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• Real vs. Perceived Price Resistance

  By David Yoho, CPAE Speaker Hall of Fame - Explains how to determine if their is legitimate price resistance and if so, how to deal with it. Explains conditions, stalls and tactics. (Adobe Acrobat) (Added: 30-Jun-2003 Hits: 174 Rating: 0 Votes: 0)

• A Better Workplace - Article: The Dynamics of Non-Adversarial Negotiation

  By Daniel Robin - How does most negotiation work? Most negotiators put forth a strong proposal, listing their reasons for why it must be so, and then wait for a response or counter-offer that will satisfy their concerns. If that negotiator is you, I'd like to suggest a different approach. And if you're dealing with another negotiator who has not read this article, here's a surprising way to get what you want. (Added: 10-Mar-2003 Hits: 120 Rating: 0 Votes: 0)

• The negotiations mismatch.(Distributor Sales Report, Nov 1998, vol 1, no. 8)(sales negotiating)

  By Chuck Holmes - Ask any sales manager how well his salespeople negotiate, and the most probable response will be a quizzical look and a whispered question: "Negotiate?" Negotiation is not the sharpest arrow in most salespeople's quiver. Ask most salespeople how they feel about negotiation, and the likely answer - if they even admit they attempt to negotiate - is that they don't like it. They feel that the customer has the power, and salespeople are not fond of situations where they can be beaten. (Added: 10-Dec-2002 Hits: 98 Rating: 0 Votes: 0)

• Reengineering negotiations.

  By susan Doctoroff - How to make negotiations more effective by improving interactions both inside and outside the organization. With reengineering has come a shift in the way managers and their staff negotiate both inside and outside their organizations. Managers must now devise new ways for employees to interact with each other, with suppliers, and with customers and clients more efficiently, more responsively, and more profitably. (Added: 10-Dec-2002 Hits: 129 Rating: 0 Votes: 0)

• Worth Your Weight.

  By Tanisha Ann Sykes - It's high time you get paid what you deserve. Here are five strategies to play the negotiation game and win. (Added: 10-Dec-2002 Hits: 115 Rating: 0 Votes: 0)

• Strategic negotiating goes far beyond best price.

  By Agatha Ciancarelli - Years ago, it was simple to define good negotiating skills: beating a supplier down on price. But today, leading purchasing executives say they need purchasing pros who are capable of examining the context of an overall commodity strategy and truly understanding cost drivers when conducting critical negotiations with suppliers. (Added: 10-Dec-2002 Hits: 119 Rating: 0 Votes: 0)

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