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….
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…