Negotiation
In 2006, I collaborated on a negotiation book with famed negotiator, Herb Cohen. Herb has a saying that negotiation is a game, a game that both sides want to win. Yet, most people lose velocity in their efforts to negotiate a deal because they are married to getting the deal exactly the way they want…
Have you ever encountered an emotional impasse with someone, leading to a struggle in advancing the conversation and reaching an agreement? This can create a lot of drag and resistance in your velocity. When one person responds emotionally, the other party tends to reciprocate with their own emotional reaction. As a result, this emotional intensity escalates,…
Instead of teaching sales people traditional sales skills, how about giving them the tools to be creative and close more deals? This is what Brad Holtzinger, Worldwide VP of Sales at a technology company did. Looking at the sales process, he was dismayed when sales people would uncover deals and then bring in the various…
News Flash — Barry Bonds is indicted by a federal grand jury on perjury charges; and A-Rod resigns with the Yankees after opting out of his contract despite the Yankees swearing they will not resign him. How do these events relate to sales? In Bonds’ case, he violated one of the common traits you will…
If you don´t know your Points of Power, how can you stay strong in a negotiation? Points of Power are defined as the strengths you have in a certain negotiation and using that power provides the ability to negotiate a deal that is favorable to both parties Points of Power include: Timing—If the customer needs…
In the movie Flash, a young boy was given a horse named Flash by his father who left to work on the high seas. The boy lived with his grandmother who dies when he is roughly 10 years old. To give his grandmother a proper funeral, the cost is $500. The only way this young…
Switching channels on my tv, I came across the movie First Knight, starring Richard Gere as Sir Lancelot. In one scene, Lancelot was challenging anyone in the town square to take him on in a fencing match. A very big and strong man steps forward. A few seconds after the match starts, the two lock…
In any presentation, but especially in those given to groups and committees, there is a strong possibility that there will be at least one person sitting at the table whose life revolves around finding a reason to question or criticize something you’re saying. When this happens, you will most likely be dealing with a person…
In 2006, I collaborated on a negotiation book with famed negotiator, Herb Cohen. Herb has a saying that negotiation is a game, a game that both sides want to win. Yet, most people lose velocity in their efforts to negotiate a deal because they are married to getting the deal exactly the way they want…
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Have you ever encountered an emotional impasse with someone, leading to a struggle in advancing the conversation and reaching an agreement? This can create a lot of drag and resistance in your velocity. When one person responds emotionally, the other party tends to reciprocate with their own emotional reaction. As a result, this emotional intensity escalates,…
Read MoreInstead of teaching sales people traditional sales skills, how about giving them the tools to be creative and close more deals? This is what Brad Holtzinger, Worldwide VP of Sales at a technology company did. Looking at the sales process, he was dismayed when sales people would uncover deals and then bring in the various…
Read MoreNews Flash — Barry Bonds is indicted by a federal grand jury on perjury charges; and A-Rod resigns with the Yankees after opting out of his contract despite the Yankees swearing they will not resign him. How do these events relate to sales? In Bonds’ case, he violated one of the common traits you will…
Read MoreIf you don´t know your Points of Power, how can you stay strong in a negotiation? Points of Power are defined as the strengths you have in a certain negotiation and using that power provides the ability to negotiate a deal that is favorable to both parties Points of Power include: Timing—If the customer needs…
Read MoreIn the movie Flash, a young boy was given a horse named Flash by his father who left to work on the high seas. The boy lived with his grandmother who dies when he is roughly 10 years old. To give his grandmother a proper funeral, the cost is $500. The only way this young…
Read MoreSwitching channels on my tv, I came across the movie First Knight, starring Richard Gere as Sir Lancelot. In one scene, Lancelot was challenging anyone in the town square to take him on in a fencing match. A very big and strong man steps forward. A few seconds after the match starts, the two lock…
Read MoreIn any presentation, but especially in those given to groups and committees, there is a strong possibility that there will be at least one person sitting at the table whose life revolves around finding a reason to question or criticize something you’re saying. When this happens, you will most likely be dealing with a person…
Read More