How to Plan Your Negotiation

How to Plan Your Negotiation   Step 1: Discovery   Who’s the other party (decision maker)? Negotiation History and Style Organization’s Strength and Weakness What are their issues? What do they want most from you? What are their deadline pressures?   Step 2: Interest Interest always drives position – without understanding your interest,...

5 Rules of Negotiation

Our lives and careers are affected by how well we negotiate. How well we do in both depends upon our negotiating skills. Negotiating is a body of knowledge and an endeavor that focuses on gaining the favor of people from whom we want things. We...

Why choose You – Sales Call

Why Choose You? By Bill Farquaharson Take time to contemplate why people are buying from you—or why they're not. Why do people buy from you? I would guess that you don't spend a lot of time thinking about the answer to this question. You are too busy trying...