As a virtual negotiation skills speaker, when presenting to groups I stress that many virtual negotiations are often “over” before you even have the chance to talk. In the “olden days” of about eight months ago, when we negotiated in-person, we had many visual cues, voice inflections and other intangibles to judge what the other side was thinking. Now, we have big and little squares on our computer screens....
As a change management speaker, both in my virtual and in-person talks, I tell my audiences that navigating change is all about negotiation. It is your life skills that let you frame the negotiation. Let me give you an unfortunate, but worthwhile example. Coronavirus Disease 2019 (COVID-19) is a Disease. How We Face it is a Negotiation. We are currently locked in a battle against an unseen foe: the...
It will surprise no one reading this post that negotiation skills training is needed so that you and the other party can ultimately arrive at an equitable solution. Negotiating Skills is something you’ve probably tried since grade school. Remember when you were trading baseball or Pokémon cards in school? It is possible, you may still be mad at yourself for trading a Pikachu or A-Rod card for two or three...
You’re a Professional Manufacturer’s Rep, but Who’s Representing You? My negotiation skills keynote speaking for manufacturers’ reps and manufacturers’ reps workshops are based on real-life experience. I started my career as a manufacturer’s rep, then I successfully managed teams of manufacturers’ reps for a major corporation. As a negotiation skills speaker, my background as a manufacturer’s rep was invaluable and also eye-opening. One serious observation I made is...
“How Many Bananas per Bunch?” One of my great joys as a negotiation skills speaker is to meet with meeting attendees both before and after my keynote addresses and seminars. Sometimes the meetings are casual and informal, sometimes as part of a question and answer session. I really like these interactions because I had real-life experience myself starting with manufacturing and sales and working my way into upper management....
...to a lot of people, that is. Having difficulty with negotiations certainly doesn't mean that you or your employees aren't intelligent, capable, or good people. Many people who face challenges when it comes to negotiation often place the blame on shyness and being introverted, or simply disliking confrontation and preferring an easy and agreeable way out of a sticky situation. Which are definitely good reasons one may find themselves being...
A lot of things may have changed about sales and managing a sales team in the 21st century. But there's one thing that definitely hasn't changed: negotiation skills are so crucial for your sales people because 70% of purchase decisions are now made well before any contact with a salesperson is made. People are doing their research online, asking friends and family on social media about your products and...