Essentials

30% of success in negotiation lies in proper preparation

Sales reps often rush through their preparation or spend too much time on technical issues and not enough on sales and financial negotiation scenarios. The opposite is true for buyers, who are often over-prepared (see The Purchasing Chessboard: 64 Methods to Reduce Cost and Increase Value with Suppliers, published  by AT Kearney, for a relaxing […]

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A few tips for taming your fears during a negotiation

First let’s take a look at a clip from the Pixar masterpiece Inside Out, which shows how our different emotions – including fear – always have a purpose or a positive intention. There is virtue in feeling afraid: a motivation to avoid loss or danger. And if you feel that emotion during a negotiation, that means […]

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Buyer-Seller: The three commandments of surprise

Every year Halifax Consulting meets with thousands of sales reps to help them improve their B2B negotiating techniques. We try to find out how they react when a customer puts them to the test. What have we observed? Nothing much surprises sales reps anymore! French cinema lovers who have seen Itinerary of a Spoiled Child […]

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