Negotiations Ninja Blog – Page 11

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The Danger of the Escalation of Commitment

"We have to move forward with this decision,.....we've already spent the money!" The escalation of…

Mark RaffanMarch 13, 2019

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The Danger of Confirmation Bias

"I knew I was right! That explains everything exactly as I has suspected!" Confirmation bias…

Mark RaffanMarch 6, 2019

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Pro to Know

Folks, forgive me a little time in the sunshine. On Friday, I was announced as…

Mark RaffanFebruary 27, 2019

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The Awkward Sound of Silence

Silence may very well be one of the most powerful skills you can develop in…

Mark RaffanFebruary 20, 2019

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Optimism Bias

It's funny that sometimes the things that makes some of us most successful can also…

Mark RaffanFebruary 13, 2019

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7 Steps to a Successful Sales Meeting with Procurement

So what happens once secure your first sales meeting with procurement? As with public speaking, so…

Mark RaffanFebruary 6, 2019

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If You Don’t Read This, You’ll Lose A Lot of Money

"If I could show you how to 10x your negotiation results, how would that change…

Mark RaffanJanuary 30, 2019

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Be Quiet

Be quiet. Shut up. Don't say another word. Let the other party speak. We so…

Mark RaffanJanuary 23, 2019

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Negotiate the Process

So much can be said for preparation in negotiation, but even if you prepare, study,…

Mark RaffanJanuary 16, 2019

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Feedback Loops

How do you know how well you actually did in a negotiation? I mean, you…

Mark RaffanJanuary 9, 2019

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I Lost a Sale

I lost a sale this week. Usually this doesn't bother me very much. But in…

Mark RaffanJanuary 2, 2019

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Your Talent Counts for Nothing

I was telling someone the other day how much I love what I do. Ultimately…

Mark RaffanDecember 26, 2018

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