Category Archives: Negotiation

Price! It’s ALL about PRICE!

Actually, it isn’t. Although many of our stakeholders and suppliers think that is all we negotiate about. Imagine it that was true! All we could do is talk about price. Our position would be about pricing, our negotiations would all … Continue reading

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Friendly Fire – Bad Collaboration in Negotiation

Everyone has a story on this; indeed, we’ve looked at some of the issues in an earlier video blog.( http://www.youtube.com/watch?v=SPyfkG9NBAI ) However, there is no sign that this barrage of self mutilation is in any danger of stopping – we … Continue reading

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Time is the Enemy

I’m running down a corridor to a meeting with a supplier, a negotiation where I’ve had no time to prepare, but I know I’ll be OK, because I’m a born negotiator. It happened to all of us; a lack of … Continue reading

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Born or Made? The Negotiator

There’s a question which is often floated in discussions about negotiation – are great negotiators born or made? It is true that some people seem to have more affinity to some parts of negotiation – we all know the natural … Continue reading

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Sales Team’s techniques – The Close

The sales team, the people that you are most likely to be facing, have been heavily trained; more than seven and up to sixteen times the amount spent on training the purchasing team. It will not be a surprise that … Continue reading

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Turning the Tables on Sales Teams

The reality of being a buyer is that we face sales teams on a regular basis. But what do we really know of how they work? A recent addition to our training materials has been to explore some of the … Continue reading

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Role No.9 – The Persuaders

In amongst all of the other roles we have to undertake, there is one which remains switched on all the time – that of the Persuader. In reality, this is split into a number of different approaches, focussing both internally … Continue reading

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