Anchoring in Negotiation: How the First Number Wins the Deal
Table of Contents Why the First Number Has Disproportionate Power What Anchoring Actually Does The Fear of Going First How to Anchor Effectively Countering an Anchor That’s Not Yours A Word on Reciprocal Anchoring The Bottom Line There’s a number in every negotiation that matters more than any other.
Read MoreYour Opening Statement: The Secret Weapon in Every Negotiation
Table of Contents Why It Matters More Than You Think The Three-Step Opening Statement Formula Step 1 — Set the Agenda Step 2 — Anchor Your Position Step 3 — Introduce a Sanction A Special Word for Sales Professionals The Bottom Line In negotiation, most professionals obsess over tactics, counteroffers, and closing techniques.
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No Matter Which Side of the Table You Are — Strategic Deals Need Strategic Negotiators
Whether you’re closing multi-million-dollar sales or sourcing critical contracts, one truth holds: Strategic Deals need Strategic Negotiators.
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Every Salesperson is an Entrepreneur, Every Customer is an Investor, Every Conversation is a Pitch
When I prepare for strategic negotiations, I don’t walk in as a trainer, consultant, or salesperson.
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Managing Rejections in Negotiations: Strategy and Balance
Table of Contents Understanding the Nuances When to and when not to use persuasion Strategic use of persuasion The moment of mindfulness In every negotiation, the possibility of rejection is as real as the hope for agreement.
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