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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.
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The New Republic Scholz urges Putin to "enter into negotiations" with Ukraine in first phone call in two years EURACTIV Trump wants to bring Ukraine, Russia to negotiating table, national security advisor nominee says Kyiv Independent Negotiate Like a Pro HBR.org Daily What Medicare Negotiation Tells Us About Drug Pricing In The U.S. healthaffairs.org Students practice statecraft, diplomacy, negotiation skills James Madison University EU accession: Ukraine presents legislation for key negotiation cluster to European Commission Ukrinform United Airlines Flight Attendants Are 'Livid' After Federal Mediators Suspend Contract Negotiations Until 2025. paddleyourownkanoo.com AHA submits comments on CMS draft guidance for Medicare drug price negotiation program American Hospital Association PPC Webinar | Policy Matters: Tracking Plastic Laws After Global Treaty Negotiations Plastic Pollution Coalition Ihab Khatib named 2025 Fisher Fellow in negotiation and conflict resolution Harvard Law School Striking teachers in one North Shore district accuse school committee of stalling negotiations WCVB Boston Lower Drug Prices Announced Under Medicare Negotiation Program AJMC.com Managed Markets Network Anheuser-Busch accused of retaliation for Seattle plant closure amid worker contract negotiations KIRO Seattle Trump ‘respects’ a negotiation — Seoul should stand up for its interests at the bargaining table, says expert The Hankyoreh Lior Frankiensztajn named 2024 Fisher Fellow in negotiation and conflict resolution Harvard Law School ILA dockworker negotiations stall, raising chance of a January strike at Baltimore’s port Baltimore Sun UA holds rally amid stalled negotiations over pay Oregon Daily Emerald Striking teachers allege possible spying during negotiations The Salem News CMS readies changes for 2nd round of drug price negotiation program Fierce healthcare Iran signals willingness to negotiate nuclear program safeguards following Trump reelection Washington Examiner IGA-455: Climate Leadership: Persuasion, Advocacy and Negotiation Harvard Kennedy School The First-Ever Government Negotiation Process for Drugs Has Finished, But the Politics Are Ongoing KFF Blog: Key insights from climate negotiations - Lessons from successive Commonwealth Summits Commonwealth Despite the threat of a strike, SEPTA CEO ‘still hopeful’ while contract negotiations carry on - KYW CropLife Retail Week: The Andersons Acquisition, Longshoremen Negotiations, and Drones Market Future CropLife |
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