Tag Archive for: Negotiation Tips

Five Characteristics That People Should Embrace to Become Better Negotiators

Five Characteristics That People Should Embrace to Become Better Negotiators


Embracing Success: The Essential Traits of Effective Negotiators

1. Good Negotiators Invest the Time to Learn and Understand the Wants, Needs, and Desired Outcomes of the Other Side

In the dynamic world of negotiation, it’s crucial to recognize that negotiating is a two-way street.  While it’s natural to focus on your wants, needs, concerns, and desired outcome in business, social or personal negotiations, acknowledging that the other side faces some degree of ‘pressure’ to arrive at a negotiated outcome is essential.

To be a more effective negotiator, you must carefully examine the other side’s potential ‘pressure points’ to comprehensively understand the negotiation landscape.  In a selling situation, it’s easy for salespeople to lose sight of the customers’ underlying ‘pressure points.’

Ask yourself: Why does this person or company need my product or service?  What outcome does the other side want?

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Often, the other side involved in a negotiation may not be willing to reveal their ‘pressure points’ openly.  Why?  Because the other side may feel that sharing information might put them at a disadvantage in the negotiation.  Therefore, most people are not forthcoming with the information you need that can help them.

Hypothesizing, using conjecture or making assumptions about the other side’s needs and desired outcome is a common negotiating mistake made by most people.  Answers to your questions must come from the other side involved in the negotiation – not from your imagination or personal belief system.

Tip: Prepare and learn to ask effective blueprinting questions.  Use proven questioning techniques to uncover clues to help you understand the other side’s wants, needs, and dominant motivation.  You can learn more about accessing my results-producing best practices negotiating phrases, scripts, blueprinting questions, and questioning techniques HERE.

2. Good Negotiators Embrace Continuous Improvement

Successful negotiators desire to acquire, learn, and apply effective negotiating practices and skills.  Negotiation isn’t reserved for the boardroom, labour disputes, or government negotiations.  Negotiation is an essential life skill, and it’s a learned skill.  Investing time and effort to hone your negotiating skills is the key to navigating negotiations with finesse.  Without a commitment to constant improvement, you’ll likely have sub-optimal outcomes and continual frustration.

Tip: Invest in negotiation courses, templates, and tools that will help you improve your skills and results.  Also, using a professional sports analogy, I recommend you “game film” yourself and do a forensic autopsy on all your negotiations to determine how you could have done better and make the necessary changes in your approach, strategies, and tactics.

3. Good Negotiators Master the Art of When and How to Use Negotiating Gambits and Countergambits

Unlocking the potential of negotiation lies in the strategic use of what we teach in our negotiation skills training programs – negotiating gambits and corresponding countergambits. The terms gambit and countergambit are chess terminology meaning “manoeuvre for advantage.”

Tip: Learn and understand the nuances and intricacies of using gambits and the corresponding countergambits. Learn when to deploy each gambit and be prepared with the appropriate countergambit to defend against savvy negotiators who wield them (as the situation dictates.)  These negotiating gambits and countergambits provide a versatile competitive edge at different stages of negotiation – enhancing your overall approach and effectiveness.

4. Good Negotiators Consistently Practice to Improve Their Skills and Results

Negotiating is not just about someone trying to close commercial business deals.  Consistent practice is the key to expanding your skills in all business, personal, and social negotiations.  Don’t wait for meaningful, large-scale, high-value negotiations to implement your knowledge.  Seek small opportunities to apply your newfound negotiating process, strategies, and techniques.  Through a commitment to ongoing practice, your negotiating abilities will flourish, and results/outcomes will improve.

5. Good Negotiators Have a Strong Desire to Create Win-Win Outcomes

A successful negotiator is focused on more than just their gains.  Much has been written about the Win-Win approach to negotiations. The desire to create Win-Win situations is paramount to success.  It’s recommended that you try to manage the negotiation process to ensure the other side feels it won some concessions from you in a negotiation.   It would be best to take responsibility for implementing the required negotiating process, methodology, strategies, and tactics to foster positive outcomes for both sides.

Greater confidence and influence improve when negotiation is approached in a collaborative – versus competitive manner.

Tip: We provide our clients with an easy-to-understand and apply Negotiating Behaviour Matrix Diagram that helps people navigate the Win-Lose, Lose/Lose, Lose/Win, and Win/Win approaches.  It’s important to separate “content from emotion” in your negotiations.  Also, the concern for substance and the relationship is crucial in determining your negotiation approach.

Conclusion: Elevating Your Negotiation Skills

Regardless of your experience, mastering negotiation skills is an ongoing journey for all of us.  You’ll become a better negotiator and gain confidence and influence by continuously improving, mastering tactical maneuvers, consistently practicing, and fostering Win-Win outcomes.

These five characteristics of a good negotiator are not just for personal gain.  Adequately managing the negotiation can contribute to the success of each side involved in a business, personal or social negotiation.

Learn to embrace these five characteristics of a good negotiator and watch your negotiation capabilities and outcomes improve.


Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Unmasking the Use of “Mirroring” in Negotiations: Is it Manipulation?

Unmasking the Use of “Mirroring” in Negotiations: Is it Manipulation?


Mirroring: Building Rapport or Manipulation? The Truth Unveiled.

In negotiation and communication, mirroring is often promoted as a technique for building rapport and understanding.  However, what if I told you that beneath the seemingly innocent act of mirroring lies a subtle form of manipulation?  

It’s time to shed light on this often misunderstood and misapplied technique and provide insights and strategies to help people navigate mirroring.

The Mirroring Mirage

Mirroring, in essence, involves mimicking another person’s behaviour, gestures, speech patterns, or even emotions.  Its proponents will argue that mirroring fosters trust and connection – making it an invaluable skill in negotiations, sales, and interpersonal relationships.

However, mirroring can sometimes be less about building trust and more about subtly steering conversations and influencing decisions in a desired direction – theirs, not yours.

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The Deceptive Dance

Mirroring can be a covert tactic that some skilled negotiators employ to disarm you.  The people who use mirroring want to make you feel understood and ultimately lead you down their chosen path.  When done with ill intent, mirroring can be manipulative, making you more susceptible to persuasion that may not be in your best interest.

Here are some signs that you might be on the receiving end of someone using the mirroring technique:

  1. Too Perfect Parallels: If someone mirrors your words and actions to an uncanny degree, it’s a tell-tale sign of manipulation. Authentic mirroring typically involves subtle similarities, not exact replicas.
  2. Over-Engaged Agreement: Be wary of those who mirror your opinions and nod their head excessively.  This could be an attempt to create a false sense of alignment.  Pay careful attention to body language and hidden meanings in conversation.
  3. Constant Validation: When someone consistently affirms your emotions without offering their perspective, it could be a mirroring tactic to keep you on a particular emotional track.
How to Counteract Mirroring

Now that I’ve unveiled the mirroring mirage let’s explore strategies to counteract it effectively:

  1. Stay Mindful: Be aware of your behaviour and emotions during a conversation.  Recognize when mirroring is happening and assess whether it’s genuine or manipulative.
  2. Ask Open-Ended Questions: Encourage the other side to express their thoughts and opinions freely.  This strategy can disrupt the mirroring pattern and reveal the other side’s true intentions.
  3. Vary Your Responses: Instead of matching every move, deliberately change your behaviour. This will make it harder for the other person to mirror you effectively.
  4. Trust Your Gut: Trust your instincts if something feels off in a conversation.  Feel free to pause, reflect, or even seek a second opinion before making decisions.
  5. Seek Clarity: Ask for clarification when you suspect mirroring is at play.  This can prompt a more genuine conversation and expose any hidden agendas.
Conclusion

Mirroring can be a double-edged sword in the world of negotiation and communication.  While it can foster connection and trust when used authentically, it can also be a manipulative tool in the wrong hands. As professionals and individuals, our power lies in our ability to discern between genuine rapport-building and covert manipulation.

By staying mindful, asking the right questions, trusting our instincts, and learning counter maneuvers, we can navigate the mirroring maze with confidence and authenticity.


Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Mastering Negotiation: Five Key Insights for Greater Success

Mastering Negotiation: Five Key Insights for Greater Success


Five Key Insights You Need to Know About Negotiating for Success

Negotiating is an integral part of our daily lives, and understanding negotiating dynamics can be a game-changer for people.  Negotiating is an essential life skill, and it’s a learned skill.  Whether you’re negotiating with customers, suppliers, contractors, employees, employers, cell phone providers, banks – or you’re discussing curfew with your teenager, below are five vital things to keep in mind:

1. Almost everyone is a negotiator – people are negotiating all the time.

You could be involved in a negotiation whenever you communicate with another person.  Negotiation isn’t just for labour disputes and negotiations, government trade talks, dispute resolution, mediations, and athlete negotiations with pro sports teams.

If you can master the art of structuring your negotiations so you get what you want and the other side can get what it wants, you’ll increase your success while eliminating anxiety, stress, and discomfort.  People need to stop negotiating based solely on their “instinct” – or a pattern of having some previous lucky outcomes that didn’t involve using proven negotiation skills.

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Enhance your negotiating skills and achieve better results!

2. Everything you want is owned or controlled by others.

If you want something, you’ll find it’s usually owned or controlled by someone else.  To get what you want, you’ll need to take the time to learn how to get it.  To achieve your goals, learn how to deal with people by helping them get what they want – rather than dominating or taking advantage of them.  Empower others to get what they want and watch the doors of opportunity swing open.

3. Negotiating involves predictable maneuvers.

Negotiation shouldn’t be a disjointed and chaotic process.  There are predictable responses to maneuvers that take place in most negotiations.  In our negotiating training seminars, workshops, and negotiation coaching sessions, we refer to these maneuvers as gambits and countergambits; they refer to strategic exchanges to gain an advantage in any negotiation.  The term gambit is chess parlance that means maneuver for advantage.

You will want to use certain negotiation gambits to your advantage; however, you will also need to know a wide range of gambits and countergambits, even those you might not use, to protect yourself if gambits are used against you.

4. Three essential factors can make or break your negotiations:

Information: Knowledge about the other side is critical.  Understand your counterpart’s needs, desires, and objectives.  Do your research well in advance of negotiating.  The side with the most useful information usually does better in a negotiation.

Time: Negotiations often have deadlines that add pressure. Use time wisely to secure favourable outcomes.  Time limitations add pressure for a settlement.

Personal Power: The ability to influence others is a potent tool.  Learn more about the eight forms of personal power and how to wield it while guarding against its misuse effectively.

5. People have four different personality types and corresponding negotiating styles:

Four major personality types influence a person’s negotiating style.  This is not about using a Myers-Briggs or DISC profiling self-assessment tool.  The four negotiating personality types include – Analytical, Pragmatic, Extroverted, and Amiable.  Learn more about your personality type, corresponding negotiating style, and how to interact more effectively with others.

Contact me to learn more about determining your negotiating personality type and corresponding negotiating style through a self-assessment questionnaire and interpretation information.

Summary:

By understanding these five fundamental principles, you’ll be better equipped to navigate the intricacies of negotiation, achieving your objectives, and fostering positive relationships.

So, whether you’re closing a multimillion-dollar deal or negotiating a household dispute, remember that negotiation is about more than just reaching an agreement – it’s about forging connections and achieving mutual satisfaction.

Remember, negotiation is not just about getting what you want; it’s about creating value and building meaningful relationships.  So, approach each negotiation with strategy, empathy, and a willingness to explore creative solutions, and watch your success soar.


Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Mastering Lease and Rent Negotiations: Your Path to Success

Mastering Lease and Rent Negotiations: Your Path to Success


Strategies and Insights for Commercial and Rental Agreement Negotiations

In a recent interview with a senior writer for AmEx OPEN Forum, we discussed the art of negotiating lease and rental agreements.  While the article touched on several valuable insights, I want to provide more in-depth information and practical negotiation tips for mastering this critical skill.

Beware of Situational Power in Negotiation

Suppose you’re a business owner and you need to negotiate – or renegotiate commercial space for your operation – or you’re a new or existing franchisee in the hospitality business needing to negotiate space for your fast-food franchise – or you’re a student trying to negotiate to rent an apartment or condo.  In terms of negotiating lease or rental agreements, the first thing that people need to realize is that they need to – and want to negotiate in the first place.

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Enhance your negotiating skills and achieve better results!

Negotiating a lease or rental agreement can be overwhelming and stressful for many people.  Negotiating in difficult economic times can be challenging, and making mistakes can be costly.  This is especially true of the developer or landlord who has situational power and decides to use it.  There may be little negotiation flexibility if the landlord or their real estate representative wishes to use situational power!

An example of situational power is when a fast-food franchisee needs “XX” number of square feet in an easily accessible, high-traffic ‘bricks and mortar’ easy-to-access location with a drive-through capability and good parking.  After surveying the city’s most desirable area, the franchisee learns there are only two suitable locations – the same commercial landlord owns both locations.   The commercial landlord has numerous people interested in leasing the available locations.  The landlord could use this situational power to their full advantage.  In this case, the franchisee is at a disadvantage.  The franchisee should be prepared to pay the full asking price on a cost-per-square-footage basis, and negotiating leasehold improvements could be problematic.

The Art, Science, and Sport of Negotiation

Regarding negotiating leases, the first thing that individuals need to realize is that they need to negotiate in the first place.  Most people face the initial obstacle of believing that the other side involved in the negotiation has more power than they do – therefore, whether you are an experienced small business owner – or a student – people tend to believe that the landlord, developer, property management firm, or real estate representative have all of the power in the negotiation.

Negotiating is an art, science, and sport.  Indeed, it is an essential life skill designed to maximize outcomes.  However, too many people negotiate based solely on instinct – not skill.  People must understand whether the negotiation is simple or complex; a process, strategies, tactics, techniques, and proven scripts must be utilized.

Research, Plan, and Prepare

  • Research is critical in all negotiations, but most people don’t invest the time and effort to research effectively.
  • Proper preparation, planning, and information gathering are essential when negotiating leases or rental agreements.
  • Always start negotiating with the landlord or their representative by requesting a detailed proposal outlining the rental rate, fees, costs, terms, and conditions.  Getting the other side’s opening negotiating position first is critical to optimizing the outcome.

The Power of Asking the Right Questions

  • One of the most important questions I teach people in my negotiating skills presentations, training seminars, learning workshops, and coaching sessions is the “Under what circumstances…?” questioning technique.
  • For example, “Under what circumstances could we renew our lease at the current square footage costs?” or “Under what circumstances would you include $34,975.00 worth of leasehold improvements during the three-year lease?”  This effective questioning technique helps you understand the other side’s opening negotiating position.
  • Contact me to learn more about my proven verbal phrases, questions and questioning techniques for your negotiations.

Carefully Scrutinize Lease-Related Documentation

  • I advise everyone to ensure that people read all lease-related documentation carefully because the side that writes the agreement can include content that can work to its advantage – which entrepreneurs and individuals often overlook.
  • For example, many people don’t know that maintaining roofing, windows, doors, HVAC (heating, ventilation, and air conditioning), exterior signage, etc., is often the tenant’s sole responsibility.  Ensure that expensive items such as air conditioning and heating units are carefully inspected before entering into a lease or rental agreement – or negotiate to exclude your responsibility to maintain, repair or replace them.
  • Understand all the details associated with the lease’s gross and net terms and conditions because common costs are often overlooked.

Three things affect the outcome of negotiations:

  1. Information: The side with the most information and options usually negotiates more effectively, so, for example, gather relevant, reliable, and complete information about landlords, space, and locations and interview other tenants.
  2. Time: One version of the “80-20” rule is that 80 percent of concessions are made in the last 20 percent of the time left to negotiate, so be careful to avoid time-pressure tactics used by the other side. For example, a landlord or real estate representative might say – “If you want the space, you must sign the lease by 9:00 a.m. tomorrow.  If you don’t, we have other interested parties willing to sign.”  This time-pressure tactic can impact the outcome, and people sign agreements and contracts falling victim to time pressure.  Be careful you don’t fall for this tactic.  Assess the reality of time pressure by determining its validity. Be prepared with the right countergambits if this negotiation tactic is used on you.
  3. Personal Power: Another example of one of the eight forms of personal power is legitimate power in a negotiation. A person with the title of Vice President of Commercial Leasing has implied legitimate power.

Be Careful of “Funny Money”

  • Regarding monetary issues, never be seduced when someone uses “dollars per square foot.”  In a negotiation, this is referred to as “funny money” – presented with the lowest common denominator (e.g., only $7.50 per square foot) to persuade you to sign the lease.  Instead, always calculate the fully loaded costs for your square footage, which include rent, common costs, and taxes.

Always Use “Odd Numbers” when Negotiating

  • When presenting counterproposals to the landlord or landlord’s representative that deal with negotiating numbers, never use zeros and always use odd numbers.
  • For example, “Based on our research, $7.00 per square foot for this type of space seems high.  Although we are interested in renting from you, after calculating the numbers and reviewing our budget, we propose $6.17 per square foot.”
  • Keep in mind that a negotiated dollar is a bottom-line dollar.  Every dollar you save in the negotiation falls directly to the bottom line, and people can’t make money faster than when they negotiate effectively. A negotiated dollar is a bottom-line dollar.

Always Broaden the Scope When Negotiating:

  • Learn how to “broaden the scope” of your negotiations.
  • If you can’t negotiate lower square footage costs, ensure you negotiate items such as leasehold improvements, signage, parking, free rent or upgrades.
  • One of my clients, a local UPS franchise store owner, was prepared to sign a new lease with the landlord.  However, all the storefront windows were constantly foggy and dirty because the vapour seal in between the glass was faulty.  I taught him to effectively negotiate the replacement of all the glass panels as a condition of renewing the lease. The landlord agreed, so my client saved over $3,500.00 with this concession from the landlord.
  • If you already lease a property during any challenging economy, be prepared to renegotiate your existing lease with your landlord or their representative.  Generally, most landlords would prefer to make concessions to a current tenant rather than go through the time-consuming, complex, and expensive process of finding another suitable tenant.

The Value of a Real Estate Agent

Hiring a commission-based real estate agent may – or may not be a good idea. Don’t assume that a real estate agent, lawyer, accountant, or franchisor will properly or effectively manage lease negotiations on your behalf – many of the aforementioned are untrained and ineffective negotiators.

Summary

In any negotiation, understanding the intricacies of the process can make all the difference.  Learn to become a more skilled negotiator; you’ll be better equipped to navigate the complex world of leases and rental agreements.  Many individuals have shared their negotiation challenges and horror stories, emphasizing the importance of mastering this essential life skill.


Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Five Insights to Unlock the Secrets to Winning Negotiations and Achieving Success

Five Insights to Unlock the Secrets to Winning Negotiations and Achieving Success


Negotiating is an essential life skill, and it’s a learned skill.

Negotiating is an integral part of our daily lives, and understanding negotiating dynamics can be a game-changer for people.  Whether you’re negotiating with customers, suppliers, contractors, colleagues, employees, employers, cell phone providers, or banks – or you’re discussing curfew with a teenager, here are five vital things to keep in mind:

1. Almost everyone should be negotiating – people are constantly negotiating.

You could be involved in a negotiation whenever you communicate with another person.  Negotiation isn’t just for labour disputes and union negotiations, government trade talks, dispute resolution, mediations, and athlete negotiations with pro sports teams.

If you can master the art of structuring your negotiations so you get what you want and the other side can get what it wants, you’ll increase your success while eliminating anxiety, stress, and discomfort.  People need to stop negotiating based solely on their “instinct.”

Unlock Article

CONTINUE READING ... SUBSCRIBE TO UNLOCK THE COMPLETE ARTICLE

Gain access to our library of complete articles that contain proven negotiation strategies, tips, and expert insights when you subscribe.

Enhance your negotiating skills and achieve better results!

2. Everything you want is owned or controlled by others.

If you want something, you’ll find it’s usually owned or controlled by someone else.  To get what you want, you’ll need to invest the time to learn how to get it.  To achieve your goals, learn how to deal with people by helping them get what they want – rather than dominating or taking advantage of them in a negotiation.  Empower others to get what they want and watch the doors of opportunity swing open.

3. Negotiating involves predictable maneuvers.

Negotiation shouldn’t be a disjointed, chaotic, and anxiety-producing process.  There are predictable responses to maneuvers that take place in most negotiations.  In our negotiating training seminars, workshops, and negotiation coaching sessions, we refer to these maneuvers as gambits and countergambits; they refer to strategic exchanges to gain an advantage in any negotiation.  The term gambit is chess parlance that means maneuver for advantage.

You will want to learn to use certain negotiation gambits to your advantage; however, you will also need to know a wide range of gambits and countergambits, even those you might not use, to protect yourself if negotiating gambits are used against you by the other side.

4. Three essential factors can make or break your negotiations:

Information: Knowledge about the other side is critical.  Understand your counterpart’s needs, desires, and objectives.  Do your research well in advance of negotiating.  The side with the most in-depth and relevant information usually does better in a negotiation.

Time: Negotiations often have deadlines that can add pressure.  Use time wisely to secure favourable outcomes.  Line up all the details well in advance of any negotiation.  Time limitations and deadlines add pressure for a settlement.

Personal Power: The ability to influence others is a potent tool.  Learn more about the eight forms of personal power and how to wield it while guarding against its misuse effectively.

People have four different personality types and corresponding negotiating styles:

Four major personality types influence a person’s negotiating style.  This is not about using astrology or a Myers-Briggs or DISC profiling self-assessment tool to determine your negotiating personality type.  The four negotiating personality types include – Analytical, Pragmatic, Extroverted, and AmiableLearn more about your personality type, corresponding negotiating style, and how to interact more effectively with others.  Pay attention to “clues” that can provide insights into personality types.

Contact me to learn more about determining your negotiating personality type and corresponding negotiating style through a self-assessment questionnaire and interpretation information.

Summary:

By understanding these five fundamental principles, you’ll be better equipped to navigate the intricacies of negotiation, achieving your objectives, and fostering positive relationships.  So, whether you’re closing a multimillion-dollar deal or negotiating a household dispute, remember that negotiation is about more than just reaching an agreement – it’s about forging connections and achieving mutual satisfaction.

Remember, negotiation is not just about getting what you want; it’s about creating value and building meaningful relationships.  So, approach each negotiation with strategy, empathy, and a willingness to explore creative solutions, and watch your success soar.


Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Mastering Mortgage Negotiation: A Practical Guide for Homeowners in the US and Canada

Mastering Mortgage Negotiation: A Practical Guide for Homeowners in the US and Canada


Unlock Potential Savings with Smart Mortgage Negotiation Strategies

The looming mortgage situation for the rest of 2023, 2024, and probably 2025 indicates that a staggering wave of mortgage challenges is hurtling toward homeowners that will undoubtedly cause stress, anxiety, and financial hardship for tens of thousands of people.

Brace yourself for the thunderous impact of 10.1 million mortgages set to mature this coming year in North America, shaking the very foundations of the real estate market.  Here’s the spine-chilling twist: a vast number of homeowners are about to plunge headfirst into a financial abyss, shackled by interest rates that rival “loan shark” territory, with some borrowers teetering on the precipice of ruin, paying a staggering average of 5.1% to 8.3% interest on their life’s most significant investment.

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Hold onto your seats as we delve into the treacherous landscape of mortgage negotiations and renegotiations – where the stakes have never been higher, and the consequences will reverberate throughout the North American economy.

Negotiating your mortgage terms can yield significant savings and favourable conditions. This article’s insights, strategies, and tips will help you negotiate confidently in the United States or Canada.  In today’s challenging mortgage market, understanding the nuances of the negotiating process is essential for success.

A few words of caution.  Make sure you investigate your local lending regulations and mortgage broker licensing requirements.  Also, pay attention to details and have a qualified person carefully review legal documentation.  You don’t need to make your situation worse by having to live with problems associated with legal documents. Remember, a mortgage is a legal document.

Get Help: While I’m not a mortgage broker, I specialize in negotiation coaching, consultancy, and training.  Contact me for personalized guidance in navigating the complex world of mortgage negotiations.  With my tailored coaching packages, I provide expert advice and empower you with the applicable negotiation strategies, tactics, techniques, phrases, scripts, questions, and questioning techniques to help you improve your outcomes. Let’s work together to gain a negotiating advantage in the mortgage market.

Know When and How to Negotiate

Understanding the Art of Mortgage Negotiation

When securing a mortgage for the first time or a renewal, you’ll often encounter posted rates at various traditional and non-traditional financial institutions.  However, during these difficult economic times, people might be so anxious to apply for a mortgage – or desperate to renew a current mortgage that they don’t start researching, gathering information, and negotiating early enough.  Some people don’t bother negotiating mortgage rates, terms, and conditions – some believe mortgage rates are set in stone.

You can secure a better outcome with the proper negotiation approach, strategies, and tactics.

For instance, negotiating skills could reduce the interest rate if the advertised five-year fixed mortgage rate is 5.5% with a reasonable amortization period.  Besides the interest rate, you can also discuss contract details like prepayment options, cash-back benefits, and terms and conditions. Your ability to negotiate depends on your preparation, planning, and negotiating skills – and the skills of your mortgage broker, should you decide to use one.

Strategic Timing for Mortgage Negotiation

To maximize your negotiation power, there are three key things to consider:

  1. Securing a New Mortgage
    This is a prime time for negotiation, as multiple lenders may be interested in vying for your business – as long as your application is solid.  Take your time; shop around and see if your preferred lender can match or surpass their competition’s offers.  Remember, financial institutions need to get profitable, low-risk loans on their books.  Therefore, there is some pressure on lenders to loan mortgage money – as long as your income supports loan repayment and the loan-to-value ratio is acceptable to the lender’s mortgage underwriters.
  2. Renewing Your Mortgage
    You receive a renewal letter from your current lender a few months before your mortgage term ends. Instead of accepting it immediately, take your time to do research and explore other offers.  Switching lenders may save you enough money to make the negotiating effort worth it.
  3. During Your Mortgage Term
    If market conditions favour it, you might renegotiate or refinance your mortgage for a better rate even before the term expires.  Ensure you understand the prepayment fees, terms, conditions, and any potential risks involved.

Don’t Hesitate to Ask and Negotiate for a Discount

Most financial institutions publish mortgage interest rates, which can often be negotiated lower, especially with a strong application and credit rating.  The size of any potential discount depends on market conditions and the lender’s policies.

While you might wonder why they publish rates if discounts are possible, it’s because some homebuyers or homeowners accept the published rates, and these rates are used to calculate penalties in case you need to break your mortgage early.

Shop Around for Savings

Always shop around, whether getting a new mortgage or renewing the current one. Even though various lenders offer similar rates, slight differences can lead to substantial savings.  Contact multiple lenders to find the best rate; your preferred lender may be willing to match the lowest offer.

The Power of Using Mortgage Brokers

Consider using a mortgage broker.  These licensed professionals work with multiple lenders, ensuring they can provide you with a cross-section of offers and the best terms available.  Sometimes, mortgage brokers can be beneficial for unique situations like self-employment.  If things get “desperate,” mortgage brokers may be able to access different types of lenders (including hard money lenders) with more flexible lending criteria.  Origination fees and interest rates will be higher for these types of scenarios.

Remember, the lender compensates mortgage brokers; therefore, using a mortgage broker is a convenient option for borrowers.

Warning: Be very careful of mortgage brokers or lenders presenting you with potential solutions for your mortgage who may unintentionally or intentionally mislead – or misinform you and don’t deliver the solution.  Also, don’t assume the mortgage broker is negotiating the best possible outcome for you.  The commissions a mortgage broker could potentially earn may not justify them spending an excessive amount of time on negotiation.

Recommendation: If you’re looking for a trustworthy professional mortgage broker, contact David Pipe.  David is licensed in the Province of Ontario, Canada.  David can also help Canadian out-of-province clients with their mortgage needs.  He has the necessary experience, expertise, industry connections, and skills to help people find mortgage solutions.  David provides a complimentary, no-obligation consultation for his potential clients.

Strategies for Successful Mortgage Renewal Negotiation

Keep an Eye on Market Interest Rates

Even if you’re not currently in the market for a new mortgage, monitoring interest rates is wise.  If you’re on a fixed-rate mortgage and rates drop, inquire with your lender about blending and extending your mortgage, potentially saving you money.  Conversely, if you have a variable-rate mortgage and rates increase, consider switching to a fixed-rate mortgage for potential savings.

Beyond Interest Rates: Consider Your Prepayment Options

When negotiating your mortgage, don’t fixate solely on interest rates. Consider the prepayment privileges offered. Making extra payments without incurring fees can be immensely beneficial, especially if you anticipate a windfall of funds in the near future.

Optimize Your Mortgage Application

A strong and thorough application can lead to better interest rates – or a less stressful approval process.  A substantial down payment, a good credit history/rating, and a reasonably stable income are factors that lenders consider favourably. If you have outstanding debts, consider reducing them before applying, as this can improve your overall financial picture.

It’s a good idea to check your credit report using one of the major credit reporting companies.  If you notice discrepancies on your credit report, make sure you get those corrected – before you apply for a mortgage.

Your Mortgage Renewal – A Golden Opportunity:

Renewing your mortgage isn’t a task to take lightly.  Instead of settling for the first offer, invest time researching and negotiating to secure terms that align with your financial goals. By following these seven strategies, you can optimize your outcome.

Don’t Overlook Your Mortgage Renewal Letter

Don’t wait until the last minute to take action.  Upon receiving your mortgage renewal letter, paying attention to it is vital. Failing to contact your lender may result in automatic renewal into an open mortgage term with considerably higher interest rates.

Study the Renewal Offer Thoroughly

Before negotiations, thoroughly understand the renewal offer, including the offered interest rate, term length, prepayment privileges, and amortization period.  Adjusting the term may affect your rate.

Research for the Best Rates

Do an Internet search for “best mortgage rates + your city/province/state” to find the most competitive rates in your local area.

Compare Apples to Apples

Ensure you’re comparing the same type of mortgage as the one in your renewal letter.  Some lenders offer better rates for insured mortgages, so verify that you’re comparing the correct type of mortgage.

Seek Professional Advice

Consider consulting a qualified Financial Planner, Accountant, Mortgage Advisor or Mortgage Broker for expert guidance regarding the lowest rates, terms, and conditions to understand your mortgage’s role in your overall financial plan.

Initiate Negotiations

Approach your lender with the rate and conditions you prefer.  Ensure you’re clear and concise in your communication.  Be careful of “Funny Money” and using percentages when you negotiate.  Always deal in real money terms when negotiating.  Understand the financial impact of a 0.25% increase – or reduction in your mortgage interest rate – in real money.

Clarify Switching Costs

If you’re considering switching lenders, understand the associated costs and inquire if the new lender can cover them.  Be careful of the “fine print.”  Switching costs can be expensive.

Summary

Negotiating your mortgage, whether for a new purchase or renewal, demands your attention and proactive efforts.  You can secure the best possible rates and terms with the right strategies and information.

Your mortgage renewal negotiation allows you to align your financial situation with your goals and save money. So, feel free to explore your options and negotiate until you find the perfect mortgage agreement for your needs and your circumstances.

As we draw the curtains on this expedition into the intricate world of mortgage negotiations, it’s abundantly clear that arming oneself with knowledge, negotiating skills, strategies, tactics, phrases, questions, and questioning techniques could be the key to weathering the storm and emerging victorious.

Numerous interdependent variables and moving parts are involved in negotiating or renegotiating your mortgage.  In a landscape where hundreds of thousands of mortgages hang in the balance and interest rates continue to cast their ominous shadow, the power to secure your financial future lies in your hands.

Your mortgage is more than just a loan; it’s a financial instrument that can shape your life for years to come. So, remember this: knowledge is your sword, patience is your shield, and persistence is your armour. By negotiating intelligently, you can transform the daunting mortgage market into a realm of opportunity and financial well-being.

Remember: A negotiated dollar is a bottom-line dollar.  You can’t make – or save money faster than when you’re negotiating.


Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

Is Splitting the Difference a Winning Negotiation Strategy or a Flawed Approach?

Is Splitting the Difference a Winning Negotiation Strategy or a Flawed Approach?


Unpacking the Pros and Cons of Splitting the Difference in Negotiations

Negotiation is a dynamic art that requires a deep and thorough understanding of negotiating strategies, tactics, techniques, and tips and the ability to adapt to various situations. One common and often misunderstood and misapplied strategy in negotiation is “splitting the difference.”

This is especially true in commercial negotiations involving monetary and non-monetary concessions that provide value.

While “splitting the difference” may seem straightforward and fair, there are pros and cons to consider when deciding whether to employ this strategy in your negotiations.  In our negotiating skills training programs and negotiation coaching sessions, we encourage “splitting the difference” when the circumstances support using this negotiating gambit (chess parlance meaning manoeuvre for advantage.)

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The Pros of Splitting the Difference:

  1. Quick Resolution: Splitting the difference can expedite the negotiation process, making it an attractive option when time is of the essence.  It’s a simple way to find a middle ground and move forward.
  2. Fairness: This method can create a perception of fairness in the negotiation.  Parties may feel both sides are making equal concessions, promoting goodwill and cooperation.
  3. Maintaining Relationships: When dealing with long-term “partners” or maintaining professional relationships, splitting the difference can prevent hard feelings and keep lines of communication open.
  4. Simplicity: When appropriately taught and understood in the proper context, splitting the difference is easy to understand and execute, making it accessible for experienced and novice negotiators.  When splitting the difference, people must learn and use correct verbal and written phrases and scripts – or using this negotiation gambit could backfire.

The Cons of Splitting the Difference:

  1. Missed Value: Splitting the difference might mean leaving value on the table.  It must consider each party’s specific needs and priorities, potentially resulting in a suboptimal outcome.
  2. Lack of Creativity: This strategy can stifle creative problem-solving.  Instead of exploring innovative solutions, negotiators settle for the middle ground.
  3. Ineffective in Complex Negotiations: In intricate or high-stakes negotiations, splitting the difference often needs to be revised.  It needs to have the sophistication required for complicated deals.
  4. Presumption of Equal Concessions: While it may seem fair, in some cases, one side may be making a more significant concession, creating an imbalance.

How Splitting The Difference Can Be Used to Your Advantage

The Negotiating Gambit: It’s generally a good strategy in a negotiation not to offer to split the difference.  There are some situations during a negotiation where it’s an excellent strategy to get the other side to split the difference.

The use of this negotiation strategy depends on where you are in your negotiating range during the negotiation.  Your negotiating range is between your opening negotiating position (initially, ask for more than you want and expect to get – based on the Maximum Plausible Position – MPP) and your desired outcome (your goal).

Suppose you are on the high side of your desired outcome (goal), between your desired outcome and opening negotiating position.  In that case, you can suggest to the other side to split the difference, which would result in your successfully being able to bracket between your high position on your negotiating range.  It creates the perception that you made a concession, and what you did was simply bracket to achieve a better outcome.

Example: In a sales negotiation, you proposed a price for a new piece of equipment to a customer at $31,997.95, plus taxes and shipping.  The price you proposed is based on your opening negotiating position.  Your desired outcome (goal) for the negotiation is to sell the equipment at $26,995.95, plus taxes and shipping.

The customer doesn’t have the budget for your proposed asking price and suggests a price of $25,000.00.  Based on this, you’re $6,997.95 lower than your opening negotiating position and $1,995.95 lower than your desired outcome.  Now, it’s an intelligent strategy to suggest to the other side to split the difference.

You could say something like this to the customer: “We’re not that far apart, so does it make sense to split the difference?  We’ll each compromise $3,498.55 and agree on the purchase price of $28,499.40, plus taxes and shipping.”

By suggesting to the other side to split the difference and by properly bracketing between your opening negotiating position and your desired outcome, you have effectively indicated that the equipment be sold for $1,503.45 more than your desired outcome (your goal).  You’ve created a Win-Win outcome by conceding some of your negotiating range to the customer.

The Negotiating Countergambit: You can protect yourself from splitting the difference yourself in a negotiation by using the Higher Authority gambit.

You can say the following to a customer: “We’re only a few thousand dollars apart on a piece of equipment that will improve your operations.  It seems a shame to walk away from this after the time we’ve both invested.  If you propose a reasonable compromise between our initial competitive price proposal and your counteroffer, I’ll take it to my finance people and see what I can do.”

Why a Former FBI Hostage Negotiator’s Approach Differs:

A former FBI hostage negotiator advocates for an alternative approach in his co-authored book, “Never Split the Difference.”  In the book, the co-author proposes that splitting the difference only sometimes serves a person’s best interests.  The co-author emphasizes using “tactical empathy, active listening, and calibrated questions” to uncover your counterpart’s true motivations and priorities.

In contrast to splitting the difference, the co-author encourages people to seek out “black swans” –unexpected and valuable concessions that might result in a more favourable deal.

At negotiatingcoach.com, we call this “Broadening the Scope” of the negotiation.  It’s important to understand when and how to properly split the difference in a negotiation.

Conclusion

While splitting the difference can be a quick and straightforward way to resolve negotiations and maintain relationships, it may not always be the most effective strategy.  Understanding the pros and cons of this approach is essential for any negotiator. There are alternative perspectives on this topic that challenge the status quo.

In your next negotiation, consider the specific circumstances and your counterpart’s motivations before deciding to split the difference – or aim for something more.  Remember, successful negotiation requires a versatile toolkit of strategies and tactics, and the right one depends on the situation.


Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.