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People often ask me, "Which personality type is the best for negotiation." For a long time that question stumped me. It stumped me because there are so many personality types that I've seen be successful at negotiation that I don't think it takes a certain personality type to be great. In thinking about the question more, I think I'd re-frame the question to, "What traits do the most successful negotiators have." Naturally my mind thinks, "Well, they have to be inquisitive and curious (great at asking questions). They have to be patient. They have to actively listen." And while those are REALLY REALLY IMPORTANT to being a successful negotiator, I don't think it's the most important thing in negotiation. I used to think that listening and asking great questions were the top traits of a great negotiator, and they still might be, but I'm starting to think that the most important quality/trait of a great negotiator (especially in B2B transactions) is PERSISTENCE!
Reading Time: 6 Minutes
So much is said, these days, about failure. Some people say, "I don't believe in failure. I either succeed or I learn." or I've heard, "Failure is a frame of mind.". I've even heard people say, "There is no such thing as failure you've only found out how not to do something." I call bullshit on those statements.
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I consider the The Women’s Insights on the Art of Negotiation Summit (WIN Summit) to be one of the most important conferences around today. I believe that empowering women to become better negotiators is noble and critical work. For too long women have borne the impact of a system that does not encourage or enable them to move forward. I am proud to be a very small part of a conference that is attempting to remedy that.
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Turns out you can push a salesperson too far in a negotiation. You can negotiate to a point where the business becomes unsustainable and there are even cases where companies have gone bankrupt because of a negotiation going too far. And, the unfortunate truth is that many sales people don’t know how or when to say “no”. This is a HUGE issue! It's so big that a big portion of the training I provide is to sales teams and teaching them how to say “no” effectively.
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