When the lack (or presence) of a valid System of Negotiation comes full circle (Part 4)

3) A sale is a voluntary exchange that requires, and is based on, an agreement that is voluntarily reached An often unseen reality One of the most challenging lessons that we human beings need to live but often don’t is to respect, value, feel completely safe, comfortable and at peace with the freedom of others […]

When the lack (or presence) of a valid System of Negotiation comes full circle (Part 3)

2) The exchange of money, and the real/perceived conflict of motives. Any person who writes about being careful about the impact of money in influencing our decisions runs the risk of sounding “preachy”. However, after each scandal, we collectively wring out hands and enact legislation to make the unrestrained pursuit of profit difficult. Humanity seems […]

When the lack (or presence) of a valid System of Negotiation comes full circle (Part 2)

7 things to keep in mind when thinking about sales 1) A sale often occurs between people who up to that point were strangers to each other One of the dogmas in the world of sales is that it occurs (or according to some versions, it occurs best) within the context of a relationship. The […]

When the lack (or presence) of a valid System of Negotiation comes full circle (Part 1)

Let me start this series by describing the chain of events that led me to write it. Most of the specific events happened over the past 72 hours. Of course the foundation and deepest influence of everything is what I have learnt, and now coach, at CNI. 1) The first influence was a piece blog […]

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” […]

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 […]