Mike Kunkle

OCTOBER 2, 2022

We’re trying to persuade, influence, and negotiate to get what we want and get others to do what we want. And, when they are buying, you might negotiate to ensure the transaction is mutually beneficial and win-win. (Or, LinkedIn Articles: [link]. But that’s not selling, per se. Or at least it shouldn’t be. Twitter: [link].

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PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. Expect to be much more efficient at the following: How do I negotiate the price politely?

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Negotiation Profitability Decision-making e-Learning 98

Help Scout

AUGUST 22, 2023

Negotiation is fundamentally about human interaction. Read the full article

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Negotiation 76

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Workshop: How to successfully execute a negotiation strategy September 13. This article explains how. Table of Contents.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Liston Witherill

MARCH 9, 2021

The negotiation strategies you use will help determine whether you win the deal, and how profitable it is. The problem with negotiation is that too much of it is done ad hoc. In this article, I’ll cover: What’s the goal of your negotiation strategy? Negotiation tactics you can use in your next proposal.

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Negotiation Decision-making Profitability Stakeholders 52

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Go re-read the CSO Insights quote I used to start this article. Action Is Real Power.

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B2B Sales Decision-making Negotiation 231

MDI Training

MARCH 25, 2025

MDI’s Leadership Lab: Unlocking the Future of Leadership Training Would you like to listen to this article? Imagine a virtual simulation where a leader faces underperformance and team tension with a new employee, a salary negotiation, or a feedback talk with a team member who frequently dominates team discussions.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Red Star Kim

FEBRUARY 21, 2024

See the section below on negotiation. Questions in persuasion and negotiation – Influencing Questions play an important role in persuasion and negotiation too. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism. How can I help to make this better for us?” “How

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

5600 Blue

MARCH 23, 2020

The current health and business environment is very likely to increase virtual negotiation. Interestingly, I did just read an article that emoji’s might actually help replicate some of that human interaction and clarify intent with email! ?? Are you ready? We'd like to share some pointers on how to proceed in the new world.

Negotiation 52

Negotiation Publishing Meetings 52

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Workshop: How to successfully execute a negotiation strategy September 13.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Cranfield Executive Development

MARCH 12, 2025

Why there is no one best way to negotiate.

Negotiation 52

Negotiation 52

Cranfield Executive Development

JANUARY 21, 2025

How suppliers can design negotiation processes for creating and capturing value.

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Negotiation Suppliers 52

SBI Growth

NOVEMBER 14, 2012

Actually, this article isn’t about your standard numbers. This article is about your ICP – that is to say, your Ideal Competency Profile numbers. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. Don’t trash the article just yet. How do you achieve this?

Interpersonal Skills 120

Interpersonal Skills Negotiation Sales Decision-making 120

Account Manager Tips

NOVEMBER 9, 2020

Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Will you negotiate? Will you negotiate or will you back down? Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important? Socratic questioning is a way to drive logical argument. So what is Socratic questioning? Questioning skills).

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Negotiation Facilitation Emotional Intelligence Sales 130

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. I’ve also had the good fortune to write a negotiation for buyers book with supply chain management expert Rosemary Coates.

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

SBI Growth

OCTOBER 31, 2012

In fact: In the absence of crystal clear data, the Sales VP loses the strategic negotiation. If you’d like to learn more after reading this article, click here. Every month Robert spent days negotiating with his regional Ops VP around large commissions. In this way, a thousand small negotiations unfold every day.

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Negotiation Shareholders Business Services Decision-making 113

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. These cover general business acumen as well as sales and negotiation skills and competencies.

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RAIN Group

OCTOBER 25, 2017

It's common advice to minimize emotions in a negotiation. For example, the reading line of the article "Emotion: The 'Enemy' of Negotiation" is "To succeed in negotiation, says one Wharton expert, one must take emotion out of the equation.". We disagree. Emotions shouldn't be minimized.

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Negotiation Decision-making Sales Management 47

PandaDoc

MARCH 13, 2025

As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. In this article, well take a closer look at contracted pricing, why businesses use it, and best practices for managing these pricing rules effectively.

Suppliers 52

Suppliers Negotiation Profitability Finance 52

Cranfield Executive Development

AUGUST 22, 2023

How can suppliers design negotiation processes for better creating and capturing value?

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Negotiation Suppliers Key Account Management Account Management 52

Hubspot Sales

NOVEMBER 7, 2017

When my editor Aja and I started this blog article, we spent a lot of time noodling on the question: “What makes a person memorable?”. She also taught me how to binge-watch Netflix, but that's another blog article. You might write, “This article was interesting because of X and Y” or “I could relate to this point.”.

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Negotiation Media Decision-making Acquisition 111

Nutshell

OCTOBER 1, 2019

We’ll share some real-life horror stories throughout this article.) Research published by Jo Liversidge and Alexa Bona at Gartner offers some advice in this regard: Do not assume the price will not increase without prior negotiation. Negotiate a maximum net price increase of 3% to 5% for a renewal term.

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Hubspot Sales

DECEMBER 28, 2017

Many salespeople treat the negotiation like a zero-sum game. This mentality erodes trust and forces your negotiation partner to act selfishly. Look for reasons to reach out every few months or quarter, such as: An ebook, article, podcast, or other resource they’d be interested in. Step 5: Find a win-win solution.

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Brooks Group

JUNE 28, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Fear of Failure and the Negotiation Fallacy There is a saying that “the fear of loss is greater than the desire for gain.” When this happens repeatedly, the assumed remedy is often negotiation training. Ask a Direct and Simple Question The U.S.

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Negotiation Sales Training Sales Management 97

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. The sales professional and customer both have agendas.

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Negotiation Sales Training Meetings Decision-making 98

Account Manager Tips

JULY 22, 2022

You need to be able to identify opportunities, build rapport with key contacts, negotiate favourable contracts, and work collaboratively with your team. I enjoyed this article from SessionLabs because it is designed to help teams work through the process of identifying problems, discussing solutions and deciding which is the best approach.

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Key Account Management Account Management Management Acquisition 130

Red Star Kim

NOVEMBER 8, 2022

This article “Soft skills revisited – with a leadership perspective” has just been published on Lexology. In summer 2022, the Law Society Gazette carried an article which started “But has there been a quieter, but no less profound, transformation in the law’s human side? New soft skills for remote working.

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Leadership Emotional Intelligence Remote Working Digitalization 100

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. In our context, it means finalizing the negotiation process by setting an agreement.

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Negotiation Decision-making Stakeholders e-Learning 98

Hubspot Sales

JUNE 1, 2023

In this article, you’ll get some tips from peers who’ve been laid off in the past on how to rebound your career after a layoff. Negotiate your severance package. What most laid-off employees don’t realize is that employers are likely willing to negotiate as a gesture of goodwill, especially if you’ve been an asset to the company.

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Hubspot Sales

SEPTEMBER 16, 2022

In this article, you’ll learn what it takes to become a sales director, what skills you need to be promoted, and what the role involves. This article will cover: What is a sales director? Sales directors should: Have excellent communication and negotiation skills. What does a sales director do? How to become a sales director?

Sales 115

Sales Negotiation Acquisition Communication 115

Hubspot Sales

APRIL 3, 2019

Ideally, you want your offering to be a must-have (inelastic) that consumers consider non-negotiable during price fluctuation, not a nice-to-have (elastic). Check out this article on cost-plus pricing or this one on prestige pricing for your premium offers. Check out this free calculator. Types of price elasticity of demand.

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Negotiation Marketing Sales 140

Peter Simoons

APRIL 23, 2023

In light of this article, I also asked ChatGPT for its opinion and it seems to agree with me: “Alliance Management involves complex relationship-building and negotiation skills that require human empathy, creativity, and strategic thinking. Could it help with finding the right partner, or what can it do for communication?

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Artificial Intelligence Management Emotional Intelligence Strategic Thinking 98

SBI Growth

DECEMBER 19, 2013

I got out-negotiated. My colleague Dan Perry wrote an excellent article on sequence. To say he was concerned about hitting the number would be a huge understatement. He was practically in a panic. "I I completely lost the battle on the 2014 revenue number” he said. “My My boss gave in to the CFO. Or tackle them one at a time?

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Sales Negotiation Organization Meetings 121

Hubspot Sales

MARCH 22, 2021

There is an art to it, which I’ll walk you through in this article. If you’re pursuing a privately held company, review their press releases or news articles in local business journals and the industry trade media. How can you up your sales game by learning how to tell value-based stories? Find a common language.

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Shareholders Value Proposition Decision-making Communication 130

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. They might also share relevant research or other articles that take a closer look at the state and future of online education. Knowledgeable customers make their selection and negotiate. Step 5: Negotiate and Close. Each stage maps out winning behaviors and strategies.

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Procurement Negotiation Sales Leadership Sales 109

Account Manager Tips

AUGUST 9, 2022

Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Let me know if anything in this article caught your eye, I'd love to hear from you. Presented a customised proposal and sought feedback from my client. Responded to open issues. What do I want in return?

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Negotiation Value Proposition Brainstorming Suppliers 130