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1. 90% of successful negotiation is down to preparation. Effective negotiators go to great lengths to plan the questions they will ask and the assumptions they will pressure test in order to get a totally clear picture of the current situation. 2. Set your ‘walk away’ point then forget about it. This is the breakpoint beyond which . . . → Read More: Ten Ways To Negotiate The Deal You Want Lots of people I come across struggle to understand the difference between selling and negotiation. Negotiation is different to Selling, and often follows on from it. . . . → Read More: A-Z of Selling: N is for ‘Negotiation is not Selling’ This article first appeared on www.newbusiness.co.uk on March 26th 2010. To view the original article visit http://www.newbusiness.co.uk/expert-panel/gary-gorman-sales-trainer Most small business owners are well aware of the need to focus on winning new and repeat business, but often find themselves wrong-footed by negotiation-savvy buyers. In the elation that follows a declaration of interest, some sellers can even find themselves pushed . . . → Read More: The art of negotiation Tonight I was interviewed by Louise Barnes-Johnston of Frontline Results on selling and negotiation. If you missed the interview live you can hear it again here by clicking the play button below. Let me know what you think….I’d love to hear from you. [gigya width="210" height="108" src="http://www.blogtalkradio.com/btrplayer.swf?file=http%3A%2F%2Fwww%2Eblogtalkradio%2Ecom%2Fplaylist%2Easpx%3Fshow%5Fid%3D777054&autostart=true&bufferlength=5&volume=100&borderweight=1&bordercolor=#999999&backgroundcolor=#FFFFFF&dashboardcolor=#0098CB&textcolor=#FFFFFF&detailscolor=#FFFFFF&playlistcolor=#999999&playlisthovercolor=#333333&cornerradius=10&callback=http://www.blogtalkradio.com/FlashPlayerCallback.aspx?referrer_url=/show.aspx&C1=7&C2=6042973&C3=31&C4=&C5=&C6=" quality="high" wmode="transparent" menu="false" . . . → Read More: Negotiation tips for small businesses |
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