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How to Use Negotiation Tactics Over Chat Apps
Just because you can negotiate through chat apps and text messages doesn’t mean you should. Ultimately, every exchange you have over text should be...
When to Focus an Accusation Audit™ Internally and Externally
If you’re new to the term, an Accusation Audit™ is a negotiation technique used to proactively address the negatives likely harbored by the other...
How Can Sales Negotiation Training Help My Team?
No matter how effective your sales team is, it can always improve. If you’re on the fence about whether it’s worthwhile to invest in sales...
How to Become an Assertive Negotiator
Because you’re reading these words, chances are that you want to become an Assertive negotiator. Stop it! It’s time to let go of that desire. The...
How to Build Rapport Quickly in Any Situation
At the end of the day, people like doing business with people they like. This is why it’s so important to build rapport as quickly as you can...
Why the Best Question Is the One You Never Ask
Questions are universally known as necessary mechanisms to gather information from another party. Although this still rings true to a certain extent,...
4 Ways to Get Everything You Want in a Contract Negotiation
Every negotiator wants the same thing: getting exactly what we want every time we sit down at the table.
Why Good Cop, Bad Cop in a Negotiation is a Terrible Idea
If you’ve ever seen practically any movie that involves police officers, you’re familiar with the good cop/bad cop negotiation strategy. During an...
How to Teach Your Sales Team to Negotiate Better Deals
Whether your sales team is crushing it every month or struggling to reach targets, you can always get better results. One of the main reasons sales...
3 Tips to Win Your Next Sales Negotiation in a Virtual World
Many sales negotiations have moved online during the COVID-19 pandemic. Instead of sitting across the table from someone, sales teams are now hopping...
5 Steps to Negotiate Through the Sales Process
If you read my previous post, “Why the Traditional Sales Process Is Wrong,” you know that we’re not big fans of the traditional sales process here at...
Why the Traditional Sales Process Is Wrong
I struggle with the whole idea of the sales process in general. Granted, I haven’t worked in every industry on the planet. But even though I’ve...