Reading Time: Minutes
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: 4 Minutes
Has a deal ever lasted so long that the the only thing going through your head is, "I just want this to be over!" This, my friends, is called deal fatigue. It's a real thing and it happens to many of us. Having been in negotiations that have lasted in excess of a year, I can tell you that deal fatigue is a killer and unless you recognize and manage your deal fatigue, it will kill your deal. In this post we'll cover the three things you need to do when you experience deal fatigue to stop yourself from killing a deal before it's done.
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