


Architecting Exceptional Deals- A Unique New Perspective
We have all seen aerial pictures with a motivational phrase like “Success… the key to success is to learn to do something right, then do it right every time.” There are strong similarities between mastering the game of golf and mastering highly successful...
Don’t Negotiate Before the Selling is Done
Don’t Negotiate Before the Selling is Done By Joe Hernandez As I sat there in front of the Purchasing Manager of this major technology and communications company, I couldn’t help but wonder how things got so ugly. He was raking me over the coals, trying to intimidate...Do you Have a Concession Strategy?
Do You Have a Concession Strategy? If You Don’t, You Could Destroy Your Deal! By Joe Hernandez One of the things that create the most fear and uncertainty going into a negotiation is not knowing what the other side is going to ask you to give up to get the deal...
5 Key Criteria to Choose a Negotiation Training Program
Why is Finding the Right Negotiation Training Program Critical? Negotiating is the most important skill a business person can possess. Having or not having this skill can make or break a career, and it can make or break a company. Yet, few companies offer their people...