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Are You Checking for Understanding? Or am I?

A couple of years ago my clients started asking me, “Do you follow up with my people after training to check for their understanding of our Terms & Conditions or do I?” Today, (not in years past) I say we both should. My efforts alone are not enough....

The 1 Minute Negotiation Technique

Okay, I’m coming out. I meditate. I have for years. Besides all the health benefits, I believe that meditation has helped me further develop my ability to really focus. Anyone who has ever talked to me knows that I encourage everyone to take time to really plan for...

Before You Make the First Offer

There is a lot of power in making an opening offer. In fact, the opening offer anchors the entire price conversation. Do you want to set the anchor, or allow the other party to set the anchor? You should make a conscience choice. By setting the anchor, you are...

Redefine Your Role Away From Gatekeeper

80% of Business to Business purchases involve some sort of contract. This fact startled me, even though I am an attorney. More telling, those contracts have become increasingly sophisticated. Contracts typically contain rebate language, chargeback mechanisms, and...

My Negotiation Pet Peeves

Open display of animosity between negotiators   Lack of understanding of what the other side needs Incomplete and/or wrong data Poor follow up on questions, solutions or methods Business as usual responses to questions Hide serious problems that you know will surface...

Contract Negotiators Need an Enhanced Skill Set

Keld Jensen, one of the leading authors on negotiating partnerships said this: “Poor negotiations skills are probably the biggest single cause of major costs and lost opportunities to any organization. And what is more –most companies do not even see it!” The problem,...

Getting to We: Negotiating Agreements

It’s time for a new approach and mindset for contract negotiations—time to leave the me-first, I-win-you-lose strategy and replace it with a highly collaborative approach when structuring partnerships. What if the agreement you negotiated was more than just a...

Are You Negotiating Value?

Traditionally, buying companies seek to limit their risk exposure by diversifying their vendor pool. But if all vendors in an industry face the same challenge to keep costs in check, for example rising wages, it is time to do something differently. The answers lay in...