“Say Less, Get More” is Fotini Iconomopoulos’ latest book where she teaches negotiators unconventional ways to get what they want—i.e., say less to get more. But the average person avoids negotiating. Anything that could bruise egos, cause conflict, or make someone feel a sense of loss, can cause people distress. When this happens, Fotini sees people go into flight, fright, or freeze. It makes them tongue-tied and timid. No one wants to feel that way,…
The Six Different People in a Negotiation
People new to enterprise sales think that when they’re in a room negotiating with one person, they’re negotiating with one person. But according to Joe Paranteau, there are multiple people that you negotiate with throughout the relationship. Why is it important to be able to communicate and negotiate with everyone involved? The six different people in a negotiation are people that are often overlooked. Joe uses this framework when he approaches any communication: How do…
Gaetan Pellerin’s 4 Cs of Mindfulness [The C4U™ Approach]
Gaetan Pellerin is the author of a new book all about mindful negotiation: “Mindful NEGOtiation: Becoming More Aware in the Moment, Conquering Your Ego and Getting Everyone What They Really Want.” Gaetan took his fascination with understanding human behavior and drive and applied it to the negotiation process. He found that many negotiators focus on planning and strategy but underemphasize how emotion plays into negotiations. So Gaetan created a framework that helps negotiators—and anyone—learn to better…
Why You Can Still Achieve a Rags to Riches Story
Can someone still have a rags to riches story like Shaahin Cheyene? Shaahin believes it is possible. Henry Ford once said, “If you believe you can or you believe you can’t, you’re right.” It comes down to mindset. Is the mindset still possible? Yes. Shaahin teaches people how to create predictable, recurring revenue on Amazon. Amazon has taught us that things change rapidly. If you’re equipped, ready, and willing to move with that change, you’ll do well….
Why the “Why” is Important to Demonstrate in a Negotiation
If you’re trying to convince someone you’re intrinsically and financially worth more, how do you do it? How do you negotiate a raise or a promotion? Sara Laschever—a negotiation coach and author—emphasizes that you have to prove why you deserve a raise by demonstrating your “why”. Demonstrating your “why” Sara is adamant that you can’t go into a negotiation and say, “I’m worth more.” Instead, go in and say, “If you give me what I…