sales

The following items are tagged sales.

Becoming a More Ethical Negotiator

Posted by & filed under Business Negotiations.

Given the prevalence of corporate scandals in recent years, many have questioned whether ethics training for professionals has done much good.

One of the reasons that such training has achieved limited success is its focus on intentional, explicitly unethical behavior. Such training encourages students to do what is right rather than what is profitable. Yet, most professionals are not ethically challenged at an explicit level and those who are may be unreceptive to the messages of ethics training.

Win-Win Negotiations: Managing Your Counterpart’s Satisfaction

Posted by & filed under Sales Negotiations.

As the following points will demonstrate, ensuring that your counterpart is satisfied with a particular deal requires you to manage several aspects of the negotiation process, including his outcome expectations, his perceptions of your outcome, the comparisons he makes with others, and his overall negotiation experience itself.

Wheelers and Dealers?

Posted by & filed under Negotiation Skills.

Car salespeople truly understand how to use modest concessions to extract much larger ones.

First, they spend a long time legitimating the sticker price and suggesting that it’s not only fair, but nonnegotiable.

Laughing Matters

Posted by & filed under Conflict Resolution.

You don’t have to be serious to be a serious negotiator. Humor, deftly used, can be a positive factor in promoting agreement.

That’s what Finnish researcher Taina Vuorela confirmed in a comparative study of two real-world transactions. One was an internal meeting of a sales team trying to hammer out a strategy to land a potential customer. The other was the subsequent negotiation between that same team and its outside client.

Team Building, One Player at a Time

Posted by & filed under Negotiation Skills.

In late October, the Detroit Tigers were preparing to face off against the San Francisco Giants in Major League Baseball’s World Series. In 2002 and 2003, the Tigers had two of the worst seasons in baseball history, losing a combined 225 games. But through years of calculated decision making and negotiations, team president Dave Dombrowski and his staff rebuilt the team from the ground up, writes Noah Trister of the Associated Press. The Tigers have reached the World Series for the second time in seven seasons and, at the time of this writing, are favored to beat the Giants.

In Deal Making, Broaden Your Focus

Posted by & filed under Business Negotiations.

Imagine that you are in charge of renting a new location for a branch of your company in a nearby city. After researching the reputations of a number of local real estate agents, you meet with several and choose the one who seems most knowledgable and responsive.