Jacqueline Twillie’s LATTE Negotiation Framework
How do we help women negotiate with confidence and close the gap? Jacqueline Twillie developed the LATTE Negotiation Framework to help women bridge the gap. She was preparing for a negotiation talk and wanted an acronym. She needed a simple way to break down negotiation that would ease nerves and open people’s minds to hear what she wanted to deliver. It’s a five-party acronym that’s a checklist. A pilot has... Read more
The Post-Settlement Settlement
Is there a way to optimize an agreement that’s already been made? Is there still time to make it better? What is the post-settlement settlement? Many people don’t see negotiation as a creative problem-solving process. They see it as haggling or bargaining. However, the point isn’t just to reach an agreement—but to reach an agreement that meets your needs as best as possible. Dr. Weiss was completing negotiation training with... Read more
Adapting to New Negotiation Technology
Keld Jensen is seeing more and more companies close to coming up with a negotiation tool based on AI. Technology speeding up will be another outcome of coronavirus. It’s coming quicker than ever before. Tedious and boring parts of negotiation will and are being automated. Those that buy millions of something multiple times a year could be offloading that task to software that can do it better. Pactum AI Pactum... Read more
Want to Stand Out As a Salesperson? Here’s How
If you want to differentiate yourself from the competition as a salesperson, what do you do? How do you make your product or service stand out? How do you stand out as a salesperson? Tom Williams argues that you need to start by understanding where you fit in the process. How is your procurement counterpart looking at the sale? Take a look at the Kraljic matrix. The Kraljic matrix The... Read more
The Roles of Happiness vs. Pleasure in a Negotiation
People, ultimately, want to be happy, i.e., experience the feeling of well-being. But happiness is relative. It’s based on what people value. What makes them happy might be meaningless to you. As human beings, we have a limited amount of time, money, energy, and resources. Because of this, we must constantly make choices, often unconsciously. Every decision someone makes is based on whether they believe it will bring them closer to happiness... Read more
Concession + Compromise: Do They Have Any Place in Negotiation?
Compromise is touted as a tactic that is a normal part of the negotiation process. It’s a “negotiation-saver.” When you reach an impasse, it’s as simple as a compromise, and the deal is done. But it couldn’t be further from the truth. Allan Tsang shares his thoughts on the topic in an episode of Negotiations Ninja. Myth: Any deal is better than no deal Let’s say you want to sell a widget... Read more
Michelle Seiler Tucker’s 6 P Method to Exit Rich
In a recent episode of the Negotiations Ninja podcast, Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines her 6 P method that any business owner can use to exit rich. P #1: People Everyone’s likely heard Zig Ziglar’s quote, “You don’t build a business, you build people, and they build the business.” It’s no cliche—it’s 100% true. You can’t sell... Read more
Jeb Blount Prepares for a High-Stakes Negotiation with These 3 Rules
In a special episode swap with the Sales Reinvented podcast, Jeb Blount points out that if you don’t know how to negotiate, you won’t make a profit. You’ll just be giving things away. Jeb wrote his book “Inked” as a sales negotiation book. If you don’t negotiate well, you’re essentially giving away your paycheck and company profit. How does Jeb Blount prepare for a high-stakes negotiation? Jeb embraces a few... Read more
“Just Imagine” = “Once Upon a Time” For Adults
Phil Jones has been an entrepreneur since childhood. By the age of 15, he was earning more money than his teachers. He side-stepped going to university and had a successful corporate career in sales leadership. He started a small sales training business that has since grown so that he mostly speaks around the world for a living. He’s spoken in 59 different countries on five different continents, helped over 800... Read more
Managing Multiparty Negotiations
Multiparty negotiations will most likely be some of the most difficult negotiations you’ll face in your career. Managing expectations of multiple parties can be overwhelming. Finding a solution that makes everyone—or most everyone—happy is even harder. In a recent episode of the Negotiations Ninja podcast, Mihai Isman shared how he manages multiparty negotiations. If you keep these things in mind before you even begin the process, the chances of success... Read more