Nyden on Negotiation

10 Common (an costly) Negotiation Mistakes

Nyden on Negotiation

When negotiators get mediocre results their boss blames the economy, the weather, or the other company, when the real problem is that no one took the negotiation process seriously enough to systematically prepare for it.

Is a fixed fee a black box?

Nyden on Negotiation

During my mentoring, I was co-negotiation a 15 year contract. Watch NOW… Video co-negotiation large contracts contract negotiation early termination agreement fixed fee Is a fixed fee a black box negotiating large contracts negotiation stakeholder leadership

Negotiating Value in a Price-Only World Part 2

Nyden on Negotiation

Federal Government Negotiates and Gets Value Today, Rocky Flats is a National Wildlife Refuge. Words negotiating negotiating value negotiator price valueIt was established in 2007, and is managed by the U.S. Fish and Wildlife Service.

Driving Innovation Rocky Flats Example Outcome Contracting

Nyden on Negotiation

Video contract negotiations Department of Energy drive innovation Kaiser-Hill joint venture negotiate outcome and incentive-based contracting principles procurement real innovation from your customer/supplier relationship

In the Race to Win More Customers, Sales Needs Digital Transformation

they create, negotiate, execute and manage their contractual. 32% have contract negotiation in production. on contract document management, and negotiation builds on. effectively negotiate the modern sales environment.

Negotiating Value in a Price-Only World Part 1

Nyden on Negotiation

But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. So, how do you break out of the price only conversation and really negotiate value? Negotiators need a common framework for talking about value.

Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

The ability to negotiate should be part of our nature. But the rules for a successful negotiation are anything but innate, especially in the age of globalization and technological upheaval. Just how do you make a deal, anyway? After all, deal making is as old as humanity itself.

Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

I interviewed with Philip Ideson recently on – The Essentials of Successful Negotiating. Audio balanced deal negotiating negotiation Philip Ideson podcast potential suppliers successful negotiatingIf you haven’t had the opportunity to listen to that interview, you should check it out! We didn’t get to all of Philips’ questions so he invited me back to finish the conversation. In this podcast, we discuss the art of a balanced […].

Is Contract Drafting a Creative Writing Assignment? NO!

Nyden on Negotiation

Watch NOW… Video contract language contract negotiations contract professional's goals documents that are clear and exact how do I develop an agreement that reflects intention negotiate procurementContract language is boring. The contract professional’s goals are to develop an agreement that reflects the intention of the relationship and a document that is clear, precise and exact.

Managing the Rogue Stakeholder

Nyden on Negotiation

A stakeholder said in front of the supplier during negotiations, “What the hell does ‘G.S.’ Words coaching client conversation negotiations regain control rogue stakeholder stakeholder managementof Sourcing) have to do with my deal!?”

Buyers Do Not Really Want Innovation: They Want Significant Improvements.

Nyden on Negotiation

Words buyers challenge innovation negotiations significan imporvements suppliers transformationAsking your suppliers for innovation—or transformation—is a tall order and few suppliers accept the challenge. I think I know why. Innovation transforms something, whether a process or a machine.

Buyer 52

7 Must-Have Automated Documents for Sales Success

documents, faster negotiations, and a quicker path to adopting the products and. negotiations in days, or even hours. bonuses change during negotiation, the rep might not re-enter the. negotiation. The 7 must-have automated.

Getting to We: The Guiding Principles

Nyden on Negotiation

There are six relationship principles that drive the Getting to We mindset in both negotiating the relationship and in the subsequent operation of the partnership.

When Should I Negotiate?

The Sales Hunter

It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process.

How the Sales Negotiation Skills You Were Taught Are Tanking Your Sales

Connect2Sell

Use these sales negotiation skills. negotiating skills price negotiation

What Are Top Negotiation Strategies for Women in Sales?

No More Cold Calling

I don’t like to negotiate for my services. When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training.

7 Keys to Successful Negotiating

The Sales Hunter

There is no need to dread negotiating. Here is my list on 7 key things you can start doing right now to improve your negotiating skills: 1. Blog Closing a Sale Negotiation Professional Selling Skills negotiating negotiation sales negotiation

Seven Negotiating Mistakes That Hurt Your Sales

The Sales Heretic

Negotiation is an essential element of most sales efforts. Yet too many salespeople, professionals, and business owners lack the skills to negotiate successfully. If you’re not good at negotiating, it can cost you both sales and profits.

What the Other Side in a Negotiation Wants

The Sales Heretic

Every sale is a negotiation. But one thing all negotiations have in common is that they’re more than just haggling back and forth about price. Sales close the deal consulting negotiating negotiation product prospect training value

12 Tips on How to Negotiate Successfully

The Sales Hunter

Many salespeople struggle with knowing how to negotiate successfully. It’s not only a problem for salespeople, but really for everyone because at one time or another, everyone finds themselves in a situation where they’re having to negotiate.

Negotiations: Your Confidence Level Determines Your Success Level

The Sales Hunter

I’ve reached the last tip in my list of must-have negotiation skills. The level of confidence you have going into the negotiation will determine the level of success you have coming out. Before you enter into any negotiation, take the time to sell first and […].

Successful Negotiating? Start With This Step FIRST…

The Sales Hunter

Do you know that the most important step of negotiating actually has nothing to do with negotiating. Negotiate Second. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. Blog Negotiation Professional Selling Skills negotiating negotiation negotiation skills sales sales negotiation

The Best Negotiation Advice for Sales Teams

Score More Sales

In a long sales career there are many opportunities for negotiation. B2B sales strategy negotiationCompanies and products with poor value propositions make it hard on sellers to hold full price.

4 Things You Must Know BEFORE You Negotiate

The Sales Hunter

Too many salespeople find themselves dreading having to negotiate. They’re not good at it, because they’ve done zero to prepare themselves to negotiate a successful outcome. Blog Negotiation Professional Selling Skills negotiate negotiating negotiation sales negotiation

Sales Negotiations: Do You Use Silence to Your Advantage?

The Sales Hunter

I’ve reached number 11 in my list of must-have strategies for successful negotiating. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiating negotiations sales negotiations

Selling vs. Negotiating: Do You Know the Difference?

The Sales Hunter

It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. Blog Negotiation discount discounting negotiating negotiation sales negotiation selling

5 Ways to Improve Your Negotiating Skills

The Sales Hunter

Improve your negotiating skills immediately by doing the following: Close Your Sale by Giving the Customer 3 Options Many times customers only want to negotiate out of a desire to feel in control and to feel they are able to get something extra from the salesperson. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiate negotiation negotiation skills negotiation strategies sales negotiation

Sales negotiation – 4 table stakes

Sales Training Connection

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle. Recently we were struck by a column in the business section of our local newspaper sharing 4 “must haves” when negotiating deals. planning a negotiation strategy.

Negotiating Tips: Are You Dealing with the Decision Maker?

The Sales Hunter

I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Negotiating with someone other than the decision maker never works.

High-Profit Negotiating: Tips for Success

The Sales Hunter

Ready for a few quick tips to ensure you’re successful when you negotiate? I recently did a 40-minute high-profit negotiating webinar for Salesforce which you can view now at this link.

10 Steps to a Successful Negotiation

The Sales Hunter

Below is my quick checklist you or anyone else can use to negotiate successfully. Blog Negotiation Professional Selling Skills negotiation sales negotiation I’ve shared this same list with thousands of salespeople over the years. Does it work?

6 Negotiating Mistakes: Are You Making Them?

The Sales Hunter

We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the future. Are you making these 6 negotiating mistakes?

6 Secrets to ROCK Your Next Negotiation!

The Sales Hunter

Want to know the secrets the “best of the best” use when they negotiate a deal? For the last 10+ years, I’ve been questioning the best sales leaders to uncover what makes them so successful in negotiations.

Negotiation Tips: Do You Know Their Needs?

The Sales Hunter

I have covered a few different tips that are essential to negotiating well. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Make Sure You Are Dealing with the Decision Maker. Blog Negotiation Professional Selling Skills negotiating negotiation negotiation skills sales negotiationSo far, we have looked at Sell First.

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. This is particularly true in major accounts where the negotiation is complex and there is more to lose and more to gain.

Quit Negotiating and Start Selling

The Sales Hunter

Lately I’ve had a number of discussions with salespeople about how they’re finding themselves having to negotiate on nearly every deal. Every one of them has said negotiating has become a fact of life because things are so competitive. Professional Selling Skills breakthrough sales university negotiating negotiation sales skills selling selling process

#1 Reason People Can’t Negotiate

The Sales Hunter

Negotiating with someone doesn’t have to create fear and trepidation in your mind. There is zero reason to go into a negotiation feeling that way unless you are committing the number one sin when it comes to negotiating. Here it is… the #1 reason people can’t negotiate: They lack confidence because they don’t have […]. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation

5 Types of People You Should NEVER Negotiate With

The Sales Hunter

Just because somebody wants to negotiate a deal with you doesn’t mean you should. Too much time is wasted negotiating with people you shouldn’t negotiate with. Blog Negotiation negotiating negotiating skills negotiation

Sales negotiations – trust is imperative!

Sales Training Connection

Sales negotiations and trust. However, it can sometimes be tough to maintain if a difficult negotiation is taking place. . To build and sustain trust in a negotiation, follow the Reciprocity Rule. Most negotiations involve multiple issues.

Are You Negotiating Blind?

The Sales Hunter

Too many people go into a negotiation essentially blind, and the worst thing of all is they don’t even realize it. Sorry, negotiating is not just understanding what it is you want; it also is knowing what the other person wants.

Negotiation Tips: Know Their Timeline for Making a Decision

The Sales Hunter

We are on a roll looking at the critical things you need for a negotiation to go well! Negotiate Second Only Negotiate After They’ve Rejected Your Offer Twice Make Sure You Are Dealing with the Decision Maker Know their Needs! Blog Negotiation Professional Selling Skills negotiating negotiation negotiation tips sales negotiationAlready we have covered: Sell First.

When Negotiating, Never Put Anything in Writing Until…

The Sales Hunter

In sales negotiations, you should never put anything in writing until everything is agreed upon. This is number 12 in my list of must-have strategies for successful negotiating. Too many negotiations wind up being a series of re-negotiations, all because too much […]. Blog Breakthrough Sales University Closing a Sale Negotiation breakthrough sales university closes closing closing techniques negotiating negotiation sales negotiations

Negotiation Tips: Never Ask. Only Tell.

The Sales Hunter

We’ve arrived at tip #8 in my list of things you must do when negotiating. Blog Negotiation negotiating negotiation sales negotiationFor the other essential tips, go to this page. When we ask, we’re saying we’re not sure of ourselves and we’re open for options. Doing this invites the other person to come back with a lower option. Be firm […].