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Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
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Negotiating Tactics: Don't Let 'Good Guy - Bad Guy' Control the Sales Negotiation
Counter one of the classic negotiating gambits by addressing it directly. You've assembled a brilliant sales proposal for a new client and when you arrive to the meeting to hammer out the final details, you suddenly find yourself sitting across the table negotiating with two people. One is a person with whom you've had contact during the sales process; the other is new - a purchasing agent. The former is characteristically warm, gracious, and quite friendly to your proposal. The latter is hard-nosed, aloof, and completely opposed to nearly every one of your positions. They are playing the classic negotiating tactic of 'good guy - bad guy.' In the audiobook, "Sound Advice on Negotiating Skills," author Roger Dawson says that when buyers use good guy - bad guy, they are counting on the salesperson being drawn to the good guy. Psychologically, the salesperson wants to please him or her by making concessions. The solution, says Dawson - a renowned speaker and author of the book, "Secrets of Power Negotiating" - is to "counter their tactic by letting them know that you realize what they're doing. It's such as well known negotiating tactic that when you say to them, 'Oh come on, you're not going to play good guy, bad guy with me, are you?' they become embarrassed they were caught and will back off." Roger Dawson offers negotiating skills advice each week in the free audio newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92 About The Author Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.
MORE RESOURCES: I Negotiate up to $30,000 More in Every Job Using 'Door-in-the-Face' Business Insider Dak Prescott’s agents provide behind-the-scenes look at the negotiation process with the Cowboys Blogging The Boys Trump’s shadow looms as offshore wind price negotiation deadline missed CommonWealth Beacon Dozens of nurses protest outside of Indiana Regional Medical Center amid contract negotiations CBS News Lenawee County to negotiate restarting funding of Lenawee Now economic development agency lenconnect.com Sudan’s leaders must choose negotiation over endless war Sudan Tribune Trump is 'always up for a good negotiation,' White House says, as April 2 'Liberation Day' tariffs loom Fox Business Five Key Moments: Hearing on Trade Negotiation Priorities House Ways and Means (.gov) Paris set to host difficult negotiations on tackling commercial hacking tools The Record from Recorded Future News Teacher negotiations open with proposals for pay bump, changes for therapists, social workers Grand Forks Herald Donald Trump’s Overwhelming Force/Surrender Style of Negotiation and Governing Toda Peace Institute ZeniMax union "overwhelming" votes to authorise strike if Microsoft contract negotiations break down GamesIndustry.biz Los Angeles Rams: Aggressive Negotiation Could Drive Extension Price Through The Roof - LAFB Network Canada, U.S. Columbia River Treaty negotiations in jeopardy Cascade PBS News Russian, Iranian deputy foreign ministers discuss negotiations on Tehran’s nuclear program The Times of Israel 'Better Negotiation Position': Barbara Corcoran Says Do These 2 Things When Asking For a Raise at Work Entrepreneur US FDA Staffing Uncertainty Could Impact Upcoming User Fee Negotiations insights.citeline.com Tehran has rejected direct negotiations with the U.S. after Trump letter, Iranian president says CBS News IAM’s ‘Leading Lights’ report features female CIPOs top advice on licensing, negotiation, leadership IAM Media NFL approves change to free agent negotiation window Yahoo Sports Chicago's CPS secures proposed contract deal, ending year-long teacher negotiation standoff Times of India Negotiation deadline looms for Anthem-MU Health Care selfemployed.com Byrne and Serino Urge Comcast to Keep YES Network Live During Negotiations Putnam County (.gov) Hartford HealthCare, UnitedHealthcare still negotiating; contract expires at midnight Hartford Business Journal Micah Parsons' agent David Mulugheta talks strategy for players negotiating contracts Sports Illustrated Seattle Mariners' Cal Raleigh Details Contract Negotiation Process That Led to Mega Deal Sports Illustrated As tariff clock counts down, Trump is still up for 'a good negotiation' The Economic Times Second Set of Part D Drugs for Medicare Negotiation Includes Blockbuster Diabetes and Weight-Loss Drugs Medicare Rights Center Healthcare workers gather again after little negotiation progress SwiftCurrentOnline What People Still Get Wrong About Negotiations Harvard Business Review Negotiations with Portland Adult Education union headed for mediation The Portland Press Herald All you need to know about the Furlani-Paratici negotiations Milanreports.com Update: First Student and Bus Drivers in Contract Negotiations Seattle Public Schools ZeniMax Union Is Ready To Go On Strike Vs. Microsoft After Two Years Of Contract Negotiations gameranx.com Maine Floating OSW Negotiations Halted RTO Insider A message to the campus community on faculty negotiations, March 26, 2025 Illinois State University News Students Learn Art of Negotiation at NBLSA Competition University of Virginia School of Law Dak Prescott’s Agent Confirms Rejecting Jerry Jones’ 8-Figure Offer & Exposes NFL Teams’ Negotiation Tactics EssentiallySports Free Agency Negotiation Period Begins Monday Tampa Bay Buccaneers Gen Z is changing the game for salary negotiations. Here's who's winning. The Business Journals South Hamilton School board to meet Tuesday evening,April 1st for negotiation session. - kqradio.com Cowboys Headlines: Parsons turns negotiations over to the professionals, Diggs out Week 1 Cowboys Wire UC workers hope third strike the charm amid stalled negotiations San Francisco Examiner Russian, Iranian deputy foreign ministers discuss negotiations on Tehran's nuclear programme TradingView Amid Trump letter: US, Iran in talks for potential negotiations www.israelhayom.com How Brandon Aiyuk Could Impact Brock Purdy's Negotiation with 49ers Sports Illustrated Ukraine war latest: Putin will have nothing to say at peace negotiations, Zelensky says The Kyiv Independent How ‘Masculine Energy’ Can Hinder Your Negotiation Success Columbia Business School A message to the campus community on faculty negotiations, March 22, 2025 Illinois State University News |
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