People don’t always appreciate your value. They need to know why they should deal with you. So you must position yourself, so you feel legitimate. Deborah Kolb likes to tell…
Read More
Richard Shell believes that you have to know yourself to know your values. And unfortunately, many people aren’t clear on what their values actually are. How do you discover that?…
Read More
In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft talks about some of Aristotle’s principles of persuasion. What are those three principles? Pathos: Pathos is…
Read More
Let’s say you’re a procurement professional working to manage spend for labor contracts. You’ve broken down the hours, and you even understand the allocation of cost. You’ve done your homework…
Read More
Rebecca Zung has become popular in the world of negotiation because of her expertise in negotiating with narcissists. She runs both a YouTube channel and a podcast with the goal…
Read More
Dr. Mark Goulston recently took part in an interview about delegating effectively. So what does Dr. Goulston believe is the best way to delegate? He once heard a Senior Sales…
Read More
One of the things that makes Michael Reddington’s skin crawl is the phrase “buyers are liars.” He emphasizes that it’s not true, not any more than anyone else. Everyone has…
Read More
Many people approach sales as if they are going to be working as a “lone wolf” the entire time. But David Perry prefers to assemble a dream team. What does…
Read More
According to Deb Calvert, the purpose of a rationale question is to understand the decision that has been made and what has gotten you to the point you’re at in…
Read More
Susan Walsh firmly believes that you have to know how much you’re spending, what it’s being spent on, and the competitors you’re spending it with. But how many companies know…
Read More