How to Win the Negotiation Here’s a great exercise – a Lesson on Winning Will I win the negotiation? I wrote an entire chapter on this in my most recent book, From Vendor to Adviser. I don’t know if I’ll win this one, but I’m still hopeful. Most of us negotiate everyday, but most of […]
I have written several posts on negotiating with customer service and sales people as a way of practicing. You can do this almost every day at home as telemarketers prey on you and your family. It makes getting unexpected calls more interesting. In a recent webinar on fee setting (which is also discussed in my […]
Pareto’s Principle – the 80/20 rule, applies in so many situations; negotiations included. Listen 80 percent of the time, talk the other 20. Great negotiation has a lot to do with a person’s ability to discern the hidden truths of what is being discussed, debated, or negotiated. While the purchasing officer may be a well […]
One of my first experiences with selling cars came early in my marriage when we decided to sell our Dodge van. The vehicle was in great shape, no major problems, and well taken care of. I listed it in the newspaper, and a few days later received a call from a potential buyer. He was […]
Most negotiators are playing mind games – especially when you move to enterprise sales. They train and use professionals whose sole purpose is to save the company money. I don’t like deceptive sales tactics, and I certainly don’t like deceptive negotiators. My intent in writing these posts over the past week is to make you […]
Here is the ultimate negotiation…returning from my bike ride on Saturday, my wife and half of the kids greeted me as I pulled into the driveway with the other half of the kids and a van full of mountain bikes – with an offer to take me to see a German Shepard puppy. I said […]
“Hurry up and wait,” a common negotiating strategy for those on a deadline…Here’s how it works: The Purchasing Strategy First, purchasing needs your proposal, your pricing, details, etc. and they need it now. Then suddenly everything comes to a screeching halt. Dragging their feet often seems like laziness or lack of interest, but it might […]
A few weeks ago I wrote about my vaporizer and how we climbed the ladder to win the free replacement…it was exhilarating and yes, I did get many positive comments on the post! Today let’s look at how to lose…and learn from it. Last night I nearly had a heart attack when I realized that […]
How do you win – you need a strategy. Yesterday I called customer service to have two warm-steam vaporizers replaced. This is the 3rd or 4th time these units have had to be replaced over the past seven years – but they are lifetime warranty. The problem is, they require a $25 dollar fee (each) […]
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