Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: Sep 11 , 2015
Author: Alan Smith
Habits are one of the most useful things we can slip into. If we didn’t habitually do much of our daily lives we would simply be unable to deal with the sensory overload that modern life has become. Just imagine what a drag it would be if we had to consciously think about breathing, blinking, walking, how to make a cup of tea? Nothing would get done. So patterns of thinking are naturally ingrained in our psyche. There are however dangerous limitations to the benefits that repetitive thinking and behaviour clearly has...
Published: Oct 31 , 2013
Author: Mike Freedman
Like most sales people I talk about value first and price last. This week was no exception. My prospective client was considering courses for the company’s purchasing managers. The meeting was going very well, and when the quotation was requested I announced the total price for our three-day negotiating skills course upon which my much-interested prospective client asked…"is that the cost per day?" As you can imagine several thoughts went through my head all at once but I couldn't resist the role of the trainer...