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Blog. How to Overcome Common Objections and Accelerate Your Sales Cycle. One of the most common phrases in any sales process is “Let me think about it.” Many salespeople interpret this response as rejection. In most cases, however, it does not mean “no”; the customer still lacks the information, the [...]
Attitudes and Aptitudes for Negotiation. Effective Negotiation. The key to successful effective negotiation. Hello, friends. In this final installment of our effective negotiation series, we discuss attitudes and aptitudes for negotiation, as suggested by the Harvard method. Revisit our previous article on the 4 strategies of [...]
The 4 Players in Negotiation Hello, friends. Continuing our Effective Negotiation series, today we discuss the 4 key players. Discover our course: Effective Negotiation +Info There are 4 important negotiation players who can help unblock progress, accelerate it and achieve objectives, but whom we do not always consider, [...]
Discover the 4 key pillars of negotiation Hello, friends. Continuing our negotiation series, we recently discussed the importance of understanding the conflict clearly. Before negotiating anything, ask: What is the conflict? With whom? Is it an individual conflict, [...]
The Strong, Assertive Negotiator. What Is Effective Negotiation? Effective negotiation is an indispensable competency for middle management and above, or whenever we begin taking responsibility for managing staff. No good executive should lack it. Negotiation has become a science, an art [...]
Over the last 10 days, after a long break, I had to pack again and travel for several days. The year's final months are extremely busy for us, with every hand at JST&C working at a frantic pace. For yours truly, your friend, this [...]
From Negotiation to Stress Management. Recently, I had the pleasure of delivering our “Effective Negotiation” training to a dear client and friend, developing skills that are always needed, mainly in purchasing (many people believe these techniques should be learned only by the [...]
