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 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 […]

Negotiation and Cold Calling – What is your organization up to? (Part 8)

The valid M&P – necessary but insufficient Many of my previous blog posts attempt to show that a valid M&P is your bridge into your negotiation adversary’s world, and should be the key and the most effective organizing principle of your organization’s life and existence. It serves a third overall function which is that it […]

Negotiation and Cold Calling – What is your organization up to? (Part 7)

A valid M&P and the sources of dysfunction One of the best books that helps you understand the central role of a valid sense of purpose for organizational success is Simon Sinek’s “Start with Why: How Great Leaders Inspire Everyone to Take Action”. I watched his TED Talk during a training session I attended a […]

Negotiation and Cold Calling – What is your organization up to? (Part 6)

Your cold calling efforts cannot be transformed in isolation This is not because there’s anything peculiar about cold calling. Choose any aspect of your organizational life and try to transform it in isolation – it doesn’t matter whether it is HR processes, procurement, marketing, M&As, or anything else. If you do attempt to transform it […]

Negotiation and Cold Calling – What is your organization up to? (Part 5)

I have suggested that cold calling be seen as being nothing more and nothing less than a negotiation. A negotiation requires focused, coordinated, disciplined and effective decision making – the ability to make such decisions on one’s side and to influence such decisions on the other side. This is the only way the only way […]

Negotiation and Cold Calling: What is your organization up to? (Part 4)

If companies do not get their internal negotiations right, everything else becomes a house of cards. I have written that cold calling must be seen as a way to engage the prospect’s decision making process. This should not hide the fact that this is an engagement between people. This means people on your side are […]