The Accidental Negotiator

FEBRUARY 23, 2024

What we share with the other side can impact our ability to get a deal Image Credit: Binny V A Most negotiators go into a negotiation like a warrior goes into battle. We want to believe that we are stronger, better prepared, and will eventually emerge from the negotiation with a better deal than the other side will be able to get.

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Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

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Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

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Sales and Marketing Management

APRIL 13, 2020

Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. Nor should it be the default.

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Allego

JANUARY 11, 2024

Perhaps only music-sharing site Napster created as much of a frenzy when it arrived on the scene in 1999 as gen AI tool ChatGPT did 23 years later. Millions of people flocked to each of those tools when they launched. To help you out, I did the work for you and found some of the top GPTs for sales professionals.

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Smooth Sale

SEPTEMBER 12, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Bring Negotiations to Successful Conclusions? Although we never met, I have always adhered to those words. My differentiator in corporate sales is to use a polite and inquisitive tone to bring negotiations to a successful conclusion.

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Pipeliner

SEPTEMBER 21, 2023

Many people fear negotiations, while others get into heated arguments. For these reasons, it is vital to reexamine our behaviors and approaches when differing perspectives arise and reflect on whether our actions help us to conclude negotiations successfully. I continue with the same approach for entrepreneurial endeavors.

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The Accidental Negotiator

JANUARY 12, 2024

Should forgiveness be part of a negotiation? Image Credit: timlewisnm I think that we can all agree that any negotiation can become fairly emotional at times. If this does happen, should you tell the other side that you are sorry? If they do something that offends you, should they tell you that they are sorry?

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The Accidental Negotiator

OCTOBER 13, 2023

It turns out that there are times when you should step aside Image Credit: UGA CAES/Extension I’m pretty sure that most of us think of ourselves very highly. We believe that we are skilled negotiators and that we can probably handle any situation that shows up during a negotiation.

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Zoominfo

FEBRUARY 14, 2022

But what happens when the right person is another sales professional? Preemptively identifying and overcoming a prospect’s objections is hard enough, but when they know their way around a sales call, it shifts the dynamic of the entire interaction. I always tell prospects we’re selling as a team.”

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The Accidental Negotiator

DECEMBER 22, 2023

The secret is knowing how to stay calm when you are under pressure Image Credit: Ben Chun Pressure is a part of every negotiation. We need to understand that when we are negotiating and when we are under pressure, our ability to make good decisions may be compromised.

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Sales and Marketing Management

MARCH 18, 2019

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Effective sales negotiations, however, are fundamentally proactive. It starts with a single question: What should my B2B sales process look like? The goal is to identify their point of view before entering negotiations.

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Gong.io

MARCH 3, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. Only a small number of sales pros become truly effective negotiators. . Tell me if this scenario sounds familiar: I was working a deal a couple of years ago that was getting close to the finish line. . I squirmed.

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Zoominfo

AUGUST 5, 2019

Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. Chris’s years of experience in international crisis and high-stakes negotiations have helped him develop a unique program of globally proven business communication techniques.

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Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You're too nervous or eager when following up. Why do value leaks occur?

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Smooth Sale

JUNE 14, 2023

Photo by AZE via Pixabay Attract the Right Job Or Clientele: Do You Negotiate Ideas? Most people fear the need to negotiate ideas only to accept whatever comes their way, good, bad, or indifferent. My Story Although never in leadership, I led by asking questions continually to negotiate a more favorable outcome.

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PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills.

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The Accidental Negotiator

SEPTEMBER 8, 2023

Visser Let’s face it – not all negotiators are created the same. In fact, there are two very distinctly different types of negotiators out there: men and women. This, of course, brings up a very important question: do men and women negotiate differently. Are Male Negotiators More Willing To Deceive? Image Credit: W.

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Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. And yet negotiation is often the most misunderstood skill in sales. Let’s just cut right to the chase on this negotiation skill.

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The Accidental Negotiator

OCTOBER 8, 2021

As negotiators it can be easy for us to focus on using our negotiation styles and negotiating techniques to get the deal that we are working on. However, it turns out that what we really should be thinking about is what we can do in order to make sure that the deal that we’re working on holds up well over time.

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Sales and Marketing Management

MAY 12, 2019

Author: Todd Caponi Negotiating an agreement with a client is often perceived as requiring the development of a completely different selling muscle: During the sales cycle, we’re doing things to add value to the buying journey, building trust and providing the information a buyer needs to make a confident, informed decision. .

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Sales and Marketing Management

OCTOBER 31, 2019

Author: Cindy McGovern I once worked with someone who couldn’t handle the answer, “no.” One day I literally saw her stomp, raise her voice and throw a book! She then spent the rest of the day trying to “rally the troops” and get other employees on her side – just to hear someone say she was right and should have gotten what she wanted.

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The Accidental Negotiator

FEBRUARY 16, 2024

Different styles come with different advantages and disadvantages Image Credit: Donald Clark One of the most important things that any negotiator brings to their next negotiation is their particular leadership style. That’s when everything fell apart for him. It can be autocratic, it can be decisive, etc.

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Smooth Sale

MARCH 15, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Successful Negotiation Embodies the New Leadership Model The leadership I always hoped to see in corporate is still far from perfection, but many are devoting their careers to seeing improvement in their lifetime. The same applies to a business negotiation.

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The Accidental Negotiator

OCTOBER 22, 2021

As a negotiator, who wouldn’t want to walk into a negotiation knowing that you had all of the cards? When it does, how should we deal with it? In other words, everyone knows that you have all the power in this negotiation, and it seems as if your supplier will realize this fact and accede to your proposal.

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Gong.io

JUNE 17, 2021

What do sales and hostage negotiations have in common? . But success in any negotiation depends on knowing what you’re doing every step of the way. . Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations.

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The Accidental Negotiator

SEPTEMBER 15, 2023

It turns out that we all make the same mistakes Image Credit: My Sideways World I for one would like to be able to say that I don’t make mistakes when negotiating. However, it turns out that when we do make mistakes, all too often we end up making the same mistakes.

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The Accidental Negotiator

OCTOBER 6, 2023

Errors can be made if we are not aware of them Image Credit: royalty free During a negotiation, it can be all too easy to make a mistake. When this happens, we often look back at our actions and wonder how we could have been so stilly as to do something like that. If you’re like most of us, you want to get the best price possible.

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The Accidental Negotiator

DECEMBER 1, 2023

Framing is a powerful tool if you know how to use it Image Credit: Maayan Windmuller As negotiators, I think that we all understand that our goal in our next negotiation is to find a way to present what we want the other side to do in a way that they will accept it. This is a finding with consequences for framing in negotiation.

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The Accidental Negotiator

DECEMBER 3, 2021

You can use ethics to create a win-win negotiation outcome Image Credit: Pamela Carls Follow. We all know about them, we all know that no matter what negotiation styles or negotiating techniques we are using, we should be ethical when we are negotiating, but do any of us really know what it means to be ethical during a negotiation.

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The Accidental Negotiator

MAY 28, 2021

A negotiation is never over, until it’s over Image Credit: Hernán Piñera. Negotiators always have to deal with the simple fact that a negotiation is never over, until it’s over. What can a negotiator do when this issue pops up? Instead, before negotiating, confirm the other side’s authority.

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The Accidental Negotiator

DECEMBER 10, 2021

Do more options help to reach a better outcome for a negotiation? When we enter into a negotiation, what we’d like to be able to do is to use our negotiation styles and negotiating techniques to determine what the other side’s interests are and then reconcile them with our own. Image Credit: Mike Cohen.

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The Accidental Negotiator

AUGUST 4, 2023

We need to know how to get our next negotiation off to a good start Image Credit: Stefanie Seskin One of the key things that negotiators need to understand is that how we start a negotiation can play a big role in how the negotiation turns out. However, what we many not know is how best to use this negotiating tool.

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The Accidental Negotiator

JULY 30, 2021

As I’m pretty sure we all know, every negotiation that we engage in is all about information. We all do our homework before the negotiation starts so that we’ll have as much information as possible. However, there is always the question of how much we should reveal to the other side during the negotiation.

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The Accidental Negotiator

APRIL 28, 2023

We need to have strategies in order to be able to create value during a negotiation Image Credit: Mike Cohen One of the biggest problems that any negotiator faces when they sit down at the negotiating table is that we are all affected by bias. Just exactly how can we go about doing this?

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The Sales Hunter

DECEMBER 5, 2014

Awhile back, I started a series on negotiation tips. I shared that you should Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Determine if You Are Dealing with the Decision Maker.

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The Accidental Negotiator

FEBRUARY 26, 2021

When it comes time for your next negotiation, will you do the most important thing to get ready? You know what I’m talking about – prepare! Here’s a starting point that you can use to develop your own checklist: What are my strengths—values, skills, and assets—in this negotiation? How long should talks last?

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