A key element to mastering the art of negotiation is knowing the value of a deal and the limits of your interests. Going into an agreement, you should know how much you’re willing to sell a product for and the optimal terms that will benefit you or your company the most. Negotiation science has developed […]
What Is ZOPA Negotiation? Read More »
People have different communication styles. Individuals bring sets of experiences, skills, and tools that affect the way they interact with others, both at home and in the workplace. Individual communication styles also translate into how they negotiate. From these patterns of communication, five distinct negotiation styles have emerged: competing, collaborating, compromising, accommodating, and avoiding. They
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Multiple forms of sales take place every day in the corporate world. From B2B to B2C, a wide range of structures exists to diversify the market and provide the best goods to consumers. One of the most complex forms of sales is known as organizational selling. With organization selling comes a set of standards and
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The art of negotiation requires that people know the definitions of some confusing terms. Reservation price, BATNA, surplus, demand, ZOPA – these words can easily overwhelm a new negotiator. However, once you know the simple definitions of these not-so-simple words like “Reservation Price”, you will be able to use them with ease and authority and
What Is Reservation Price in Negotiation? Read More »
Many people say cold calling is a dead practice. With the rise of social media, email, and internet marketing, it’s easy to dismiss good old-fashioned phone calls as unnecessary. The stress of collecting phone numbers, making multiple calls to unexpecting strangers, and facing anger and hang-ups just isn’t worth the low sales yield. However, many
Tips for Cold Calling Scripts Read More »
Negotiation is a critical business skill for all sectors of an organization, from sales representatives to high-level leadership. However, for an optimal learning experience, a negotiation course or program requires more than PowerPoint lectures and worksheets. For a negotiations skills training course to be as effective as possible, students must obtain hands-on experience, learn tools
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When creating a brand, understanding your consumers’ needs is imperative for a successful campaign. Prior to distributing goods to the public, however, businesses need to spend some time researching how their product or service can answer their consumers’ needs. A sales analysis positions a business to become a prominent force within the market because it
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We understand that conducting contract negotiations can be overwhelming at times. Emotions can run high, and one party may feel as though their ideas are not being heard. Learning to approach talks in a more positive way, using principled negotiation, will help to avoid conflict. When you are at the negotiating table and you see
What Is Principled Negotiation & When To Use It Read More »
In a perfect world, prospects will accept your sales pitch without reservation and come to an agreement about price and other factors, becoming a revenue-generating customer. However, we know that negotiations rarely work out that way – otherwise there would be little need for sales training and the art of negotiation. We know that one
Overcoming Objections to Increase Your Sales Read More »
In some cases, such as when there is a fixed amount of value on the table, distributive negotiation is the preferred method to reach a desired outcome. While integrative negotiation typically involves several complex factors, distributive negotiation involves a process where the outcome revolves around one factor, such as price. For example, you might use
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