10 Reminders to Prepare for a Negotiation

Preparation has been hammered into salespeople’s brains since the beginning of time. Some even put rhyme to it involving 3 Ps equalling 3 Ps. Google it if you wish, it's quite amusing. The problem is that the vast majority of salespeople don’t put in the miles when it comes to preparation and many get away with it when selling. However, you won’t get away with it when negotiating; this skill requires plenty. Let me give you ten reminders, in no particular order. Figure out what’s low cost to you but…

Read More

Higher Authority In Negotiation

For those of you that know me, I’m a nice guy; I find it challenging to play the “hard-nosed” character in business, it just doesn’t come naturally to me. So in 1991, I found it difficult to push back on my lodger who wanted a couple of days’ grace to pay his rent. Instead, I let him off, and the following month the same thing happened. Tearing my hair out, I had an idea. The next lodger I would pull the story that I was operating on behalf of a…

Read More