do not walk away from a mutually beneficial outcome. The âAgreement Trapâ is the tendency to agree to a deal that is inferior to other available options. We sometimes buy from a store even though a significantly better […]
In an executive training workshop at a Fortune 100 company, one of the procurement executives claimed himself to be an excellent negotiator. He supported his claim by adding that due to his tough stances and tactics, close to half of his suppliers have gone out of business! I will let you decide about the efficacy […]