by Nick Anderson | May 3, 2021 | Alignment, Focusing Change To Win, Negotiating, Sales Effectiveness
Rackham & Carlisle’s research on the differences between successful negotiators vs. their average counterparts was illuminating. It had an impact as very few studies have investigated what actually goes on face-to-face during a negotiation, mainly because: Real...
by Nick Anderson | May 3, 2021 | Negotiating, Sales Effectiveness
Having salespeople with clear minds in negotiations has never been more important. In the conflicted world of sales negotiation, the tensions between closing a deal and not losing commission are just two factors which leaves money on the table. Then, there are mixed...
by Nick Anderson | May 31, 2016 | Negotiating, Project Management, Sales Effectiveness
Introduction In my experience many of the extensive spreadsheets of assessment criteria reveal the expected when it come down to the “finalists. As many find there are many criteria that they meet. So, what can you do to make a better decision of who you select....
by Nick Anderson | Oct 20, 2011 | Negotiating
Introduction This model is a tool for summarizing the planning process before negotiations commencing and plotting progress towards agreement during the negotiation. Basic assumptions are that: Every negotiating issue is quantifiable in terms of money even where a...
