Are you familiar with the concept of gap selling? At its very core, it’s a problem-centric sales approach. Instead of being pushy with a product, a salesperson focuses on learning…
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In episode 138 of the Negotiations Ninja podcast, Dr. Claudia Winkler joined me to talk about negotiation for lawyers. One of the topics we touched on was that many lawyers…
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It’s far easier to build trust and rapport in person. You can shake someone’s hand and assess their body language. You can create a good first impression. Negotiators are struggling…
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Rich Ham—the CEO of Fine Tune—talks extensively about dispute resolution in episode 157 of the Negotiations Ninja podcast. Something he often comes across as a consultant is that suppliers owe…
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In a recent episode of Negotiations Ninja, Mark Davis shares the top three cultural intelligence traits you need to understand and master: dualism vs collectivism, universalism vs particularism, and linear…
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In episode 155 of the Negotiations Ninja podcast, Martin Rand—the founder and CEO of Pactum AI—joined me to talk about the future of negotiation. More specifically, we touched on how…
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Conversation skills are becoming somewhat of a lost art. Yet conversation is the #1 basic skill any good negotiator or salesperson must master, according to Rene Zamora. Rene joined me…
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The role of psychology in negotiation is quite fascinating. Understanding how the human brain works can lend you key insights into understanding the human psyche. Humans experience a variety of…
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It’s safe to say that the Coronavirus pandemic is a time of crisis for most businesses. The stakes are high—in some cases, the very survival of businesses—and it’s important to…
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Overcoming sales objects is a harrowing task. Many salespeople brace themselves for a coming objection and when it inevitably comes they handle the objection poorly. So that begs the question:…
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