Negotiating via email, text, social media, Zoom, or any other virtual way of communication is tricky, at best. A written conversation doesn’t allow for reading body language, tone of voice, etc. So when you can’t pick up the phone or meet in person, are you doomed to fail? Or do you just need to master a different skillset? Giuseppe Conti shares the dos and don’ts of negotiating via written communication...
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Why do customers decide not to do something? How can you overcome customer indecision? How do you move someone past “maybe” and “I’ll think about it” to saying “no,” or—even better—saying “yes?” Matt Dixon and his team studied 2.5 million recorded sales conversations. They found that 40–60% of all opportunities are lost to no decision. And these are opportunities where the customer goes through the entire sales process, which can take...
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You’re a small organization about to enter a negotiation with a large company. You’re prepared to go in and sign the contract because simply doing business with them could be astronomical for your company. But just because you’re a small company doesn’t mean you can’t negotiate with Goliaths. In this episode of Negotiations Ninja, Christine McKay shares how you can strategically use contracts to negotiate better terms, even as a...
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When people think of negotiation—especially in Western cultures—they often think in finite terms. In a finite game, the rules are fixed until there’s a winner. In an infinite game, the rules change during play. It’s done so to bring as many people as possible into the play. The purpose of the infinite game is that things aren’t just about transactions or deals but revolve around a higher purpose. How does...
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George Siedel—a Professor at the University of Michigan—wrote a great book called, “Negotiating for Success: Essential Strategies and Skills,” in which he shares the importance of planning. He believes so strongly in planning that he gives away numerous negotiation planning tools for free. In this episode of Negotiations Ninja, we cover planning in negotiation, the 4th and 5th key numbers for financial consideration, and how to understand and consider life goals...
LISTEN NOWWhy do young people hesitate to negotiate? They need to be able to advocate for themselves, yet many hesitate to speak up. Jean-Nicolas Reyt, an assistant professor of organizational behavior at McGill University, is passionate about helping students become assertive. He teaches that the end result of negotiating is almost always better than not trying. Jean-Nicolas is chock full of advice that everyone can use to become better negotiators. (more…)
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How important is relationship-building in negotiations? Can you have a relationship yet still be direct without negatively impacting said relationship? Romina Muhametaj—A Sales Manager and Consultant—believes that relationship-building is the key to moving one’s career forward and closing more sales. She shares why in this episode of Negotiations Ninja! (more…)
LISTEN NOWWhen you approach a negotiation, you need to be ready, relatable, and reasonable. You have to be ready—do your research so that nothing surprises you. People help people they like, so it helps if you’re relatable. Lastly, you need to focus on finding solutions and be reasonable. Lynn Price believes that if you focus on being ready, relatable, and reasonable, you’ll see far more successful negotiations. She goes into detail...
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Matthew Pollard wrote “The Introvert’s Edge” to help the average introvert learn that their path to success will look different than an extrovert’s. Systems and processes will allow introverts to succeed, excel, and dominate their market. Introverts can only do so well “winging it.” In this episode of Negotiations Ninja, Matthew shares that when you focus on methodology and consistency, you end up the best in the business. Matthew jokes...
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Nikki Rausch “The Sales Maven” teaches salespeople how to have more effective sales conversations while maintaining rapport and keeping the relationship intact. She also teaches how to overcome the fear of rejection by fundamentally changing the way you view sales: It’s something you do with someone, not to them. Learn how to shift your mindset to overcome fear in this episode of Negotiations Ninja. Outline of This Episode [1:23] Learn more about Nikki Rausch...
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