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…
The 4 Most Common Types of Bias
What are the most common types of Bias? How do they influence a negotiation negatively? In episode 151 of the Negotiations Ninja podcast, Dan Lappin talked about the dangers of the biases that we bring into the sales process. Your inherent bias influences every question you ask and decision you make. The best way to overcome bias is to cultivate an awareness of the baggage you’re bringing to the negotiating table—on the sales OR the…
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…
How to Connect with Someone in Crisis
According to The American Foundation for Suicide Prevention, in 2018 there was an average of 132 suicides per day. Millions of people in the United States alone lost their jobs in 2020 due to the Coronavirus pandemic. There is a rising concern among mental health experts that attempted suicide rates will increase—if they haven’t already. Many people are not properly equipped to handle days, weeks, and months of isolation and loneliness. They aren’t able to…
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…