Too many negotiations wind up being one-sided, because the salesperson offers up something to the other party, thinking if they’re nice then the other person will be nice and offer something in return. Sorry, this isn’t the case in the vast majority of negotiations. Key is to make sure whatever you offer up is matched [...]

You find yourself suddenly in a sales negotiation and the only thing you know to do is to let the other person go first. Let me shoot that strategy down by saying you should open first as the salesperson, and you should do it with a huge out-of-this-world opening statement or demand. The idea is [...]

Too many people go into a negotiation essentially blind, and the worst thing of all is they don’t even realize it. They think because they know what they want, they’re going to be just fine. Sorry, negotiating is not just understanding what it is you want; it also is knowing what the other person wants. [...]

I’ve watched too many sales negotiations be nothing more than an exercise in futility for one simple reason. The salesperson entering the negotiation was ready to concede anything to get the sale. If you think this isn’t you, that’s fine. You’re entitled to your belief, but I’ll bet my description does actually fit you. Why?  [...]

The phone rang and on the other end was a salesperson who, after introducing himself to me, quickly rattled off what it was he was selling. I interrupted him to let him know I had zero interest in what he was selling. Without missing a beat, the salesperson then quickly pointed out that if I [...]