When preparing for a negotiation - whether we're asking our boss for a raise, or selling our products or services to a client - we often work and rework the numbers and think endlessly about tactics and strategies. Of critical importance, but often overlooked, is the negotiating style of the individual with whom we'll be
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As someone who travels a lot, I’m often asked, “Bob, you speak and train and consult in all these different situations and cultures... how can that work?”
It’s a good question, and maybe best answered
As someone who spends a great deal of my time observing, studying, and teaching professional salespeople how to negotiate higher profits, I can pass on without reservation certain truisms:
- Most salespeople want to do a better job of negotiating - they want to make a significant contribution to the bottom line of their organization.
- Very few do.
- Most sales managers would love to have