Three classic negotiation tactics in action

It was real and so cool.  Someone was using three classic negotiation tactics on me and how elegant and spontaneous. Let me explain nibbling, visual flinch and contrast The sales woman on the phone was trying to get me interested in a new online sales training tool that I could brand and sell onto my clients. Now I was interested as some clients ask about online learning and how this can be achieved for them and this company seemed to have the solution. I was interested and was sending out…

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Are you under-pricing yourself?

Have you ever under-priced yourself, settled for a low pay-rise, agreed a lower salary, negotiated a low bonus system, sold yourself at a small fee...if so I may have an answer for you.  Read on. My wife's Volkswagen Golf car developed a rather nasty scraping sound one morning as she took the children to school. After she told me, I thought the problem might go away, kind of ostrich syndrome, but it didn't. It was the last thing I wanted to take care of, being really busy at the time.…

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Just one more thing

I read last weekend of the sad loss of Peter Falk, 83, an actor famous for one particular part he played.  That of Lieutenant Columbo, the scruffy, cigar smoking detective. The TV programme which ran from 1971 to 1978 introduced us to Columbo, a short, shambolic-looking police detective who was always one step ahead of the criminal. He was famous for his catch phrase, "Just one more thing", which he would mutter as he headed to the exit. Let me tell you more about this because it is a magnificent…

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