How to Negotiate When the Other Person Tells You that They Don't Have the Authority to Decide

One of the most frustrating situations you can run into is trying to negotiate with the person who claims that he or she doesn't have the authority to make a final decision. Unless you realize that this is simply a negotiating tactic that's being used on you, you have the feeling that you'll never get to talk to the real decision-maker.

Setting the Climate for a Non-Confrontational Negotiation

What you say in the first few moments of a negotiation often sets the climate of the negotiation. The other person quickly gets a feel for whether you are working for a win-win solution, or whether you're a tough negotiator who's out for everything they can get.

Unethical Negotiating Gambits and How to Protect Yourself Against Them

Let me teach you the unethical gambits that people can use to get you to sweeten the deal. Unless you're so familiar with them that you spot them right away, you'll find that you will make unnecessary concessions just to get the other side to agree with your proposal. Many a salesperson has had to endure an embarrassing interview with a sales manager who can't understand why he made a concession. The salesperson tries to maintain that the only way to get the order was to make the concession. The truth was that the buyer out maneuvered the salesperson with one of these unethical gambits.

A Contrast in Buyers

If you are not an expert, do some research before jumping in with both feet.

Renegotiate Deadlines - How To Do It To Lighten Your Workloads!

Do you find it difficult to say no to people when they put deadlines on you to complete work? Here are some techniques that you can use to renegotiate that deadline to give you more time.

Professional Buyer's Use of Reverse Auctions

Some professional buyers are still wondering why they should take advantage of reverse auction technology. It is true that some items are not good to reverse auction, but some are very good opportunities for reverse auction.

Negotiating – The Myths and Realities

There are a lot of myths surrounding negotiating which don’t help if you are faced with handling such a situation for the first time. But as with many myths, there is usually a very different reality. So what are the myths and realities?

Russian Roulette: Or Doing Business in Eastern Bloc Countries

Business people beware! Watch your back!

Know When to Walk Away from A Deal

There are times in business when you need to walk away from a deal. Sometimes you need to sacrifice short-term financial gain for long-term piece of mind.

Finding the Real Decision Maker

It is great using your sales skills to impress the prospect. But what happens if you are talking to the wrong person? This is one of the most common mistakes among novice sales people so read on to make sure you pitch to the right MAN.

The Art of Business Negotiation in the Middle East

You know it seems to me having done much business with Arab Gentlemen that if you do not BS a little they really do not respect you much, and the problem is that under US law you have to be truthful. They like to catch you in a tall tale...

Crisis Management

How to handle a Crisis

Business Negotiation and the Win-Lose Turning to a Lose-Lose in the Courts

One of the most aggravating situations, which can happen in negotiation is when your party fails to understand the true intentions and the cultural nurturing of the other parties. This happens often when dealing with foreigners from other nations who have different ideas of what a negotiation means.

How To Charge A Client

Here are some tips and considerations you can ponder before and after sending a quote