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E R R Your Way to Negotiating Excellence
Negotiating is the ultimate challenge for any entrepreneur. Being good at it is essential for success. You don't have to be a shark to succeed. The dolphin approach is better. The difference is one of style. While sharks try to intimidate, dolphins genuinely enjoy people. They are confident, assertive and don't try to manipulate their opponents with negotiating ploys and gambits. Learn the ERR principles of negotiating and you may never need any others. When you apply these 3 principles you'll become a more successful negotiator and gain the respect of your opponents in the process.
Salespeople: What Works - Commission or Retainer
One of our coaching clients asked for some thoughts on structuring rewards for their sales people, and the following notes arose from our thinking on the subject. On reflection, even though it's just an outline, I thought it may be relevant to some of you, so here you go:

Eight Steps to Creating a Powerful Request
“Ask, and you shall receive.” Sounds good – but how do I ask? Many times we may ask for things, but if we don’t know how to ask, we tend to get shot down and get less than we want. Following these steps will empower you to ask by creating a context or framework that will support your request. While there are no guarantees, with practice, using this approach will provide greater success.
Top 3 Must Have Negotiating Skills
Have you ever been on the wrong end of a negotiation? You closed the business only to discover the more business you write the more money you lose! In other words, you didn't negotiate price, terms and agreements to create a true win-win outcome. It's important to be equipped with good consultative skills as well as good negotiating skills. Here are three skills to add to your sales tool belt.

“Hard to Get” Selling
How Indifference Can Often Make the Difference.
Dont NOgotiate Negotiate Master the science of good negotiating
Closing a sale doesn’t always happen as easy as we hope. It’s great when it does, but there are times when the prospect wants to negotiate. Sometimes, they need to negotiate because they have a true requirement that still needs to be addressed. Other times the prospect just wants to feel like they won something and negotiate just for the sport because it feels good when they win. Whatever the reason, there are ways to handle a negotiation that lets everyone win.
The Secret to Negotiating in Sales
There's no mystery to negotiating. Good negotiators are not born; they are made! All it takes to be agood negotiator is some upfront preparation and some confidence. And nothing builds confidence like preparation.
15 Techniques for Winning Negotiations
Starting and running a business requires, quite literally, hundreds of negotiations. Developing the skills to win should be put on your "to do" list. Business negotiations are a vital part in the equation of business success. Here are 15 techniques to improve your business negotiating skills.

How does a Sales Manager teach people to sell their product without giving away the farm?
Are you and your sales people selling on value for money or price. Here\'s how to sell on value
How to take advantage of the change in the employment market when recruiting for new sales staff
How to take advantage of the change in the employment market when recruiting for new sales staff
What sales techniques should be used in the current GEC?
How to take advantage of the Global Economic Crisis.
How Sales Managers can reinvigorate poor sales performers
How Sales Managers can reinvigorate poor sales performers
Social Media as a Negotiating Tool
Build your social media strategy around respect and integrity and use social media sites to position you and your company in the manner you want to be seen by others.

Other negotiating Related Articles

Mastering the Art of Negotiation
Regardless if you are in the market for a home, selling a product, or simply trying to get the kids to clean up their rooms — you have to negotiate what you want. If you consider that everything you want is owned or controlled by someone else you will realize in fact that we are all negotiating MOST of the time. So it makes sense to learn how to get better at it. There are predictable responses you can count on in the negotiating process and effective tactics that good negotiators know how to use and respond to. Before getting into those specifics however, it is important to understand the fundamental principles that govern ALL negotiations and situations of influence.
Getting to Yes
Negotiating Agreement Without Giving In

Basic Negotiation Tips
Some basic negotiating tips for the Sales Professional
The Art of Negotiation
Negotiating is an art. There are nuances and finely honed techniques and rules to be aware of. Here are a few of them:
Counter your Customers’ Negotiation Tactics
Be prepared for customer negotiating tactics by determining your response before your sales call. Don’t be blindsided into giving away something you did not intend to. Your customers may attempt to improve their outcome at your expense (lose-win). Negotiating tactics tend to turn the focus away from legitimate negotiable items and ask for concessions based on irrelevant issues. Sometimes negotiation tactics are used unconsciously (see example below). Tactics have persisted and are touted in some negotiation books and training workshops because they are effective at least in the short-term. Their long-term effect is to hinder relationship building because your customer does not want to feel that you are taking unfair advantage.
FATAL TRAPS OF NEGOTIATING EXPOSED
Negotiating is the most highly paid workyou will ever do. You are generally making more per hour when you negotiate than anything else you'll ever do! Here are the most common mistakes made in negotiations. How to avoid these "fatal traps". Why poor planning can lead to a disaster. Why rushing is a big mistake. Why it's important to understand what the person you are negotiating with wants before you open "your big mouth!!!
"How To Avoid The most Costly Mistakes Most People Make When Negotiating - Part 2
Part 2 of this fantastic look at the best ways to ethically win in negotiating.
Effective Negotiating
Reviewing different models that help in both negotiating and overcoming objections when dealing with prospective buyers.
E R R Your Way to Negotiating Excellence
Negotiating is the ultimate challenge for any entrepreneur. Being good at it is essential for success. You don't have to be a shark to succeed. The dolphin approach is better. The difference is one of style. While sharks try to intimidate, dolphins genuinely enjoy people. They are confident, assertive and don't try to manipulate their opponents with negotiating ploys and gambits. Learn the ERR principles of negotiating and you may never need any others. When you apply these 3 principles you'll become a more successful negotiator and gain the respect of your opponents in the process.
5 Negotiating Mistakes
5 Negotiating Mistakes - Stop Compromising Your Standards
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