strategic consultant to:

~ serial CEOs & CTOs in software, Internet, technology & digital media
~ experienced consultants in all fields to maximize their practices

Tactics of Successful Negotiation: part 1 of 4: Standing up for your value

Jul 15, 2011

Here is a 4-part series of weekly posts on the Tactics of Successful Negotiation:1) Standing up for your value;2) Learning the pace of negotiation;3) Overcoming your demon voices; and4) Coming from Abundance–the real power. “Never go to the negotiation table...

Tactics of Successful Negotiation: part 2 of 4: Learning the pace of negotiation

Jul 15, 2011

Let’s talk about the negotiation itself. What I end up teaching my clients is that they must 1) stay the course, 2) watch their margins, 3) assume the true value of their offering, and 4) be prepared to walk away from a deal that doesn’t work for them.Sometimes...

Tactics of Successful Negotiation: part 3 of 4: Overcoming your demon voices

Jul 15, 2011

Your demons play in your head and make you a weak negotiator: they say, “You really need this account,” or “They can get anyone to do this, they don’t have to choose me for this consulting work (or product mix).” “Can I really deliver what I am promising?” And even,...

Tactics of Successful Negotiation: part 4 of 4: Coming from Abundance–the real power

Jul 15, 2011

Context is a powerful vehicle for your success in the world.You can come from Abundance (the trust that there is enough in the world for everyone – that is, your glass is half full and more will come soon), or from Scarcity (the surety you must compete for every small...

strategic consultant to:

Tactics of Successful Negotiation: part 1 of 4: Standing up for your value

Tactics of Successful Negotiation: part 2 of 4: Learning the pace of negotiation

Tactics of Successful Negotiation: part 3 of 4: Overcoming your demon voices

Tactics of Successful Negotiation: part 4 of 4: Coming from Abundance–the real power

CATEGORIES