Ways You Can Accelerate Your Negotiations — You Probably Haven’t Tried

Purpose Practical tips to accelerate your negotiation:   Game Plan  Negotiate Your Negotiation  Engage in Tension  If you negotiate right, you can be the most powerful person in a discussion. But traditional schooling does an awful job showing you it’s possible.  Here are 3 ways you can accelerate your negotiations.  Game Plan     Most negotiations are won …

New episode on the Negotiate Anything Podcast: “How To Win More Through Emotional Intelligence”

I’m excited to share this new interview with Kwame Christian on Negotiate Anything, the top Negotiation and Conflict Resolution Podcast in the world, also ranked #6 among all management-related shows on Apple Podcasts.

How To Create a Strong Negotiation Culture Within Your Sales Team

It’s easy for management to blame salespeople when negotiations conclude with value left on the table.  But what they often fail to realize is that selling and negotiating are fundamentally different skill sets requiring fundamentally different behaviors.

Five years ago today I became a Sales Manager. Here are 3 things I’ve learned…

Love your people. Always avoid taking yourself too seriously and never rely on your title for influence. Be yourself, let your guard down, and focus first on connecting with your people, even if it means being silly or putting work aside for a brief moment. It’s a simple truth that people don’t care how much …

Shane Ray Martin on Sales, Negotiation, and Leadership

What’s one quick tip or piece of advice you would recommend for someone looking to improve at sales? Teach, Don’t Sell. When we SELL, we break rapport. When we TEACH, we build rapport. With more rapport, there often is less resistance. (From: The Ultimate Sales Machine, by Chet Holmes) What’s one quick tip or piece …

Bob Iger’s Two Minute Master Class on Negotiation

Recently, Disney CEO Bob Iger was interviewed on the Tim Ferris podcast, going further in depth on the lessons and wisdom shared in his best-selling 2019 business memoir “The Ride of a Lifetime”. While the interview touched on a number of interesting topics (So great to learn that Mr. Iger is a fellow Pizza connoisseur!), …