article thumbnail

Negotiating a Deal In Crunch Time

Sales and Marketing Management

The negotiation started with the Twins offering five years, $90 million. We worked through it together and to avoid the free agency deadline because we knew at crunch time, unpredictable things happen in a negotiation. Unfortunately, not all negotiations are textbook like this. We recommend scripting the negotiation in advance.

article thumbnail

Incentive Gift Cards Continue to Delight

Sales and Marketing Management

Author: SMM Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. they can be used for both short-term and long-term incentive efforts?—?adds A lot of channel programs use a reloadable prepaid card as their incentive mechanism. businesses?—?fully

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Negotiators Need To Learn How To Negotiate Under Pressure

The Accidental Negotiator

Let’s all face it: pressure is a part of the negotiating process. We wouldn’t know that we were in the middle of a negotiation if we didn’t feel some pressure on us. Negotiators can feel pressured to use their negotiation styles and negotiating techniques to wrap up a deal as quickly as possible.

article thumbnail

How To Negotiate When You Are Under Pressure

The Accidental Negotiator

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. An extreme form of crisis negotiation would be hostage standoffs.

article thumbnail

Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals

Sales and Marketing Management

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. .

article thumbnail

Do You Make Mistakes When Negotiating?

The Accidental Negotiator

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. The Problem With Negotiating Mistakes Let’s face it – sometimes our negotiation mistakes are pretty glaring.

article thumbnail

Founder Q&A Series: Incentives and Compensation Structure

Sales Hacker

Spiff budget for monthly incentives/contests (keeps it fun). Cost of living limits incentive %. We are closing in on a CRO and I want to create an incentive (either cash or equity) on running an efficient revenue org and not just keeping incentives on Top Line growth given the macro environment. Appreciate you.