Know the other side’s benchmark It’s also important to consider who or what your negotiating opponent has selected as a yardstick. In all likelihood, she wanted favorable comparisons, which may cause her to be overly optimistic about what she can achieve. If so, try to help her adjust her aspirations and work with her to […]
Internet and its applications continue to commoditize offerings of several service companies. The sales executives of these companies now deal mostly with the procurement departments rather than the senior executives. Under the current market dynamics, an ability to differentiate between selling problem vs. a negotiating problem can mean millions of dollars in an organization’s performance […]
John, the majority owner of hotel Dixie in West palm, offered to sell the hotel to its manager, Ajit, at its book value. This was a once-in-a-lifetime opportunity for Ajit. He quickly lined up an investor. Since hiring Ajit three years ago, the hotel performance had zoomed from forty percent to full occupancy. Ajit, however, […]
I intended to write the next issue of “Negotiating with difficult people.” However, I am compelled to respond to a question raised by several readers of my newsletter. Question: How do I deal with a person who is known for being a stubborn haggler? If I adopt a collaborative approach and be cordial, my opponent will […]
When your boss makes an inconsiderate request, you need to speak up and say no respectfully. You want your client’s procurement head to know that you value his business, also while you ask him to stop demeaning you for the excellent business relationship. How do you let your opponent save face and view the outcome […]
It is late afternoon on Friday before the Labor Day weekend. Stacy is wrapping up at work, getting ready to drive to Hershey, PA, for some family fun. Just as she is about to leave, her supervisor hands her an RFP (request for proposal). “Hey, Stacy, please complete this so that customer can review first […]
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 […]