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…
How to Make ANY Negotiated Agreement Better
Businessmen and women often forget that a negotiated agreement can still be changed. You have the option and opportunity to optimize an agreement throughout the business relationship. Why would it benefit you to renegotiate what you thought was a good agreement? Josh Weiss talks about it extensively in an episode of the Negotiations Ninja podcast. We share a few of his key thoughts in this post. You can be creative to maximize value Howard Raiffa—who…
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…
How a GPO Benefits Members AND Suppliers
A Group Purchasing Organization—often shortened to GPO—negotiates contracts with major brands in thousands of different categories. They have already leveraged and negotiated contracts that allow YOU to take advantage of savings and service. The short version—according to Anthony Clervi—is that they help small or mid-cap businesses buy like the big guys. Most (but not all) GPOs are free to join. You jump on contracts that make sense a-la-carte and work directly with the supplier. Anthony…