We all negotiate on a daily basis. We negotiate with our spouses, children, parents and friends. We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. The ability to negotiate might be the most important factor in your career advancement. Negotiation is also a key to business success. No organization can survive without profitable contracts. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers and other stakeholders. Contracting capability – the ability to negotiate and perform successful contracts – is the important function in any organization.
"this book provides a roadmap you can use when navigating through your life as a negotiator." - Scribd
"The book is unique in its organization by covering each step in the negotiation process chronologically from preparation through performance." - Negotiation Planner
The most common forms of sales sabotage are stylistic. How we talk with customers can easily undermine our ability to position ourselves to succeed and win business. No one does this intentionally, but the fact remains, if you don’t know how to effectively structure and conduct customer conversations, what you talk
Street-smart negotiation at work is a guide to the art of dealing: leveraging the powers of emotion, recognizing them and adding them into one’s strategy. Additionally, there are the importance of being completely honest with oneself, proper preparations before one approaches the negotiating table, and how to cultivate three skills to
In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of
Assuming that your oral agreement is binding in a situation where law requires a written contract carries a huge financial risk
You should never enter into a contract negotiation without understanding the rules about whether writing is required.
To decide whether to negotiate, you have to ask yourself: Is your negotiation a position-based or an interest-based one?
If your ethical dilemma arises at work, you should look to your company’s code of conduct for guidance.
The company standards might have a compliance focus, where the goal is to prevent liability by complying with the law.
The company might have an integrity focus, where the goal is to encourage responsible conduct through standards that go beyond the law.