Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: Oct 01 , 2018
Author: Ben Byth
We are always thrilled to hear when clients tell us about how they have used specific things they learned from us. One of my clients called last week to say she was getting some success around raising prices. One of the big challenges with raising pricing is that nobody involved likes it. The customer resists, the salesperson is reluctant, and, possibly, everyone resents it...
Published: Sep 20 , 2018
Author: Tyler Hall
Most of us likely won’t have an opportunity to negotiate with Donald Trump, but what an experience that would be! Some of us do negotiate with organisations that are Trump-like, though. Trump has a lot of power as leader of the USA and we have industries that have a lot of power through monopoly or oligopoly. If you are involved in these types of negotiations you could apply similar principles as those one might use negotiating with Trump.
Published: Aug 30 , 2018
Author: Brian Buck
The most common objection I’ve heard from customers throughout the years is, “You are the most expensive.” I must be the luckiest the guy on the face of the earth to have only represented the most expensive brands and products in the marketplace! Who knew? Sarcasm aside, that’s obviously not the case. So why was I always hearing that I was the most expensive? More importantly, what did I do about it?