As a national negotiation skills keynote speaker, a frequent question I am asked is “Why should I use a negotiation skills trainer, aren’t negotiation skills common knowledge?” Unfortunately, negotiation skills are not common knowledge and trying to negotiate a transaction of any kind without training can cost your organization money, time, competitive advantage, status or any other number of outcomes. The advantages of using a negotiation skills trainer are...
What Resistance are You Trying to Overcome? In my work as a sales and negotiation skills speaker, I tell my audiences that before anyone sits down with a client to negotiate a sale, chances are that 70 percent of the research has already been done. More Than “Getting to Yes” The popular thinking in sales used to be that the “sales guy” needed to come up with a great...