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Compromise is touted as a tactic that is a normal part of the negotiation process. It’s a “negotiation-saver.” When you reach an impasse, it’s as simple as compromise, and the deal is…

In a special episode swap with the Sales Reinvented podcast, Jeb Blount points out that if you don’t know how to negotiate, you won’t make a profit. You’ll just be…

Phil Jones has been an entrepreneur since childhood. By the age of 15, he was earning more money than his teachers. He side-stepped going to university and had a successful…

Multiparty negotiations will most likely be some of the most difficult negotiations you’ll face in your career. Managing expectations of multiple parties can be overwhelming. Finding a solution that makes…

When choosing between different venture funds, how do you negotiate if there’s a gap? What if you like one over the other, but they’re offering far less? In a recent…

When people who are uncomfortable with conversation see someone really good at it—someone who can read verbal cues, body language, etc.—they feel at odds and weak. They’re afraid that they’ll…

Nonverbal behaviors (such as facial expressions and body language) are things that we aren’t always consciously aware of. But when negotiators jump on video conferencing, it’s important to continue to…

Many salespeople and negotiators don’t close deals because the other party can tell they don’t care. They can tell it’s just another push to meet a quota. People know when…

Now that you’ve agreed to negotiate, you need to learn what things are sacred to the counterparty. How can you avoid attacking or questioning those areas? When you have to,…

Movies like The Wolf of Wall Street and Boiler Room highlight everything that’s wrong with the sales profession. They’re the worst sales movies. Those salespeople tried to manipulate and convince…