Becoming a More Proficient Negotiator
Category: Personal Development
As I read this article, I could not help but think about the discovery calls I had with the sales managers of my client in building the next day’s customized workshop. “Our salespeople cave in too much when customers or prospects ask for a lower price.” “They fail to understand how strong a hand we have in our marketplace when it comes to our competitive advantage.” These comments while troubling, are far from unique. At U.S. Learning we hear them from sales organizations every day. Why is this the case?
Discovery is Critical, but Who’s Doing It
By George Lucas, Ph.D.
As we ask people to complete the OMN Self-Assessment about their negotiation tendencies, the overwhelming majority indicate that they prefer to collaborate. Despite this fact, most people lack an advanced level of the most critical skill to build a foundation for collaboration; needs discovery.
My good friend and colleague, Larry Winget recently appeared on Fox and Friends to offer his insights on a commencement address that had strong impact on new graduates. Larry is an expert on motivation, finance and attitude. I found his advice strongly resonated with my own insights for budding entrepreneurs as they enter the [...]