by Gary Gorman | | Negotiation
1. Making Assumptions We can make assumptions based upon previous experiences, and that can often be an expensive mistake. We often assume what the customer did last year, last month or last week, will be what they’ll do today or going forward. However, there...
by Gary Gorman | | Negotiation, Online Training, Selling
In this third and final part we will look at the last two of the six steps: The execution itself Completion review Step Five: Executing. Successful execution is down to how we negotiate, how we behave and the language we use or don’t use. When planning,...
by Gary Gorman | | Negotiation, Selling
In my last blog I spoke about the first two of the six steps to developing and executing a successful negotiation: Scoping Stakeholder management. In this second part I will be focusing on the next two steps: The impact of power Planning Step Three: Impact of...
by Gary Gorman | | Negotiation, Online Training
In a recent webinar I spoke about the six steps to developing and executing a successful negotiation. These are: Scoping Stakeholder management The Impact of Power Planning Execution Completion review Over the next three blogs I’ll take a look at these six steps in...
by Gary Gorman | | Negotiation
As business returns to some form of normality trading margins are going to be coming under increasing pressure. Many customers are already demanding terms improvement to make up for the profit hit they’ve taken over the last few difficult months. Recently I ran...
by Gary Gorman | | Negotiation, Online Training
What’s the old proverb? “Necessity is the mother of invention” Well, if my online negotiation training is anything to go by, that is absolutely the case. When the Covid-19 lockdown was introduced in March 2020 I was faced with having to quickly flex...
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