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Not speaking your language?

Are You Scaring Away Potential Customers?

When you are trying to make a sale and ask someone to fill out a credit application and new account form, do your potential customers... Read More

While Youre Waiting

Not long ago, I made a partnership pitch, on behalf of an organization I represent, to another organization with similar interests. If the idea had... Read More

7 Tips for Bartering Products and Services

What better way to gain a new customer than by getting something you need in return? The following are tips to help you use bartering... Read More

Win-Win Power Negotiating

Let's talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn't normally do, I believe... Read More

Negotiating Skills: Ask For More Than You Expect To Get

It creates some negotiating room, and you might just get what you're asking for.Whether playing the role of buyer or seller in a sales transaction,... Read More

Negotiations: The Art, Science, & Sport of Online Deals

Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the... Read More

National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the priorities of that culture. Priorities such as trust, teamwork, non-confrontational situations, and openness are all... Read More


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The Six Rs for Changing MInds and Overcoming Resistance

This article borrows from Howard Gardner's book, "Changing Minds" (2004). In order to get people in conflict to cooperate or collaborate sufficiently to settle or... Read More

Barter: Its Not Just for Doctors Anymore

Time was, in the country, the local "doc" was as likely to get paid with a couple of chickens as a couple of dollars. Doctors... Read More

Making the Deal: Women as Negotiators

Negotiating is no game. It is not for the weak or the fragile. It takes assertiveness and someone who feels comfortable in the mano-a-mano world... Read More

Writing an RFP (Request for Proposal)

A while back, a potential client provided me with some general details of the writing work he wanted me to do for his... Read More

Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

Last week, a wonderfully-skilled electrician installed a new light fixture for us. He was competent, courteous and efficient. He answered all our questions simply, with... Read More

Negotiate Like a P.R.O.

Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success.The... Read More

Communicating Across Time Horizons

There was a time in my life when I sold life insurance. Well, to be frank, I tried to sell life insurance. With little success.And... Read More