Monthly Archives: July 2013

Remote Control

It’s an interesting world we inhabit, in which a lot of discussion and debate occurs when the other party isn’t in the room with us—indeed, may not be on the same continent. Welcome to the world of remote negotiation.  If we … Continue reading

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Unconscious Incompetence

There is a well-worn image of how skills develop over time, using a four-box matrix to describe the various stages of progression through competence. The Unconscious Incompetent stage is a favourite of mine—where an individual doesn’t even know that they … Continue reading

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Who’s behind the deal?

There’s a mantra in sales training: make sure you address the Economic Buyer. Sales teams are encouraged to get behind the purchasing role and get to the Economic Buyer—the individual who has the economic interest of the business at heart … Continue reading

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Stroke My Nose

There is a consistent theme in negotiation training which is the development of awareness of body language. The Internet is rich with comments and guides on what different poses, movements and positions mean and how to interpret subtle shifts. When … Continue reading

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FOCUS!

  Most businesses, and by implication, many parts of businesses, suffer from a lack of focus—that laser-like, dead straight, intense drive to go in one particular direction.  When this is transferred to purchasing organisations, we can get quickly to a … Continue reading

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Good News and Bad News

There are a few indications that the dramatic economic challenges faced by some western economies are starting to ease; nothing too optimistic, but in the right direction. After five years of dealing with risk and collapse, many of our business … Continue reading

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Negotiation vs. Outcome

There is a lot in negotiation which is about the activity itself—the planning, the preparation, the ability to trade in negotiation, reading body language, setting up the room to advantage. Within all of this, it is easy to lose sight … Continue reading

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