Archive for August, 2010
Wednesday, August 18th, 2010
While working with one of my sales negotiations students the other day I was asked a great question that I don't often hear. The student had reported that she was feeling frustrated because she was working on a number of deals and when it came time to negotiate, the actual ...
Posted in Negotiation Tips | No Comments »
Tuesday, August 17th, 2010
Buy it now $57.43Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from ...
Posted in Negotiation Tips | No Comments »
Monday, August 16th, 2010
There is a world of difference between what something is worth and what it costs. Things that cost little to produce can carry high price tags, and vice versa. Cost is subordinate to worth from a negotiating standpoint.Worth analysis can shed more light on another party's needs than volumes of ...
Posted in Negotiation Tips | No Comments »
