REAL-WORLD INSIGHTS

Published: Sep 20 , 2018
Author: Ben Byth

Be wary of what is lost or gained in the dying throws of a negotiation. We might be fatigued, deal focussed, or even under pressure to reach budget. Without a disciplined approach, it is quite likely mistakes will be made. If you think about it, when would you prefer to buy your next vehicle? In the middle of that salesperson’s budget cycle or at the end, when they may be under pressure?

Published: Aug 30 , 2018
Author: Ben Byth

We are always thrilled to hear when clients tell us about how they have used specific things they learned from us. One of my clients called last week to say she was getting some success around raising prices. One of the big challenges with raising pricing is that nobody involved likes it. The customer resists, the salesperson is reluctant, and, possibly, everyone resents it. So, after explaining why a price rise was necessary given her marketplace, she gave the client a choice – an ‘Either / Or proposal’...

Published: Aug 23 , 2018
Author: Tyler Hall

Most of us likely won’t have an opportunity to negotiate with Donald Trump, but what an experience that would be! Some of us do negotiate with organisations that are Trump-like, though. Trump has a lot of power as leader of the USA and we have industries that have a lot of power through monopoly or oligopoly. If you are involved in these types of negotiations you could apply similar principles as those one might use negotiating with Trump.