Why It Is Completely Natural for Blockers to Pretend They Are the Decision-Makers

Everyone who has ever worked in sales has had to deal with a blocker before. These are the folks who circle around the real decision-makers, like pioneers around a covered wagon, each pretending to have the-buck-stops-here decision-making authority. There are many varieties of blockers: Purchasing department representatives, personal assistants, boisterous team members who project a […]

How an Honest ‘No’ Helped One Small Business Owner

Editor’s note: This is a guest post from Casey Meehan, founder of Chicago-based marketing firm Epic Presence. As a small business owner, it is tempting to say “Yes!” to everything a client or potential client asks. That impulse makes sense on the surface: You want to make your customers happy, and an enthusiastic “yes” communicates […]

Negotiating with real or phantom adversaries?

In many negotiation situations, we humans act on the basis of what can best be described as an intuitive sense regarding who wields decision making rights in a group setting. After identifying such people, we often initiate the negotiation with that person through an intermediary. This implies that we identify those (we believe) wield influence […]

Negotiation and Cold Calling: What is your organization up to? (Conclusion)

The link between individual and team effort When I started this piece, I deliberately did not plunge into a description of the difficulties and challenges encountered on a call. These are important – and I daresay most people will readily admit to the existence of those difficulties and challenges. I also suspect that many will […]

Negotiation and Cold Calling – What is your organization up to? (Part 13)

22) You agree to a follow up call or secure a face to face meeting without negotiating an agenda In the previous post I wrote for this series, I concluded with the point that your adversary asking for a presentation can actually be a problem that you encounter or cause. To conclude it is an […]

Negotiation and Cold Calling – What is your organization up to? (Part 12)

19) What is the next decision you seek? A characteristic feature of the way untrained negotiators speak is to think in terms of a favorable outcome or event. How many times have you heard these or similar things? “I want to get that job” “I want at least a 20% hike on my current salary” […]

“Dangling decisions”

Over the past few months, I have become fascinated by a reality I have come to term “dangling decisions”. I have noticed that this particular “variety” of decisions is a staple feature in our individual and collective lives. By dangling decisions I am not referring to the mistaken decisions we make. We can’t avoid making […]

Negotiation and Cold Calling – What is your organization up to? (Part 11)

(Problems that individuals encounter and/or cause cont’d) 14) The fear of “no” For many people, no implies the end of the conversation. In cold calling, often, a certain kind of “no” actually is the end of the conversation. The person you are calling is spending time on the call because he/she decides to do so. […]

Negotiation and Cold Calling – What is your organization up to? (Part 10)

(Problems that individuals encounter and/or cause cont’d) 5) The inability to make and conduct the call in a state of emotional calm To many people, this might not seem like a problem. They may consider emotional calm to be a problem – and equate calmness with boredom or even ineffectiveness. Some equate a gung ho […]

Negotiation and Cold Calling – What is your organization up to? (Part 9)

What problems are you encountering? The Camp Negotiation Management System is an arrangement of principles, rules, laws, and tools that are arranged and aligned in such a way that the user is able to see, engage, and solve all the problems standing in the way of reaching agreement with another person or group. The System […]