Virtually all negotiators over-estimate their own weaknesses and the other side’s strengths. Try to take an honest inventory of each side’s real strong points and vulnerabilities. An analysis of the other items in the Preparation Planner should be a part of that inventory. Ask yourself if your vulnerabilities appear as weaknesses to the other side […]
5. Strengths and Weaknesses Read More »
Knowing your own realistic deadline in advance will tell you how much leeway you have before you take an entrenched position. Similarly, understanding the other side’s deadline may give you an edge or allow you to forego a point in order to gain somewhere. Deadlines are pressure points. Know where the pressure points are in
Your interests and theirs are the keys to getting past what seem like rock-hard positions. Interests are all about getting beyond what they say they want to what they might really want. In short, they are those things that you need the most, those things that mean the most to your side and, conversely, those
I am often asked whether or not the new Virtual Training technology will eventually eliminate the need for face-to-face training. I simply ask them: Did people stop going to church after Guttenberg printed the first bible? Let’s face it, distance learning started the minute Guttenberg finished with his printing press. In 1950, my dad learned how
Virtual vs. Live Training Read More »
Employing alternatives gives you the power of options. Going into a negotiation without options is like going into battle with one weapon. What if the battering ram won’t knock the door down? Did you bring grappling hooks to flight over the walls? If not, you’re not going to get inside. Alternatives make you less dependent
Knowing precedents gives you the power of the past. You can quote or cite, as well as learn from, those events that have already happened, thereby giving legitimacy and credence to your position. Knowing how similar transactions turned out in the past may also guide you in structuring this one. But don’t just focus on
The Seven Prep Steps of the Preparation Planner: 1. Precedents 2. Alternatives 3. Interests 4. Deadlines 5. Strengths and Weaknesses 6. Highest Goal/Walk Away Position 7. Strategy and Team The Preparation Checklist or Preparation Planner was created to serve as a tool for people from all walks of life to deal with the pressure of
Out Prepare to Out Perform Read More »
For over 15 years, SNI has been conducting training programs and providing real deal consulting services that have helped our clients generate and save millions of dollars and secure long-lasting partnerships. While we are undoubtedly proud of these accomplishments, we’re also extremely excited about the next evolution of our company: Virtual Training Partners. For year,
One of the toughest sales jobs in business today is that of the pharmaceutical sales representative. There are so many barriers to the traditional process of selling…limited access, managed care, limited resources and generic drugs in a time when every patient and physician is hyper-sensitive to costs. According to SK&A Associates, a leading provider of
Pharmaceutical Sales: How to Stand Out Read More »
Negotiations deadlock for many reasons. When both sides refuse to budge, it’s time to be creative. Here are some guidelines to get the other side talking again: Start Over. When Ronald Reagan and Mikhail Gorbachev deadlocked during arms talks, Reagan reached across the table and said, “Hello, Mikhail, my name is Ron, and I think
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