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Negotiate the process

Negotiate the Process

So much can be said for preparation in negotiation, but even if you prepare, study, and have your questions ready, you can still hit a brick wall if you don't negotiate the process, understand and set expectations, and agree to next steps. It's quite dangerous to walk into a complex negotiation and begin shooting (even if you've prepared) without first discussing and agreeing to process on the things that will... Read more

Group conversation

Feedback Loops

How do you know how well you actually did in a negotiation? I mean, you have a result after the fact, but does that really tell you anything? Sure, you learn whether you got the result that you wanted. But getting the result doesn't tell you anything other that you got a result. Does it tell you what worked? Not really. Does it tell you what didn't work? Definitely not. Does it tell... Read more

Disappointed

I Lost a Sale

I lost a sale this week. Usually this doesn't bother me very much. But in this case, I was particularly upset. Not at the prospect, but at my self. After a thorough after action review of the sale, it became very clear that this one was all on me. What follows are the 3 VERY COSTLY lessons I had to painfully re-learn after I didn't make the sale: Lesson #1: Pride Comes Before a... Read more

Your Talent Counts for Nothing

I was telling someone the other day how much I love what I do. Ultimately you can boil down what I do to one simple thing: Talking to people. I love it. Then that person said to me, "Obviously you're going to say you love it, you're good at it and it's a talent of yours." I had to admit that they were right. It does come fairly naturally to me.... Read more

Negotiating a new salary

Negotiating a New Salary

I got a great question from a reader and old friend the other day that I thought would be kinda cool to write about today because I think everyone has faced this and when they do they likely think, "Well shit. How do I not shoot myself in the foot here?" But first, a quick shout out to my buddy for sending me this question (I'll remove his name, just in case... Read more

Price resistance

Price Resistance Starts With The Seller

This week I was reminded about the perception of value.  A friend of mine runs a new and thriving consulting practice and he reached out to me asking what I think he should price a new service at. Before I could answer he told me what he thought he should price it at.  I was blown away. Not by how much he was pricing it at, but at how little.... Read more

Confident

Master Your Body Language

Depending on the study you read, anywhere from approximately sixty percent to ninety percent of communication is nonverbal. Let that soak in for a second. Now ask yourself this question, "Is my body language congruent with the words that I say?" If you answered "yes" to that question, how do you know? Unless you consciously practice your nonverbal communication and train your body to communicate what you want it to, you're probably giving off different information... Read more

The Development of Patience

Jack Cambria is the embodiment patience and understanding. In a conversation I had with Jack (episode 50 of the Negotiations Ninja podcast), he said: "We have to have staying power and develop a rapport. And if we can develop that, it will lead to trust, in time. And there is a process. And that process is allowing people the time to work through their emotions and that takes time."Jack's background as... Read more

Breakthrough

Breakdowns are Potential Breakthroughs

"Don't take temporary set backs so seriously. Things are not over when we think they're over. I used to believe that when you have a breakdown in a negotiation, then that's it. What I learned after a while is that things are never over. It's over if the parties involved both drop dead, then MAYBE, it's over. Breakdowns are potential breakthroughs. Every exit is an entrance some place else." -... Read more

Perception Is Reality

One of my negotiation idols is Herb Cohen. In a conversation I had with Herb (episode 33 of the Negotiations Ninja podcast), the biggest golden nugget for me was the re-affirmation that perception is everything in negotiation. He said: "Perception is reality. Power is based upon perception. If you think you got it, but don't have it, you got it. If you think you don't got it, but have it, you don't... Read more