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Negotiation

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC.

 

Mike Montague interviews Mark Herschberg, author of Career Toolkit: Essential Skills for Success That No One Taught You, on How to Succeed at Creating a Toolkit. From tracking criminals and terrorists on the dark web to creating marketplaces and new authentication systems, Mark has spent his career launching and developing new ventures at startups and Fortune 500s and in academia.

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

 

In today’s current market conditions, leaders need to accept that the success of their teams and their companies will rely heavily on striking a collaborative, coordinated balance between creative strategic thinking and effective implementation.

Mike Montague interviews Clint Babcock on his new book and How to Succeed at Negotiating from the Inside Out.

You’re a business person, perhaps even a salesperson deeply enmeshed in the world of enterprise selling. So how good are you at the skill of negotiating? I mean, on a scale of 1 to 10 how would you rate yourself? Be brutally honest. And please, supporting evidence and criteria are must-haves.

Hamish Knox, Sandler trainer from Calgary and two-time author, shows you how to succeed at overcoming common objections in the negotiation process with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world for overcoming these common negotiating tactics.

Listen Time: 21 Minutes

How, and based on what criteria, would you rate yourself or your sales team, on a scale of 1-to-10, as a negotiator?

One piece of criteria may arise from this follow-up question: How often, in a potential business deal, do you find yourself modifying your price, terms, or conditions?

Best-in-class salespeople work diligently to hone their craft. They understand the value of being prepared for the worst-case scenario. They understand that trust and loyalty have been diminished in business relationships.

"How and when you discuss money during your sales process has a greater impact on selling success than your price"