M 4
U
a
Select Page

Articles

Our articles are popular amongst researchers, students and business negotiators. To take your negotiation skills to the next level, enrol in our negotiation training.

Sales Training: How to Win your Price Increase with Confidence
As long as central banks control our money through their inflation tax, salespeople will need to keep up by increasing prices. It's simple arithmatic of more currency chasing the same amount of products and services. Yet the sales professional all too often takes the blame. The challenge is that no customer wants to stomach a price increase, as they feel challenged in passing on their increase in costs to customers and end users. Not only are buyers trained to say ‘no’ to price
Salary Negotiation Tips for College Students
Salary Negotiation Training Tips for College Students
by - Calum Coburn
Sometimes, college graduates are lucky enough for their employer pay for their spot on one of our negotiation seminars. So, how well do college graduates perform on our negotiation skills seminars? College students almost always get the lowest scores using our online sim role plays. College students also tend to struggle to hold their own against seasoned negotiators in our classes. Despite this, college students tell us they're very happy to have learned so much about business
Sales Questions to get to the Decision Maker
Sales Negotiation Questions to Get to the Decision Maker
by - Calum Coburn
We coach our clients to ask for the decision makers - especially in the best Sales Negotiation Training and our Advanced Negotiation Training courses. Too many people ask ineffective questions like, "Do you make the decisions?" or "Are you the decision maker?" to which most will answer "Yes." Why do people answer 'Yes' when they're not really the decision maker? Simply because everyone wants to think of themselves as important. So, how do you get to your real decision makers?
Improving your negotiating skills - tips learned in the trenches
Top 5 Negotiation Skills Proven in Business
by - David Wachtel
At the start of our negotiation skills training seminars, we ask students what makes them feel uneasy about negotiating. Their answers often include: "I'm afraid I won't get the best deal." "I don't enjoy working with certain types of people." "I'm not always sure what needs to be achieved in a particular negotiation and how to get there." "I can get lost in the process and bogged down in details. I lose track of what I really want to achieve." Here are some helpful tips to help you
9 Steps to Preparation Success
Wing your Tough Negotiation? 9 Steps to Preparation Success
by - Erich Rifenburgh
Have you ever left a negotiation feeling battered and bruised like you never had a chance from the word go? Too often, I've seen smart yet unprepared sales professionals torn apart in their meetings. Admittedly, I suffered similarly early in my career. I notched my initial failings up to being part of my hard knocks sales negotiation training journey. Does the path to negotiation success have to be treacherous? I’m a big believer in practicing before the game, not in the game.
Negotiation Types
Negotiation Types
Like it or not, we are all negotiators. In fact, we use negotiation techniques almost every day and have done for much of our lives. We negotiated when we were kids trading sports cards or toys. We still negotiate today when we ask the boss for a salary raise. When we buy bigger toys like autos, we're also entering negotiations. Our negotiation skills are also frequently used to maintain our personal relationships. Most of us have family and friends we organize things with, budget
BATNA Explained
"Don't put all your eggs in one basket" is an old saying that has stood the test of time. To a negotiator, this wise old proverb illustrates that if you only negotiate with one other negotiating team, you may end up with a rotten deal. In fact, you may end up with no deal at all. You need to have a strong alternative waiting in the wings to have the power to say "no." Netscape’s BATNA Blunder This site’s case studies are rife with real-life examples of BATNA being the single biggest
Salary Negotiation: 32 Job Pay Tips
by - Calum Coburn
You're good at what you do, maybe you're an ace. So you're being paid what you're worth, right? See how many of the 32 Salary Negotiation Tips you're using. Why are sales professionals still rewarded with the biggest pay packets? Are sales professionals better qualified or smarter than IT professionals? No, there's no such thing as a sales degree. Do they work longer or harder? Not really. So why then is IT not the best paid profession? Two main reasons: Sales brings home the bacon.
top 10 interview questions and answers
Top 10 Interview Questions and Answers
by - Phil Baker
Ever clenched your jaw at a tough interview question? If not, it's only a matter of time until you do, or you're working for daddy. I used to hate job interviews, and I confess that I usually wasn't invited back for a second interview. I got so frustrated with the questions, so I researched psychology and business books, and I published a book on the top 100 questions. Yes, I guess this makes me an obsessive freak. This article distills my top 10 toughest interview questions of all time
The Four Phases of The Negotiation Process
"Let us never negotiate out of fear. But let us never fear to negotiate." John F. Kennedy If you sit down and analyze your negotiation preparation, specific patterns should begin to appear. It's like putting a jigsaw puzzle together. Without consciously being aware, most of us realize that we are approaching negotiations inconsistently. Perhaps even haphazardly. There are many benefits to following a tried and tested formula for repeated success. Negotiation skills without
Negotiation styles diagram
Negotiation Styles
by - Calum Coburn
Understanding the Five Negotiation Styles People often ask, "which is the best negotiation style?" As with much management theory, there is no single "best" approach. All five profiles of dealing with stressful and high-pressure negotiations are useful. Determining which to use depends on the given situation. Although we're capable of using all five, we have noticed in our sales negotiation training and contract negotiation training that participants tend to use between
Crossed Finger - Do You Know When They’re Lying
Do You Know When They're Lying?
by - Kevin Sawyer
Is lying just a part of negotiation? Recent studies about lying revealed that complete strangers lie to one another at least three times within the first couple of minutes of meeting one another. Additional research declares that you will be lied to today anywhere between ten and two hundred times! Typical lies told by both men and women include: "I'm on my way." "I'm stuck in traffic." "Sorry I missed your call." "I'm fine thanks" The most common workplace lies: "I'm sick. I won't
RFQ
What's the Difference Between Contract RFT RFQ RFP RFI?
by - Suki Mhay & Calum Coburn
Contract negotiation training graduates often ask us to explain four key terms that comprise the 'RFx' processes: RFI, RFQ, RFT, and RFP. These processes have grown in popularity in procurement and purchasing. This is especially so in larger buying organizations. Only the best negotiation training teaches how to select the most suitable process. Further, to use each process well, having expert training is key. In practice, you may find people wrongly use these phrases to
Job Offer Negotiation Advice
One of the most exciting experiences we can face in life is the prospect of starting a new job. We can literally feel the buzz as anxiety and self confidence ebb and flow through the interview process. Afterwards, we will occasionally catch ourselves staring into space, tapping our fingers, sneaking glances at the phone and eagerly checking our e-mail to see if we’ve had a response. Then, that magical moment comes we get the job and they want to talk about the job offer. What
Collective Bargaining Union Negotiation
by - Charles B. Craver
Collective bargaining negotiation between labor unions and corporate employers is a specialized area in the field of general negotiations. However, the underlying legal and relationship aspects make these areas distinct. General business negotiation and lawsuit negotiations are not regulated by statutory provisions. In contrast, external laws mandate and govern a collective bargaining negotiation Many different statutes come into play during the negotiation
Giving Feedback after a Negotiation
Giving Feedback After a Negotiation
by - Steve Jones
Smart people ask us: “How do I give feedback to my colleagues after a negotiation? Giving feedback to colleagues can be a delicate topic. As such, feedback is an area we invest plenty of time into during our best negotiation training seminars. With this in mind, we thought you would like to know Steve Jones' top seven points on how to offer feedback. 1. Give the feedback immediately After the meeting has finished, give your feedback straight away. It's far easier for people
We Value Creation in Negotiations article
Value Creation in Negotiations
Our efforts to create value in any negotiation will be highly limited if they don't from a collaborative negotiation approach with our counterpart. We don’t just want to make a shaky agreement with an angry and resentful partner, but to create a relationship that is solid and durable, and benefits everyone. Ideal is if we can leave the table shaking hands, smiling and feeling pleased that we worked together to make the best possible deal for both of us. All too often the natural
Truth - Detecting Lies In Negotiations
Detecting Lies in Negotiations
by - Steve Jones
Negotiators often don’t say everything they're thinking. Sometimes they hold back or distort information to avoid being exploited by the other party. Disclosing your “walk away” or “must have” conditions can frequently be a risky strategy particularly with aggressive competing negotiators on the other side. How many times have you been fooled by the other party claiming to have decision making authority when in reality that wasn’t the case? Or maybe they
Negotiation Debt Management Advice for Businesses
Negotiation Debt Management Advice for Businesses
Being in debt can feel like trudging through a mud drenched field after a heavy rain. Thinking about your debt can haunt you, whirling around in your brain during the early morning hours, while you restlessly toss and turn. You've done everything right but many outside factors are simply out of your control, these can include: An important client cancels your biggest contract Creditors demand faster repayments Your bank won't roll or renew your loan Your staff threaten to strike
Business Metaphors
Business Negotiation Metaphors
"A good metaphor is something even the police should keep an eye on." Georg Christoph Lichtenberg Words can have a powerful impact. The manner in which we apply words in a business negotiation can make or break the deal. This is especially clear if our dialogue is phrased poorly, misinterpreted, or misunderstood. Words can evoke visceral reactions or emotional responses such as boiling rage or howls of laughter. The language we use also provides some insight into the individuals