Selling Value: Negotiating for profit, and customer loyalty

Advanced negotiators know how to mediate their own personality style depending upon the other party. For those new to the DISC model, this program provides a quick overview of the four styles. The program...

It’s all about the “five Ps” … proper preparation prevents poor performance. You never want to go into a negotiation with TLI (too little information.) This program is the first of three discussing preparation,...

Attitude is everything in negotiating. Many people dread the “hassle” of negotiating vs. the benefits to be gained. This program helps you understand the reasons for a reluctance to negotiate, and shows...

There can be no improvement without analysis. A key activity in improving your negotiating skills is the post-agreement analysis. This program details the eight factors in evaluating how you (or your team)...

We’re still talking about the “five Ps” … proper preparation prevents poor performance. In a negotiation, everyone wants to use power over the other party. It’s not about power because negotiating isn’t...

This program introduces the Negotiating Style Profile instrument, and discusses how to interpret and use the resulting report. It details each of the five styles, and shows how to deal with them in a negotiation.

We’re still talking about the “five Ps” … proper preparation prevents poor performance. Without a plan you are far less likely to achieve your negotiating goals. This program presents a Planning Checklist...

Negotiating is the process of reaching a mutually beneficial agreement. This sounds easy, but often is it not. This program covers techniques for focusing on value throughout the negotiation, breaking...

Many people view negotiating as simply using tactics against the other party. The effective negotiator can immediately recognize these tactics and deal with the subtle leverage they’re meant to apply.

Successful negotiating is understanding your goals, developing a strategic to reach them, using tactics in the negotiation, and coming to an agreement. This program talks about the four goal levels, and...

OK, now you’re a lean, mean negotiating machine with all the skills ready to go. But what are the real world tips to use and gotchas to avoid that experienced negotiators have learned the hard way? This...

Can people you are negotiating with influence your decision without you knowing it? Can the way statements are worded, even with the same content, change your decision? Research on “framing” and “decision-making...