Negotiate Like a P.R.O.

Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success.The following three steps will help you establish the three keys to your preparation - why you are involved in the negotiation, how you intend to... Read More

Negotiating Skills: Ask For More Than You Expect To Get

It creates some negotiating room, and you might just get what you're asking for.Whether playing the role of buyer or seller in a sales transaction, asking for more than you expect to get is a classic opening position in negotiations.In the audio book, "Sound Advice on Negotiating Skills," author Roger... Read More

Power Pricing - Getting the Right Price for Your Products and Services

There's an old joke about the New York City blackout. Power was out everywhere, and the electric company couldn't figure out what was wrong or how to fix it. Finally, they decided that the only one who could solve the problem was a long-retired worker who knew the system inside... Read More

Suppliers as Your Partners in Cost Reduction

This article is one of the many articles still to come in which I will discuss very basic yet proven techniques that you could use immediately in your encounters with your suppliers.Oh but wait, to find any value in this article, you must be a firm believer that Purchasing strategies... Read More

Negotiating Technology Contracts

Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the... Read More

How To Communicate Using Space

What Is Proxemics?The study of the communicative aspects of personal space and territory is called proxemics. Everyone is surrounded by an invisible zone of psychological comfort that follows us everywhere we travel. This protective bubble acts as a buffer zone against unwanted touching and attacks. Our comfort zone varies depending... Read More

Resolve Conflict In 6 Easy Steps - The BEDROL Method

The principles of Negotiation can work for you in any situation, but often people ask me, "Well, its often a fact that conflict happens unexpectedly. What if I don't have time to prepare? Can negotiation skills be used on the spur of the moment?" The answer is YES. The principles... Read More

Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

Last week, a wonderfully-skilled electrician installed a new light fixture for us. He was competent, courteous and efficient. He answered all our questions simply, with skill and eloquence. I was amazed, as you might imagine, when I asked him, "How much do we owe you?" and his embarrassed reply was,... Read More

Are You Scaring Away Potential Customers?

When you are trying to make a sale and ask someone to fill out a credit application and new account form, do your potential customers turn around and run to the competition?Author Michelle Dunn, in her new book "Become the Squeaky Wheel," explains how you can avoid scaring customers away... Read More

7 Tips for Bartering Products and Services

What better way to gain a new customer than by getting something you need in return? The following are tips to help you use bartering correctly, and make it a good experience for both you and who you are bartering with.1. Make It Fair Be sure you are both trading... Read More

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Neogtiation: How to be Right Without Making Other People Wrong

What exactly are we trying to accomplish by proving to... Read More

Where to FIND the BEST Employees --

Obviously, you might logically say, "that is good!" You would... Read More

Ask for More - You May Get More

If you are involved with sales, how do you feel... Read More

Negotiating Skills Will Get You Ahead

Negotiating skills can help you manage lots of different kinds... Read More

So Whats Your Argument?

Arguments aren't always bad things. Sometimes They're used to convince... Read More

Negotiate to Your Advantage

The hardest and most important part of any negotiation is... Read More

Negotiating Technology Contracts

Have you ever tried to negotiate a deal for software,... Read More

Writing an RFP (Request for Proposal)

A while back, a potential client provided me... Read More

Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making?

I would like to comment on the "A Beautiful Mind"... Read More

Better Internal Proposals

A colleague of mine has a problem. We belong to... Read More

Power Pricing - Getting the Right Price for Your Products and Services

There's an old joke about the New York City blackout.... Read More

Managing Conflict, in Life & Work: Using Ancient and Modern Approaches

"Conflict" is a word that can have varying degrees of... Read More

Communicating Across Time Horizons

There was a time in my life when I sold... Read More

Avoiding and Accomodating in Negotiation

The avoiding approach to negotiating is characterized by losing, leaving,... Read More

The Six Rs for Changing MInds and Overcoming Resistance

This article borrows from Howard Gardner's book, "Changing Minds" (2004).... Read More

Negotiation: A Compromising Position

Negotiating is a hot topic these days for a good... Read More

Lets Make a Deal

Smart buyers will always ask for a better price. Unfortunately,... Read More

Negotiating: Forcing vs Compromising

Forcing is a hard-nosed approach that makes heavy demands from... Read More

How To Communicate Using Space

What Is Proxemics?The study of the communicative aspects of personal... Read More

Do You Want a Paycheck or a Passion? 10 Qualities Managers are Looking for in Hiring You

Based upon my research of over 300 managers in the... Read More

Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

Last week, a wonderfully-skilled electrician installed a new light fixture... Read More

Dont Be Afraid Of Silence

In any conversation with two or more people, there is... Read More

Resolve Conflict In 6 Easy Steps - The BEDROL Method

The principles of Negotiation can work for you in any... Read More

How To Make An Inflexible Bureaucrat See You As A Person

Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More

Negotiating Skills: Ask For More Than You Expect To Get

It creates some negotiating room, and you might just get... Read More

The Art of Haggling

Did you know that at one time in this country... Read More

Games are a Reflection of Behavior

You are standing on a small stage yelling, "What's the... Read More

What Are The Four Types Of Negotiating Outcomes?

Negotiating outcomes are the types of results that can happen... Read More

How to Negotiate Effectively

You may be thinking, "Gary, I am a mom, housewife,... Read More

Cross Cultural Negotiations

Cross cultural negotiation is one of many specialized areas within... Read More

The Most Powerful Persuasion Skill Youll Ever Learn

Criteria ElicitationThis is without a doubt the most important persuasion... Read More

Managing the Sales Negotiation Process

How many times have you heard:"You've got to drop your... Read More

Secrets of the Trade Revealed: Bartering for Business

In its simplest form, bartering involves an equal trade. One... Read More