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
The Forgotten Piece of Negotiation: Networking
Tim Castle is a sales coach, professional development coach, and the best-selling author of a book called, “The Art of Negotiation,” He works with students and companies on all things sales, business development, and negotiation. He firmly believes that success hinges on “believing it’s possible.” Tim spent 10 years negotiating for a living. During that time, he saw many people approach a negotiation with a single approach. They’d come in... Read more
The Power of Advanced Negotiation Techniques in Boosting B2B Sales Metrics
When it comes to B2B sales, achieving success goes beyond just closing deals—it involves a sophisticated interplay of communication, relationship-building, and negotiation skills. Advanced negotiation techniques play a pivotal role in driving B2B sales metrics to new heights. And whether you’re investing in a negotiation training course or learning through trial and error, the importance of this concept remains the same. So in this article, we’ll explore the intricacies of... Read more
ROI of Negotiation Training: The Compounding Returns of Skilled B2B Sales Negotiators
In today’s fast-paced world of business-to-business (B2B) sales, negotiation skills are the cornerstone of success. The ability to navigate complex deals, build rapport, and secure favorable terms is instrumental in driving growth and profitability. Recognizing the significant impact of skilled negotiators on the bottom line, organizations are increasingly investing in negotiation training. In this article, we explore the tangible return on investment (ROI) that arises from cultivating skilled B2B sales... Read more
When Back-Channel Negotiations Aid the Negotiation Process
When you go somewhere where you don’t have a contextual understanding of the culture or people, it’s challenging, to say the least. That’s why Nokukhanya (Nox) Ntuli believes that a mediator’s strengths have to do with their ability to connect with people. Of course, Nox contracts with local mediators and interpreters to gain some cultural context. Their expertise complements each other, and they work holistically to resolve the conflict. Through... Read more
The Role of Conflict Resolution Courses in Building a Harmonious Workplace
Today's fast-paced and interconnected business landscape requires a harmonious workplace; moreover, this is not just a utopian ideal, it's a vital necessity for the success and growth of any organization. Harmony while on the job assists with streamlining problem-solving and can even contribute to employee satisfaction. And one of the critical components of achieving this harmony is effective conflict resolution in the workplace. As human interactions are bound to involve... Read more