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Can You Trust Your IT Contact? Negotiating Strategy #3
Sharpen that Pencil! I was talking with one of my mentor program clients yesterday – his deal, like many, has gone to purchasing. The hardware has been approved, but the services are under scrutiny....
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Promise for More – Negotiation Strategy #6
Often, when someone can’t afford to buy the whole thing, we break it up into phases, hoping to sell the long range vision, but signing up for just phase 1 with an eye on future phases. On the...
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Bait and Hook Reversal – Negotiating Strategy #7
Still working through those gut-wrenching negotiations. You may have read about the Bait and Hook…what happens when purchasing reverses this strategy, using it on you? First, if you have not heard of...
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The Time Crunch leads to Poor Negotiations and Personal Loss
My first exposure to buying timeshare investment properties started with a free trip to the Carolina shore, and an overnight stay at one of their properties, with a tour of possible investment...
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Calling the Product, “Weak”– buyer side negotiation
Illustrated By David Stelzl One of my first experiences with selling cars came early in my marriage when we decided to sell our Dodge van. The vehicle was in great shape, no major problems, and well...
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Fait Accompli – Another Well Documented Negotiation Tactic
Timmy Winning the Battle Fait Accompli – a well documented tactic used in politics and business negotiation is something to keep in mind. This French phrase, translated Accomplished Fact, refers to a...
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Pareto Principle – Applied to Negotiating
Photo By Sarah Stelzl Pareto’s Principle – the 80/20 rule, applies in so many situations; negotiations included. Listen 80 percent of the time, talk the other 20. Great negotiation has a lot to do...
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