Can You Just Ask?
I used to have a friend and colleague that used to say, "Half of the getting is in the asking." Can you get something simply by asking? Is it really that easy? It's a good question. And the answer is "yes",....but its also, "no". I think the issue lies in that we don't ask enough. Not only do we not ask enough, but we really don't ask, period. We assume... Read more
Say ‘No’ In Negotiations
This post was going to be about the simplicity of asking for something but I got all revved up today about a topic that I hold very near and dear to my heart. So, I'm going to write about that topic instead. Strike while the iron is hot as they say. Anyway, I'm getting off topic. Here's my rant: LEARN TO SAY "NO"! Negotiators don't say 'no' enough. Why do... Read more
How Do Americans Negotiate?
Americans are some of my favourite people. They're direct, creative, and most importantly, they believe they can always cut a deal (even when they can't - most Americans reading this right now are probably saying something like, "You don't get to tell me that I can't, I'll show you!"). In my experience, styles of negotiation are very regional in America. People on the west coast tend to be laid back... Read more
Tapering Concessions In Negotiations
You know what sucks?!? Conceding. But you know what sucks even more than conceding? Conceding more than you have to or should. It may surprise you to find out that there's actually a method to conceding that reduces the amount of money/risk/warranties you might lose. And that same method conditions the other party into believing there's not much more to gain and creates perception that asking for more isn't worth... Read more
Take It Or Leave It!
'Take it or leave it' is rough when you hear it. Really rough. And when you use it, sometimes you can pull it off and sometimes you can't. Obviously if you have all the leverage, it's much easier to pull off. And it doesn't mean you have to use, "take it or leave it". You could say something like, "That's it, we don't negotiate." But, I actually don't recommend using... Read more
Always Be Closing Is BS
ABC - Always Be Closing. It's been the sales war cry and tagline for sales for generations. Sales people always quote a movie like Glengarry Glen Ross and beat their chests to it. But the truth is, it's really bad advice and total BS. If you're ever in training for complex or technical sales in a B2B environment and someone tries to teach you this, walk out and don't look... Read more
Managing Conflict In Negotiation
Having spent a career in negotiation, managing conflict has become part of my life. I've been on the receiving end of screaming, swearing, and threats of physical violence. Conflict is inevitable in negotiations. It won't happen all the time, but it will happen some of the time. So when conflict in negotiation arises, what do you do next? The first time someone ever screamed at me in a negotiation it... Read more
Read (And Seek to Understand) The Contract
If I could count the amount of times that I've dealt with someone that has gotten caught signing something that they didn't agree to/didn't understand, well....I'd have a big number (It's happened to all of us, so don't be embarrassed). Then, when that person realizes that they get less/own less/have to wait longer or they have to pay more/do more/move faster the line you hear most often is, "Well, in... Read more
Acting Lost In Negotiations 9The Columbo Technique)
Columbo (with his shabby raincoat, his cigar, and his generally 'lost' demeanor) was a hero of mine growing up (him and Angela Lansbury in Murder She Wrote). He seemed to fumble his way through things and his genuinely curious and interested personality always seemed to get the better of him. He claimed confusion on just about everything and by doing so got the other party (the suspects he was investigating)... Read more
Dramatic Pause In Negotiation
Good negotiation and good public speaking are very similar in a lot of ways. And it's probably easiest to describe dramatic pause by relating it to good public speaking. Ever seen Barack Obama speak? Barack Obama is a master of the dramatic pause. I don't care what you think about him or his policies, but that man knows how to create dramatic effect in a speech. He controls his speeches... Read more