Closing the Deal: How Negotiation Training Facilitates Faster Sales Cycles
When it comes to negotiating, especially in the sales world, too often, companies are simply not prepared in any facet. People tend to think negotiation is only a soft skill. Either you got it, or you don’t. This way of thinking is why companies with no formal negotiation processes or training in place show a 63 percent decrease in net profit. Investing in negotiation training is one of the best... Read more
Measuring the Impact: Metrics to Track the Success of Conflict Resolution Training
Conflict is bound to happen, whether it’s between clients, colleagues, or stakeholders. It is as a part of life, as anything else. Conflict resolution is a key skill that’s valuable within any organization. Unfortunately, many people have trouble seeing the value of conflict resolution training. One common inquiry that is posed when it comes to conflict resolution courses is how do you track and measure its success? What metrics would... Read more
Build Rapport with Glen Poulos’s “Watch Your Weekend Problem” Strategy
Glenn Poulos has been in sales since 1985. His first six years in sales were spent as an employee. When his company wouldn’t allow him to start his own spin-off, he quit and started his own company—which he ran for 15 years. He sold that company and started another, Gap Wireless, which he also ran for 15 years and sold in February 2022. In each of his companies, he bought... Read more
Conflict Resolution as a Key Pillar of Employee Wellness
Conflict is one unavoidable component of life. No matter how you attempt to evade and avoid it, it is bound to happen. Workplace conflict, as we all can relate to, differs wildly from other forms of conflict we handle. It can feel unavoidable, stressful, intense, and mentally straining. When workplaces don’t have avenues for their employees to be able to resolve their conflicts, the result is unsurprising. Poor employee wellness... Read more
Kelli Thompson Tackles 3 Salary Negotiation Myths
Kelli Thompson spent 15 years climbing the ladder in corporate banking. She left to work for a tech company and oversaw their HR. After that, she worked for a leadership development consulting company, which gave her her first taste of entrepreneurship. She started her own corporate practice in 2019. She specializes in helping women lead with clarity and confidence. Part of her work focuses on helping women confidently navigate salary... Read more
Leverage the Principles of Stoicism to Remain Objective in Negotiations
Can you take something subjective and make it objective? Is it possible? Negotiators can be so focused on their own arguments that they lose objectivity. Lacking an objective perspective can prevent you from finding common ground. According to Doug Witten, if you can see situations objectively, without judgment, you’ll perceive things more accurately and make better decisions. Embracing stoicism might be just what you need to be objective. Stoicism places... Read more
A Tribute to the Late Roger Dawson
Roger Dawson was the founder of the Power Negotiation Institute, a prolific author, and one of the country's top experts on the art of negotiating. In a recent episode of Negotiations Ninja, Roger’s wife, Gisela, joined me to share more about his life and the legacy he leaves behind. Gisela and Roger’s love story Gisela was born in Germany during the war. Roger was born in London. She came to... Read more
How a Mutual Action Plan Leads to More Sales
Donald Kelly, “The Sales Evangelist,” seeks to help salespeople build their pipeline and convert more deals. One of the key ways to start the process is by seeking first to understand, which we cover in-depth in episode #399 of Negotiations Ninja. But another key part of the process is creating a mutual action plan. What does that mean? What does it look like in the sales process? Creating a mutual... Read more
Establishing Agency in Negotiation
What is agency? Agency is the capacity of individuals to have power over their choices and what happens to them. Beth Fisher-Yoshida—professor and program Director of a Master of Science in Negotiation and Conflict Resolution at Columbia University—emphasizes that we create our situations. We create our relational dynamics and communication effectiveness. We have agency over what happens to us. Because we create it, we have a role in modifying it if it’s not... Read more
Investing in Conflict Resolution Courses: A Strategy for Employee Retention
Today, the job market is more competitive and oversaturated than ever before. The result? Attracting and retaining top talent is a priority for organizations striving to maintain a competitive edge. Employee turnover can be costly, not only in terms of recruitment and training expenses but also in the potential loss of institutional knowledge and disruption to team dynamics. While many factors influence an employee's decision to stay or leave, investing... Read more