What's Management's Role in Pricing

This article discusses the relationship between the salesperson and the manager in arriving at pricing decisions to optimize the company's gross margin.

10 Points to Resist Rip Offs

What might work wonderfully in one negotiation situation will not always be appropriate in another. The instant someone feels cheated, misled or taken advantage of, your opportunity to negotiate with her/him is over. Negotiation hazards tend to occur when you are taking a particular strategy too far.

What's the Difference Between a Negotiation, Arbitration, and Mediation?

This article by Personal Development Coach Tristan Loo clarifies and defines the three most common forms of alternative dispute resolution.

Negotiation Occurs All the Time

You've no doubt had one or two outcomes that were very different than what was available to you before the win/win training. You also probably had many negotiations that didn't result in win/wins, that went as they have in the past, or perhaps worse than usual as you tried new things.

Negotiation: Is The Seller Motivated?

Whatever you’re negotiating, it is essential to gauge the urgency with which the other party wants to or needs to make a deal. When you’re buying a piece of real estate, for example, one of the key questions to ask the listing broker is: “How motivated is this seller?” Usually, you’ll get an answer that will tell you something significant, according to Dr. Gary S. Goodman, top negotiation speaker, best-selling author, and popular radio and TV commentator.

On Walking the Talk

Employees are more likely to learn from what you do & not from what you say. Many job performance problems could be headed off by more attention from management. Treat employees with same respect as you treat guests & involve them in decision-making process. Make sure employees understand their job description & reinforce it by providing training.

The Art Of Negotiations In About 5 Minutes

This super fast crash course on negotiations lays out ten super brief elements of negotiating with ten super fast explanations. You don't need to read a bunch of dribble, get it hard and fast right here!

Discover Exactly What Your Sales Prospect Wants in the Negotiation Process

Negotiation in sales can be a tricky process when salespeople don’t know the true needs of their prospects. But the most successful sales and business professionals know how to ask questions that determine what their prospective clients really want. They use questions to open up communications and encourage prospects to share information.

How to Get Back on Track When a Negotiation Stalls

Every salesperson and businessperson has had the experience of being close to closing a deal with a cooperative prospect, when suddenly all progress grinds to a halt. Any number of factors for the roadblock may be to blame. Maybe discussions hit a snag due to a miscommunication or a lack of understanding. Maybe one party allows their emotions to get involved in the negotiation process. Or maybe one of the parties has been dishonest about what they can and cannot deliver.

World Class Negotiation—Working Door-to-Door in The Global Village

Sydney, Australia was the destination. Quantas Flight AF008 (LAX to Sydney nonstop) was the particular flight. 58H was my seat assignment—in Economy? Yes, Economy happens.

Spitting In Your Soup

During the 1950's Korean Conflict, six American GI's were assigned to a housing unit. Fighting had calmed down, so they found themselves living in close quarters with extra time on their hands.

Negotiating Ethically Is Not For Sissies

Negotiating isn't easy, no matter what your style. Negotiating to get what you want takes brains and backbone, regardless of whether you're gunning for your negotiating counterparts, or focusing on designing equitable solutions. You have to think through what you want and the most effective way to get it. And you have to have the moxie to follow through with your plans.

How To Structure A Negotiation

People who are successful negotiators, always have a well thought out strategy before entering into the negotiation, are well prepared, self confident and structure the negotiation, so that they remain in control of the negotiating process.

Negotiations Between Artist and Gallery-Contracts Must Be Clear, Flattery Gets Ya Nowhere Pt. 1

New galleries and their quest for a team of artists and vice versa must be done artfully. Artists and galleries need to think things through before making requests or shipping out art.

Negotiation Pro Says: Leave Them Feeling They Made A Great Deal!

One of the most important tricks of the best negotiators is they make YOU feel you got a great deal. But there's a right way and a wrong way to do it, according to Dr. Gary S. Goodman, best-selling author, top negotiation speaker, seminar provider, and consultant. Goodman, a popular radio and TV commentator, reveals how car dealers play to our egos, making us feel we won, which makes us run back to them with money in hand, time and again.