Is there a way to optimize an agreement that’s already been made? Is there still time to make it better? What is the post-settlement settlement? 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 a…
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? How do you stand out as a salesperson? 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…
The Roles of Happiness vs. Pleasure in a Negotiation
People, ultimately, want to be happy, i.e., experience the feeling of well-being. But happiness is relative. It’s based on what people value. What makes them happy might be meaningless to you. As human beings, we have a limited amount of time, money, energy, and resources. Because of this, we must constantly make choices, often unconsciously. Every decision someone makes is based on whether they believe it will bring them closer to happiness as they understand it. Moving…
Can You Push a Negotiation Too Far?
Can You Push a Negotiation Too Far? You can push a negotiation too far and its dangerous to do so. If you push a negotiation too far and you push the other side too hard and too fast, you risk not only losing the deal, but also isolating and distancing potential future business. Relationships are critical in the world of negotiating and knowing when to stop grinding is critical to maintaining and strengthening those relationships….