The Six Different People in a Negotiation
People new to enterprise sales think that when they’re in a room negotiating with one person, they’re negotiating with one person. But according to Joe Paranteau, there are multiple people that you negotiate with throughout the relationship. Why is it important to be able to communicate and negotiate with everyone involved? The six different people in a negotiation are people that are often overlooked. Joe uses this framework when he... Read more
Gaetan Pellerin’s 4 Cs of Mindfulness [The C4U™ Approach]
Gaetan Pellerin is the author of a new book all about mindful negotiation: “Mindful NEGOtiation: Becoming More Aware in the Moment, Conquering Your Ego and Getting Everyone What They Really Want.” Gaetan took his fascination with understanding human behavior and drive and applied it to the negotiation process. He found that many negotiators focus on planning and strategy but underemphasize how emotion plays into negotiations. So Gaetan created a framework that... Read more
Why You Can Still Achieve a Rags to Riches Story
Can someone still have a rags to riches story like Shaahin Cheyene? Shaahin believes it is possible. Henry Ford once said, “If you believe you can or you believe you can’t, you’re right.” It comes down to mindset. Is the mindset still possible? Yes. Shaahin teaches people how to create predictable, recurring revenue on Amazon. Amazon has taught us that things change rapidly. If you’re equipped, ready, and willing to move with... Read more
The Factors that Impact the Sale of Your Business
According to John Warrillow—the Founder of The Value Builder System™—the happiest entrepreneurs are ones that have more pull factors than push factors. What does that mean? Push and pull factors Pull factors are things that you’re excited to do—write a book, run a marathon, travel, etc. Push factors are things that stress you out within your business. It could be government regulations, employees, angry customers, and more. You need to... Read more
Why the “Why” is Important to Demonstrate in a Negotiation
If you’re trying to convince someone you’re intrinsically and financially worth more, how do you do it? How do you negotiate a raise or a promotion? Sara Laschever—a negotiation coach and author—emphasizes that you have to prove why you deserve a raise by demonstrating your “why”. Demonstrating your "why" Sara is adamant that you can’t go into a negotiation and say, “I’m worth more.” Instead, go in and say, “If... Read more
Limitation of Liability: Who Assumes Risk?
Jeanette Nyden—a contract and negotiation expert—works with clients to help them understand and master the contracting process. Part of that process is helping them understand the limitation of liability clause and how to properly draft it. But who owns the risk? Is it sales or procurement? Or is it a third party who should assume most of the risk? Jeanette breaks down the issues in a recent episode of Negotiations... Read more
The Difference Between Average and Great Salespeople
What helps people move from being average to being great? What’s the mindset difference? Marty Park believes that if you’re the business owner doubling as the sales manager and you have a team of 10 people, you’ll likely have two that kill it. They’re the ones that love cold-calling. They love being rejected because it brings them one step closer to a sale. They are enthusiastic about selling. He firmly... Read more
The Power of the Positive No
Jean Reyt emphasizes that at some point in your life, you'll have to make a stand. You’ll have to say “no.” If you don’t, people around you will suffer. If you’re someone who struggles to say no, you need to figure out why. Jean firmly believes there will come a day where you won’t say “no,” and you will regret it. I love the book that William Ury wrote called... Read more
Pretexting: How to Nail Your Negotiation Approach
Chris Hadnagy is brilliant. He is a master of the tactics and strategies required to persuade and influence. He shared a hypothetical in a recent episode of Negotiations Ninja. Base your pretext on the end goal Let’s say you’re about to enter a negotiation for a contract with a vendor. You know you’re up against other great vendors. The other problem? You know the other vendors are priced a little cheaper... Read more
Raphael Lapin’s Dispute Resolution Continuum
Raphael Lapin is a Harvard-trained negotiation, mediation, and communication specialist. Anything negotiation-related falls under his purview—including government entities, corporate entities, and individuals. In episode #248 of the Negotiations Ninja podcast, he shares the difference between mediation and arbitration and where each falls on his dispute resolution continuum. The role of negotiation and mediation in Raphael’s dispute resolution continuum In Raphael’s dispute resolution continuum, you start with direct negotiation on the... Read more