by Gary Gorman | | Negotiation
Let’s face it …we’ve all been there. We’ve asked the right selling questions, identified the customer need, clarified the product benefits, asked for the order and they say: “It’s too expensive” Well….time for a quick reality check…despite what customers say it is...
by Gary Gorman | | Negotiation
Interesting times lie ahead in the UK Grocery market with the revelation this weekend that Sainsbury’s and Asda are in advanced talks over a possible merger. This would make the combined group a retail giant, taking £1 of every £3 spent on groceries in the UK...
by Gary Gorman | | Negotiation
90% of successful negotiation is down to preparation. Effective negotiators go to great lengths to plan the questions they will ask and the assumptions they will pressure test in order to get a totally clear picture of the current situation. Set your ‘walk away’ point...
by Gary Gorman | | Negotiation
Negotiation position • What do we want to achieve? • How will we open the negotiation? • How might they respond? • What will their reaction actually mean? Climate • What is the appropriate behaviour and strategy to adopt? • What is our long-term business strategy and...
by Gary Gorman | | Negotiation
A key part of my negotiation skills workshop, where I help corporate sales or buying teams negotiate better trading agreements, is to get the delegates to simply write three words in their workbooks. The three words are ‘Negotiation Is Silence’. The reason...
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