


Negotiation Tip: KNOW HOW TO DETERMINE YOUR POWER AND LEVERAGE
Many of us go to the negotiation table feeling at somewhat of a disadvantage. We feel like the other side has all the power and leverage and we have very little. Shifting power from the other side to you is a skill that great negotiators have mastered. How can you...
Power Shift Negotiating
During a recent workshop I conducted, one of the participants told me about a struggle he was having with a very important deal. He was trying to get a large contract with a Fortune 500 account. While he had been working for months to establish his firm as the best...
Don’t Negotiate Before the Selling is Done
Contrary to popular belief, selling and negotiating are two distinct disciplines, yet so many people consider them to be one and the same. Let me explain why I believe the two are different, and why it is so important not to negotiate until the selling is done. Make...