It’s safe to say that the Coronavirus pandemic is a time of crisis for most businesses. The stakes are high—in some cases, the very survival of businesses—and it’s important to handle these high-stakes negotiations the right way. On a recent episode of Negotiations Ninja, I was joined by negotiations experts Gary Noesner and Allan Tsang (with negotiator Shane Ray Martin kind enough to moderate) to answer questions about the challenges negotiators are facing. …
Overcoming Sales Objections Like a Pro
Overcoming sales objects is a harrowing task. Many salespeople brace themselves for a coming objection and when it inevitably comes they handle the objection poorly. So that begs the question: what’s the proper way to handle an objection? How do you use the objection to connect with your prospect? David Priemer joined me in an episode of Negotiations Ninja to talk about buyer intent and why people buy. Buying is largely an emotional decision….
Detecting Deception in Negotiation
We can all tell when someone is angry, sad, happy, etc. because it is part of human nature to be able to detect each other’s emotions. However, people can also decide to hide their feelings, or sometimes there are too many emotions or thoughts going on in our minds to let them all out at once. A recent guest on the Negotiations Ninja podcast, David Matsumoto, has been studying non-verbal behavior for 40 years, is…