*

Negotiating Skills, Negotiating Techniques Articles

Learn negotiating skills, negotiating tips, negotiating techniques from SalesVantage.com contributing writers.

Negotiating The Final Trade
by Linda Richardson, CEO, Richardson
Almost everyone has done it - and regretted it.  At the end of a hard (or not so hard) negotiation when the negotiation is 99% there, many of us have made an unwarranted and costly concession.
Smart Buying Techniques
by Dan Goldberg
Get what you want the way you want it!
It's Ok To Negotiate - REALLY!
by Michael Schatzki, MPA, CSP, Principal, Negotiation Dynamics®
If done correctly & ethically good things can happen when you negotiate.
A Fundamental Skill for Sales Survival
by Bill Brooks, CEO, The Brooks Group
The facts are clear
Why Negotiators Live Longer
by Ed Brodow, CEO, Ed Brodow Seminars, Inc.
People who pay full sticker price on a new car and who believe everything they read in the newspaper or hear on CNN are not likely candidates for Negotiator of the Month. Ironically, neither are they likely candidates for longevity.
Ten Tips for Successful Negotiating
by Ed Brodow, CEO, Ed Brodow Seminars, Inc.
Price Negotiations Are Dead, Long Live Price Negotiations
by Michael Schatzki, MPA, CSP, Principal, Negotiation Dynamics®
You solved problems with your customer. You anticipated a win/win for everybody. Your goal was to avoid a price negotiation by differentiating yourself and focusing on your services and your added value to the customer. Now, at the last minute, price rears its ugly head. In fact, the purchasing agent says that price is the determining factor.
Negotiating the Price You Deserve
by Ed Brodow, CEO, Ed Brodow Seminars, Inc.
Many salespeople are afraid to stand by their price structure because of a single mistaken assumption: "If I refuse to negotiate my price, I'll lose all my customers." The reality is just the opposite. If you aren't prepared to defend your price, your customers will lose respect for you.
Managing the Sales Negotiation Process
by Michael Schatzki, MPA, CSP, Principal, Negotiation Dynamics®
How many times have you heard: "You've got to drop your price by 10% or we will have no choice but to go with your competition." How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be.
The Forgotten Art of Listening
by Ed Brodow, CEO, Ed Brodow Seminars, Inc.
Many sales can be closed and many conflicts can be resolved if we learn how to listen as well as we learn to sell.
Authority Limits
by Michael Schatzki, MPA, CSP, Principal, Negotiation Dynamics®
A good example is the authority limits tactic. The essence of authority limits is that the negotiator lacks the authority to conclude a final agreement - or claims that he or she lacks that authority. In fact, there are three possibilities.
From the Stage to the Podium: Acting Techniques for Speakers
by Ed Brodow, CEO, Ed Brodow Seminars, Inc.
Well-known speaker Patricia Fripp attributes much of her success to her acting training. "Actors have to do the same role for months and years," Fripp points out. "How do they stay fresh? That's what we have to learn." Even if you've told your story 500 times, you need to be able to present it each time as if it were the first time.
*