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- The Art Of Sales Negotiation
- Negotiating skills in sales are vital if you are to succeed in nowadays' cut-throat economic environment. If you own and operate a business, you really need to represent what was once known as a "Renaissance man or woman" - someone like Leonardo DaVinci, who knew it all and could do...
- White papers 2008-06-09
Additional Resources
- Three Keys To Successful Negotiation
- Everyone negotiates. Negotiations are an integral part of our jobs, our lives, and our relationships. We even negotiate with ourselves when we work out the relative value of things. Few people understand the negotiation process and the effect attitude, people skills and dealing with conflict have in a win-win negotiation....
- White papers 2005-06-10
- Training For Sales Negotiation
- It's important to have good sales negotiation skills in order to survive in nowadays' dog-eat-dog, take-no-prisoners show-no-mercy global business environment. This is especially important for those who own and operate their own businesses. Such a person literally needs to be a "Jack-of-all-trades," because there is so much to do and...
- White papers 2008-07-23
- Richard Shell: Negotiation Tips from a Master Persuader
- To thrive in your career, you have to be good at selling your ideas inside your own organization. After years of study, Wharton professor Richard Shell can tell you exactly what works ? and what doesn?t. The...
- Articles 2009-07-07
- Breakthrough Negotiation: Don't Leave It On the Table
- The article says that businesses are constantly involved in negotiations but rarely develop these skills in their leaders. It begins with a handful of overarching ideas about breakthrough negotiation. The seven principles that follow represent an overview of how breakthrough negotiators operate. Acting as a bridge between internal decision making...
- White papers 2002-03-11
- Nothing Personal: Winning At Negotiation Means Learning What To Bring To The Table
- Deal-making is the ultimate people skill. It's not just about getting more of what you want in business; it's about getting more out of life. Good deal-makers are more prosperous, influential and confident at least publicly. And for great deal-makers, negotiation is indeed a beautiful thing. So teach your children...
- White papers 2003-10-01
- Negotiation - Strategy Or Skill?
- As sales professional are you aware of the parameters that you can negotiate on? Every organization has a tolerance for what will be considered fair game during the course of any negotiation. To be a successful negotiator, it is critical that we each understand what we have the authority to...
- White papers 2008-01-01
- Seven Key Factors That Influence Price Negotiations
- Using the Fair Market Valuation and the seller's asking price as a starting point, there are seven critical factors that will influence the premium or discount to be applied in reaching a negotiated purchase price package. These seven factors include: the type of buyer, financial parameters, the general attractiveness of...
- White papers 2003-01-01
- A Fundamental Skill for Sales Survival
- Every salesperson, sooner or later, will find himself or herself in a situation that will require at least a rudimentary understanding of negotiating skills. This paper take a hard look at a solid half-dozen of the most essential principles or skills necessary for successful negotiation. With proper skills and proper...
- White papers 2004-10-19
- Negotiation and Conflict Management Online
- Conflicts happen wherever people go. Conflicts happen at work with coworkers and bosses. Conflicts happen at home with their spouses, girlfriends/boyfriends, sons/daughters, and neighbors. Conflicts happen when one is out on the streets doing their daily errands, such as when encountering a rude person at the grocery line, or a...
- White papers 2006-05-31
- Sales Negotiation
- Part of a good salesperson's skill is to learn to read people and situations very quickly. However, when it gets down to negotiating, you have to take everything you see and hear with a grain of salt. Buyers are good negotiators, and thus they are good actors. Be skeptical. Be...
- White papers 2008-01-01
- The Secret Guide to the MBA Curriculum
- Our cheat sheet tells you which B-school classes will teach you valuable skills and which ones aren't worth your time. Finance Course...
- Articles 2007-10-16
- Want Win-Win Negotiations?
- Everyone negotiates. Negotiations are an integral part of our jobs, our lives, and our relationships. We even negotiate with ourselves when we work out the relative value of things. Few people understand the negotiation process and the effect attitude, people skills and dealing with conflict have in a win-win negotiation....
- White papers 2003-05-21
- Utilizing Active Listening
- Few people are naturally gifted with the ability to be an active listener, but it's a skill that can make or break a leader. In fact, most people are not quite sure what active listening is, and therefore do it very badly. It's particularly difficult for those who are narrowly...
- Articles 2007-04-20
- Understanding People People
- The Idea in Brief Looking for fresh ways to motivate your employees? Give them work that allows them to use their varied interpersonal talents. But first recognize that people skills are more nuanced than many...
- Articles 2008-03-10
- Caterpillar Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. Ladies and gentlemen, the floor is now open for questions. [Operator Instructions]. Our first question today is coming from Ann Duignan. Please announce your affiliation and then pose your question. Ann Duignan - Bear, Stearns & Co. Inc. Hi, good morning, it's...
- Earnings calls 2007-10-19
- The Use and Abuse of Role
- "Few 'soft' skill workshops happen now without hearing the dreaded phrase: ""let's do a quick role-play"". It is hardly surprising that we increasingly encounter participants suffering from role-play phobia or, indeed, 'role-rage', because they have been on the receiving end of too many badly conducted exercises. Without...
- White papers 2003-06-01
- Managing by Agreement - The New "MBA"
- Productivity and satisfaction depend on "clear" hearts and "clear" agreements. When the heart or the agreement is unclear, conflict and compromised productivity follow. Self-Management of emotion generated by stress is a precursor to effective negotiation and collaborative dialogue about the real or potential conflict. This is a skill one needs...
- White papers 2003-01-01
- Is College Necessary?
- Is College Necessary?How I thinkI read your article about college. Yet, I agree technology did make our life much easier and much productive, but there is one thing we always have to remember-we are human-just like to logo of Toyota "moving Forward." that is the goal of our life. We...
- Discussion threads 2008-06-16
- Ten Key Cross-Cultural Management Skills
- Unlike technical knowledge, intercultural awareness and skill are not something you can achieve just by reading a "How-to" manual or learning a simple formula. How people's cultural backgrounds play themselves out is obvious in some ways and quite subtle in others. Appearance, names, language, accents, artifacts and shared worlds of...
- White papers 2009-01-01
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