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Negotiating to Maximize Profits (Popularity:  )
http://www.negotiationeurope.com
ESTABLISHING A NEGOTIATION CAPABILITY
6 reasons that underpin the establishment of a strategic organisational negotiation capability:
-Deals are becoming more complex it is just plainly not true any more to think that it is just about agreeing on the price.
-Sales teams are facing professional buyers in the marketplace buyers who are trained in negotiation skills and who see negotiations as a process.
-Competitive behaviour in the marketplace is increasingly becoming irrational ...
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Negotiating Do You Need To? (Popularity: )
http://www.collectable-postcards.com
Whilst browsing the internet I came across a number of articles on negotiating and having read several began to wonder who these people were negotiating with and why were they bothering to negotiate at all. I was amazed at the language used in the articles and the suggestion that you would want to negotiate with someone you know is going to con you, stitch you up or rip you off. ...
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Equal Pain or Equal Gain: Negotiate for a Win-Win (Popularity: )
http://www.millerheiman.com
If there’s one thing everybody knows about sales, it’s that serious negotiation starts when you and your customer or prospect sit down together to close a deal. Right?
Think again. In any successful negotiation, the real work begins long before either party comes to the table.
“When people hear the word ‘negotiation,’ they think ‘Oh, that happens at the end of the sales process,’” says Grande Lum, author of The Negotiation Fieldbook: ...
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Strategic Negotiations - Better Relationships - Better Deals (Popularity: )
http://www.millerheiman.com
Are you getting the results you want from your sales organization? If not, it could be possible that your sales force's negotiation skills need sharpening.
Negotiation is part of each step of the sales process, not a one-time event. It begins prior to the first sales call and ends with customer recognition of the value your product or service brought to his business. Successful negotiating, then, requires the right mindset, the ...
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Secrets of Successful Negotiators (Popularity: )
Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view. With persuasion, there is no compromising as there is in negotiation. Rather, the other party willfully and enthusiastically abandons their position to embrace yours.
This abandonment is not brought about by manipulation because the other party clearly sees the gains and advantages of doing business with you. Negotiation, on the other ...
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Winning Arguments (Popularity: )
Plato stated that every message should have a structure like an animal (head, body and feet), so too must our arguments follow an understandable pattern. A confused mind says "no." If the audience can't follow your facts or the substance of your message, then their brains will not accept your message. That's because there is no clear message to accept.
At one time or another, you have probably been in ...
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Negotiating Customer Agreements (Popularity: )
http://www.christianbusinessdaily.com
Every business needs to negotiate agreements with customers. The prophet Amos wrote, "Do two walk together unless they agreed to do so?" (Amos 3:3 NIV). Some agreements are pretty basic, such as a customer placing $5.00 on the counter and walking off with two gallons of milk.
Not all agreements are so simple. Many require some type of negotiation. Keep these factors in mind as you negotiate with your customers:
First, realize ...
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Foundations to Success (Popularity: )
Preparation is the magic ingredient to all successful negotiations. When negotiating, you have to be prepared for anything. You need to know the ins and outs, the intricacies of both sides. The more you prepare, the more knowledge you have, and the better you will do.
Skills, techniques and personality will never replace the concrete knowledge that can and will only be gleaned by doing your research and homework before ...
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Face to Face Negotiation (Popularity: )
In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Although the answer is undetermined, Face-to-face communication has been proven to have a greater possibility of alleviating miscommunication. When you're in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able ...
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Negotiation Hazards (Popularity: )
What might work wonderfully in one negotiation situation will not always be appropriate in another. The instant someone feels cheated, misled or taken advantage of, your opportunity to negotiate with her/him is over. Negotiation hazards tend to occur when you are taking a particular strategy too far.
Many rookie negotiators have a tendency to push the envelope a little too far. Their ambition as beginners is understandable, but it will ...
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