According to Deb Calvert, the purpose of a rationale question is to understand the decision that has been made and what has gotten you to the point you’re at in a negotiation. You need to know what the criteria will be for the ultimate decision. If you can get some of this information and insight beforehand, it’s helpful. These are definitely great questions in the midst of the negotiation as well. What will be your criteria?…
Jacqueline Twillie’s LATTE Negotiation Framework
How do we help women negotiate with confidence and close the gap? Jacqueline Twillie developed the LATTE Framework to help women bridge the gap. She was preparing for a negotiation talk and wanted an acronym. She needed a simple way to break down negotiation that would ease nerves and open people’s minds to hear what she wanted to deliver. It’s a five-party acronym that’s a checklist. A pilot has a pre-flight checklist to ensure the…
The Post-Settlement Settlement
Is there a way to optimize an agreement that’s already been made? Is there still time to make it better? Dr. Josh Weiss certainly believes so. Many people don’t see negotiation as a creative problem-solving process. They see it as haggling or bargaining. However, the point isn’t just to reach an agreement—but to reach an agreement that meets your needs as best as possible. Dr. Weiss was completing negotiation training with a recycling company. During…
Adapting to New Negotiation Technology
Keld Jensen is seeing more and more companies close to coming up with a negotiation tool based on AI. Technology speeding up will be another outcome of coronavirus. It’s coming quicker than ever before. Tedious and boring parts of negotiation will and are being automated. Those that buy millions of something multiple times a year could be offloading that task to software that can do it better Pactum AI Pactum AI is a negotiation platform…
Want to Stand Out As a Salesperson? Here’s How
If you want to differentiate yourself from the competition as a salesperson, what do you do? How do you make your product or service stand out? Tom Williams argues that you need to start by understanding where you fit in the process. How is your procurement counterpart looking at the sale? Take a look at the Kraljic matrix. The Kraljic matrix The Kraljic Matrix is a four-quadrant matrix that plots financial results versus supply risk….