“What did you drive to work today?” When I address corporations and associations, a common question I receive as a sales negotiation skills training speaker and sales negotiation consultant is: “Mike, at what point does the actual sales negotiation begin?” Sometimes the audience chimes in when I ask for answers before my comments; they bark out “Negotiation starts before the cocktails and after the dinner,” or “As soon as...
As an online negotiation skills speaker, I often speak to consultants, contractors and co-workers on negotiating skills techniques. In the old-school world, more often than not an entire team would travel to a major client and negotiate a contract. It was pretty impressive (and usually an impressive waste of time and money). In today’s world, there is a new set of online negotiating skills problems. It may be a...