The Power of Silence When a salesperson uses the power of silence in a negotiation, that silence adds pressure to whoever they are negotiating with. Let’s face it: Salespeople are gregarious and like to talk to people and fill any space. It’s part of their...
Four ways to end a partnership As we gain the courage to start a company, many times it helps to spread the risk of the new business with a partner. That’s proven to work well for thousands of companies. But the uncomfortable truth is that eventually, every...
The Negotiating Tactic you Must Know How to Handle If you have the experience of negotiating frequently, you may see the “nibble” technique used often. This occurs after you’ve shaken hands to close a deal, and just as you’re getting ready to sign the...
It can be effective, but it can also lack integrity Every time I write about negotiation, I tend to get a lot of interest. That makes sense because all of us deal with some form of negotiation in just about every aspect of our lives. That’s especially true in...
Discussing Common Negotiating Techniques That Work Let’s start with common ground. This idea came out of the Harvard negotiating project with a book called Getting to Yes. The book is 25 or 30 years old, but I tell you, it works. It’s my preferred...
Negotiation Tips: Flinch, Reflect, and Go Silent A simple technique to get a concession There are plenty of standard methodologies and techniques people rely on when it comes to handling negotiations, in everything from haggling over a yard sale purchase all the way...
