Unpopular Opinion: Bad Data is Worse than No Data
Susan Walsh firmly believes that you have to know how much you’re spending, what it’s being spent on, and the competitors you’re spending it with. But how many companies know what they’re spending their money on? Most of the clients that approach Susan don’t have classified data. Of those that do, it’s worse than not having data all. Why? Because dirty data is immensely misleading. Susan emphasizes that “You can... Read more
The Post-Settlement Settlement
Is there a way to optimize an agreement that’s already been made? Is there still time to make it better? What is the post-settlement settlement? Many people don’t see negotiation as a creative problem-solving process. They see it as haggling or bargaining. However, the point isn’t just to reach an agreement—but to reach an agreement that meets your needs as best as possible. Dr. Weiss was completing negotiation training with... Read more
Concession + Compromise: Do They Have Any Place in Negotiation?
Compromise is touted as a tactic that is a normal part of the negotiation process. It’s a “negotiation-saver.” When you reach an impasse, it’s as simple as a compromise, and the deal is done. But it couldn’t be further from the truth. Allan Tsang shares his thoughts on the topic in an episode of Negotiations Ninja. Myth: Any deal is better than no deal Let’s say you want to sell a widget... Read more
Michelle Seiler Tucker’s 6 P Method to Exit Rich
In a recent episode of the Negotiations Ninja podcast, Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines her 6 P method that any business owner can use to exit rich. P #1: People Everyone’s likely heard Zig Ziglar’s quote, “You don’t build a business, you build people, and they build the business.” It’s no cliche—it’s 100% true. You can’t sell... Read more
Managing Multiparty Negotiations
Multiparty negotiations will most likely be some of the most difficult negotiations you’ll face in your career. Managing expectations of multiple parties can be overwhelming. Finding a solution that makes everyone—or most everyone—happy is even harder. In a recent episode of the Negotiations Ninja podcast, Mihai Isman shared how he manages multiparty negotiations. If you keep these things in mind before you even begin the process, the chances of success... Read more
How to Avoid Manipulation—While Staying Vulnerable
When people who are uncomfortable with conversation see someone really good at it—someone who can read verbal cues, body language, etc.—they feel at odds and weak. They’re afraid that they’ll be manipulated. How do you overcome that fear? If you feel you’re being manipulated by someone, what cues do you watch out for? Chris Hadnagy shares that everyone is vulnerable. As a security consultant and hacker, Chris has sent over... Read more
How to Have Conversations About the Sacred
Now that you’ve agreed to negotiate, you need to learn what things are sacred to the counterparty. How can you avoid attacking or questioning those areas? When you have to, what do you do? How do you have conversations about the sacred? According to Daniel Shapiro, it always comes back to building a relationship. If you want to talk about something deeply meaningful, everyone needs to feel safe. They need... Read more
Sales Simplified: It’s The Transfer of Enthusiasm
Movies like The Wolf of Wall Street and Boiler Room highlight everything that’s wrong with the sales profession. They’re the worst sales movies. Those salespeople tried to manipulate and convince people with tactics that trap them. Yes, 20% of the profession are charlatans just trying to make a buck. But 80% are just trying to make a connection. There’s a huge difference between influence and manipulation John states “I don’t... Read more
What does the Cost of Inaction Really Cost?
Most people don’t truly understand what the cost of inaction is costing their organization. Conversely, it’s quite easy to see what an action is costing them. So how do you bridge the gap? How do you get someone to embrace necessary change when the cost seems so high? Professor and noted author Jonah Berger shares his thoughts that are outlined in his most recent book: The Catalyst: How to Change... Read more
The 4 Most Common Types of Bias
What are the most common types of Bias? How do they influence a negotiation negatively? In episode 151 of the Negotiations Ninja podcast, Dan Lappin talked about the dangers of the biases that we bring into the sales process. Your inherent bias influences every question you ask and decision you make. The best way to overcome bias is to cultivate an awareness of the baggage you’re bringing to the negotiating... Read more