What is the secret sauce in every negotiation? How do you go from prospect to business partner? Cody Lowry—the President of Intermark Automotive—has learned the secret in his 25+ years in the marketing industry. It’s all about the schmooze. Schmoozing isn’t meant to be manipulative or coercive. It doesn’t mean you’re a smooth-talker. What does it mean? Schmooze—or you lose How do you find success in the negotiation and sales process? Cody points out that…
What does the Cost of Inaction Really Cost?
Most people don’t truly understand what the cost of inaction is costing their organization. Conversely, it’s quite easy to see what an action is costing them. So how do you bridge the gap? How do you get someone to embrace necessary change when the cost seems so high? Professor and noted author Jonah Berger shares his thoughts that are outlined in his most recent book: The Catalyst: How to Change Anyone’s Mind. Overcome endowment: Bring…
Sean Callagy’s Strategy: Find the Pain Point to Get a Yes
Sean Callagy has developed a four-part communication strategy to go from “hello” to “yes” in a negotiation. One of the steps involves finding your counterpart’s pain point and understanding it at a deeper level. Why is finding someone’s pain point so important? People make decisions because they’re in pain and they want to get out of it. They want to avoid it—period. Sean points out that “People don’t get into better shape until they’re in…
Why Negotiation Strategy + Tactics + Mindset = Success
Sun Tzu is credited with saying: “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” Dan Oblinger and Allan Tsang busted some myths about negotiation in a recent episode of Negotiations Ninja. One of the things they point out is that there is no “easy button” when it comes to negotiation. Negotiation is a learned craft that must be cultivated. You need to use the correct combination…
How to De-escalate Your Counterpart’s Anger
What happens when a negotiation spins out of control and everyone is angry? How do you deal with a counterparts’ emotion? Do you simply walk away? Or reschedule? Dealing with strong emotions can be one of the most difficult parts of a negotiation. It’s also one of the topics of conversation in episode #175 of the Negotiations Ninja podcast. Svitlana Kalitsun—a negotiation trainer based in Vienna, Austria—shares how you can de-escalate an anger-fueled negotiation. Don’t…