When a person is under pressure or in a difficult situation, their emotions can start to get the best of them. Even the best solution to their problem may be missed because they are so caught up in the situation. The best way to deal with this situation is to downshift emotions as much as […]
Listening With Our E.A.R. Read More »
An article by Cynthia Crossen from The Wall Street Journal a few years back reported that, “Most people speak at a rate of 120 to 150 words a minute, but the human brain can easily process more than 500 words a minute, leaving plenty of time for mental fidgeting.” Herein lays one of the great
One of the best ways to make a deal—and keep making future deals—is to create a relationship with the other side. If you can find a connection that goes beyond just business you can make better deals now and in the future. These connections, however, have to be real. A fake connection can be seen
A Quick Guide to Links, Connections, and Common Interests Read More »
The room is dark and hazy. The man across the table from you puffs on his cigar. A cloud of smoke slowly plumes out of his mouth and rises towards the low-hanging overhead light above the table before dissipating into the air. A small bead of sweat begins to trickle down your forehead. Without unlocking
Unlocking Deadlocks Read More »
Make sure to check out our colleague, Jeff Cochran, as he speaks at the Training Conference and Expo 2012 in Atlanta, Georgia. He will be speaking on Wednesday, February 15th from 12:15 PM – 3:15 PM at the Georgia World Congress Center. His presentation is based on the award-winning book, The Power of Nice: How
Jeff Cochran Speaking at Training Conference and Expo 2012 Read More »
The third and final step in our three part series on negotiating the purchase of a used car is to propose. After you have done your preparation by determining the “standard” price for the car you want to purchase, and after you have asked the questions listed in our previous post on probing, it is now time
Negotiating for a Used Car – Step 3: Propose Read More »
In the second part of our three part series on negotiating the purchase of a used car, we will teach you how to effectively probe. After preparing for your car purchase, you need to dig for information behind the other side’s position– determine the real interests or needs of the private seller/dealer– this is what probing
Negotiating for a Used Car – Step 2: Probe Read More »
Due to our involvement with NBA teams, SNI has been keeping a close eye on the NBA lockout. The following link is to an interesting article on the NBA’s labor negotiations. Click here to view the article
NBA Labor Negotiations Read More »
Trust by verify, it sounds good in theory, but how can it really be implemented? At SNI, we typically advise our clients not to make adjustments to their prices when a potential buyer claims that one of their competitors is cheaper until they see hard evidence. I asked my colleague, Jeff Cochran, for his thoughts, and
Trust By Verify with Jeff Cochran Read More »
Getting a Raise Using the Prep Planner: In today’s economic environment, it is harder than ever to get a raise at work. On the other hand, people who have not had raises in several years may be in a great position to get that raise. When we talk about effective preparation, it is important to
Getting a Raise Using the Prep Planner Read More »
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