articles
negotiation articles
HBS Article: Dealing with the ‘Irrational’ Negotiator
Marie Dudek - October 3rd, 2007
- as published in Harvard Business School’s Working Knowledge for Business Leaders
According to Deepak Malhotra and Max H. Bazerman, chances are the main hurdle to smooth negotiation is behind one of three questions. When you label someone “irrational,” you limit your own options, as they write in Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The following except describes strategies and tactics to overcome another party’s counterproductive behavior and keep the deal on track.
These are ideas that anyone can put to use in multiple settings of business. As Malhotra and Bazerman observe, negotiation geniuses are made, not born.
To read the rest of this article, click here.
SAMA Velocity article – Wake up to negotiation reality: transform your negotiations and avoid commoditization
Brian Dietmeyer - September 1st, 2007
You’re delusional. Well, all right, you may not be, but I’m playing the odds. Too many sales professionals work in a state of negotiation delusion, though the marketplace is trying to shake them awake with ever-increasing commoditization.
Twenty years ago, keeping customers at any cost may have been acceptable negotiation practice. However, according to current research…
Three offers are better than one
Brian Dietmeyer - August 15th, 2007
- from Selling Power Sales Management Newsletter
Many sales organizations have successfully transitioned from selling products to selling solutions, articulating value, and solving business problems. But when it comes to negotiating, all that progress goes up in smoke. “Salespeople are selling value, but they’re negotiating price,” observes Brian Dietmeyer, president and CEO of Think! Inc., a global strategic negotiation consultancy. “They are selling complexity well, but then it becomes a commodity during negotiations.”
The solution, says Dietmeyer, is to use a strategy called “Multiple Equal Offers.” MEOs give prospects…
ITSMA’s article: Combating Commoditization and Upholding Value: Marketing’s Role in Shaping Negotiation Strategy
Marie Dudek - July 10th, 2007
ITSMA (IT Services Marketing Association) cites Negotiation for Sales Effectiveness research study results in their July 2007 e-zine.
According to a new research study by the Strategic Account Management Association (SAMA) and Think! Inc., a vast majority (80%) of the 361 study respondents said that “they see mounting irrational competitive behavior, such as competitors drastically lowering prices or giving away services.” This type of behavior, added Barrett Moore, a negotiation consultant at Think! Inc., is a problem because “giving away value tarnishes brand perception and signals competitors to do the same, lowering margins for everyone.”
To read the rest of this article, click here.
Are your negotiation techniques sabotaging your business relationships?
Brian Dietmeyer - June 29th, 2007
When a negotiation ends, a positive, lasting relationship with the customer should begin.
However, negotiation that demads zero-sum concessions usually results in one side gaining at the expense of the other, which means someone will walk away feeling defeated. This kind of adversarial energy won’t create the momentum necessary to get a great relationship rolling.
But it doesn’t have to be this way…
State Of The Art: Negotiation
Brian Dietmeyer - May 7th, 2007
We’re Not There Yet, Why We Need To Be, and How to Get There
The Strategic Account Management Association (SAMA) and Think! surveyed global sales leaders to attain a snapshot of organizational negotiation approaches and benchmark it against their sales management processes. This is a synopsis of the findings.
CPSA article, “How to Time Negotiation to Win the Deal”
Marie Dudek - April 19th, 2007
The Canadian Professional Sales Association’s e-newsletter, Sales Exchange, publishes article written by Brian Dietmeyer.
Timing is everything in negotiation – to get the upper hand you have to know when to start. We suggest you begin negotiation at precisely the same time that Livingston International, Canada’s leading custom broker and trade services company, does.
“We constantly get inquiries for our services; but we always ask ourselves, ‘Why are they interested in us?’” explains Tod Walton, Livingston’s Director of Business Development. “Unless we are certain that we can help the prospect do business better, we’re not going to pursue the opportunity.”
To read the rest of this article, click here.
Rethink Those Tips and Tactics, Powerful Negotiation is Simple
Brian Dietmeyer - January 11th, 2007
You’ve toiled for months to win the deal; you’ve diligently studied the prospect’s issues, needs and strategies, and you are certain that your solution is the perfect fit — and glad of it because the outcome could make or break your future with your employer…
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