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Blog2020-12-18T17:38:36-05:00

Tips and Techniques to Become a Better Negotiator

Being a good negotiator can make a big difference in your life and career, but successfully negotiating to achieve your goals requires learning and practice. Get the latest negotiation tips, techniques, and views from our team of experts and take your negotiation skills to the next level.

Is Negotiation Compatible with Having a Goal of Sustainability?

By |April 20, 2021|Businesses & Individuals|

Negotiation is about getting the best deal we can, isn’t it? So, how can we think sustainably when we are negotiating with customers and suppliers and we have financial targets to hit and bosses to impress? Although what does “sustainability” mean anyway? In business it’s about finding the balance of profit and purpose. It means always doing the right thing for all your stakeholders in your ecosystem, all the time. So negotiation and sustainability are at odds, then, or are they? Let’s first tackle the glaring objection: [...]

How to Become an Expert Negotiator

By |April 13, 2021|Negotiating Assistance & Consulting|

Let’s start by defining what it means to be an expert negotiator: Expert - a person who has a comprehensive and authoritative knowledge of or skill in a particular area. I see a LOT of people refer to themselves as “experts”. In my opinion, you’re NOT an expert until someone ELSE refers to you as an expert. But how do you get them to do that? The first level of expertise is to have a thorough knowledge of the subject though study. Taking advanced negotiation [...]

What Makes a Good Negotiator?

By |April 2, 2021|Negotiating Assistance & Consulting|

I’ve heard and read this question answered multiple times over the years. Many times I think the person answering is just describing themselves – or who they think they are… So I’m going to approach the answer to this question differently. What works for me to find common ground may not work for you. I’m going to describe the traits I observe consistently in OTHER world-class negotiators, my counterparts in successful negotiations over the years. They earned my respect, oftentimes by being a challenge… An [...]

Jujutsu Negotiations

By |April 1, 2021|Negotiating Assistance & Consulting|

Jujutsu Negotiations Jū: gentle, supple, flexible, or yielding. Jutsu: technique of manipulating an opponent's force against themselves rather than confronting it with one's own force. One of the most common frustrations I hear from supply chain professionals across the globe is the practice of “back-door” selling to the purchaser’s internal clients. Specifically, sellers go around a buyer directly to an end-customer or Sr. Executive, who promptly gives away all the leverage the buyer has worked so hard to create by telling the seller everything they want to [...]

How to Choose a Negotiation Firm

By |March 26, 2021|Negotiating Assistance & Consulting|

Why you should invest in negotiation training: When negotiations are conducted properly, great relationships are built while both companies increase their top lines and reduce their total cost of ownership, 1+1=3. When negotiations are conducted poorly, it often results in a lose-lose deal where relationships are destroyed. Negotiation training by TableForce helps make sure your team has a consistent vision, process and tools in place to exceed expectations! Why it's important: Anyone who cares about the long-term success of their business, both profits and reputation, knows negotiations [...]

A Kid’s Lesson in Assumptions

By |February 25, 2021|Businesses & Individuals|

There’s an old saying: “Don’t assume, because it’ll make and A$$ out of U and ME!” As a professional negotiator I say: WRONG, we should make LOTS of assumptions, but we need to test them by asking great questions. A story came up in a memory on FaceBook, reminding me how impactful assumptions can be. One of my friends told me about a powerful lesson in her daughter's high school history class. They were learning about the Salem Witch Trials, and their teacher told them they [...]

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