Q: Getting to We is a book about negotiating, but you say it is more than a traditional negotiation book. How is it different? A: Hundreds of books have been written on negotiation strategies and tactics such as Getting to Yes, Getting Past No, Getting More and even...
I want to tell you about an exciting new project that I am working on with a client. Together, my client and I are developing an alliance program from the ground up. Like you, he is a smaller company. His company cannot force its vendors into an alliance program or...
f Step One: Restate their words exactly as they said them It seems to me that you are saying . . . What I hear is . . . . Step Two: Ask clarifying questions What is your greatest concern here today? What bothers you the most about that suggestion? What about that is...
Experts in time management often say that 20% of our customers take up 80% of our time. With just a few customers taking up a disproportionate amount of time, it is essential to learn how to say no, and still keep that conversation going. That’s right, say no....
