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sustainable negotiation

What Is Sustainable Negotiation?

What is meant by the “completion” of a negotiation? Is it when the deal is signed? And how do you maintain the relationship once your negotiation is complete? Eliane Karsaklian has developed the concept of building sustainable relationships, which she calls “sustainable negotiation.” What is a sustainable negotiation? Eliane based sustainable negotiation on the laws of physics. She’s learned that most decisions that are made in negotiations are short-term. Short-term... Read more

Negotiation Training

How a Negotiation Course Will Empower Your Sales Team to Produce Better Results

Your sales team is the lifeline of your company. Without sales, revenue evaporates, and you have no business without revenue. For this reason, you must ensure the skills of your sales force remain sharp. What does that mean in practical terms? Your sales team must continually improve their abilities and grow their knowledge to produce the best results possible—this is where negotiation training can be beneficial.  A negotiation course is... Read more

How to Win the Negotiation with Yourself

One of the hardest challenges of any negotiation is winning the negotiation with yourself. You’re familiar with your inner dialogue, right? You’ll ask yourself things like: Can I do that? Will he do that? Is this good enough? You’re always negotiating with yourself, whether you’re conscious of it or not. But if you can win that negotiation, you’re 90% of the way there. You have to think positively, be willing... Read more

The holy sales trinity

The Holy Sales Trinity

According to Sales Guru Carson Heady, the “Holy Sales Trinity” consists of your company, your customer, and you. You have to understand what is a win for each of these people and prioritize them. You have to understand their priorities, key timelines, perspectives, budget, milestones, etc. As you work through a deal, you have to tie everything to the spirit of the partnership. Your responsibility is to understand the process... Read more

Why Flexibility is Important in Negotiation

Flexibility means being aware of everything that is happening and adjusting to the situation. Svitlana Kaltisun believes that the more flexible you are, the better the outcome of your negotiations, whether it’s negotiation over a job, communication with a client, or ending a war. Svitlana used to wonder how people could change their minds so easily, sometimes overnight. She admits in the past that she was immovable in her opinions... Read more

Building trust in your organization

Building Trust in Your Organization 

Debra Roberts is a self-proclaimed conversation expert, and rightfully so. She developed the “Relationship Protocol Communication Model,” a way of communicating with your employees or loved ones (and everyone in between). She also has a clinical background as a Licensed Clinical Social Worker (LICSW) and is both a trauma and business consultant. Everyone knows that to build a thriving organization, you need a foundation of communication and trust. But building... Read more


Collaboration is Key with Scope of Work Clauses

A problem—that I see often—is that after contract execution, companies realize that they aren’t getting the full value of what they thought they were going to get. How do you prevent that from happening? Do you write the scope of work clause broadly, so it can flex? Jeanette Nyden points out that the Covid lockdown impacted the US ports. 4-6 months after the recording of this episode, the supply chain... Read more

The Basics of Negotiating with Investors

Zack Storms founded a non-profit called Startup TNT, a community that works not only to educate potential investors but to bridge the gap between investors and founders looking for funding. TNT has created a safe space for founders to negotiate and navigate the challenging system without fear they’ll do something wrong. It’s about building a supportive community where you can learn and grow. The process can be overwhelming when founders... Read more

How to Win Arguments (On Substance OR Procedure)

Most negotiators understand the basic premise that a contract is a decision that you've agreed to, usually in written form. But what happens when a question comes up? Two parties often want that question answered differently. You both refer to the agreement that you made. You know you’re bound by that agreement. The question, then, is how you interpret those words and understand what you agreed on. In episode #311... Read more


Using Second-Level Assessment Questions to Navigate Differing Perceptions of Value

During an interaction with a prospective customer, do you find ways to give them value? 80% of buyers say they don’t get anything of value from salespeople. The problem is that salespeople think they’re offering value. But there’s a gap between what they perceive as valuable and what the customer perceives as valuable. It’s a major problem. If your buyers don’t perceive the value, it doesn’t matter. What can you do? Ask... Read more