Imagine this scenario as a company founder, you find the perfect person to sell your business to someday. The buyer pays in cash in one big juicy check, meaning nothing stands between you and endless cocktails on the beach. Sounds ideal, right? Only this rarely...
A Lesson From Sales When a salesperson uses the power of silence in a negotiation, it adds pressure to whoever they are negotiating with. Salespeople are gregarious and like to talk to people and fill any space. It’s part of their charm and an effective way to...
Four Ways to End Your Business 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...
One of The Negotiation Tactics You Must Know How to Handle If you have experience, one of the negotiation tactics you may often see used is “the nibble”. This occurs after you’ve shaken hands to close a deal, and just as you’re getting ready to sign...
It Can Be Effective, But It Can Also Lack Integrity Every time I write about negotiation tactics, 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...
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...
