Jul 15, 2011
Here is a 4-part series of weekly posts on the Tactics of Successful Negotiation:1) Standing up for your value;2) Learning the pace of negotiation;3) Overcoming your demon voices; and4) Coming from Abundance–the real power. “Never go to the negotiation table...
Jul 15, 2011
Let’s talk about the negotiation itself. What I end up teaching my clients is that they must 1) stay the course, 2) watch their margins, 3) assume the true value of their offering, and 4) be prepared to walk away from a deal that doesn’t work for them.Sometimes...
Jul 15, 2011
Your demons play in your head and make you a weak negotiator: they say, “You really need this account,” or “They can get anyone to do this, they don’t have to choose me for this consulting work (or product mix).” “Can I really deliver what I am promising?” And even,...
Jul 15, 2011
Context is a powerful vehicle for your success in the world.You can come from Abundance (the trust that there is enough in the world for everyone – that is, your glass is half full and more will come soon), or from Scarcity (the surety you must compete for every small...
