Three Common Sales Negotiation Mistakes
I have coached and trained over 50,000 sales professionals in negotiation since I started in this business 25 years ago. Many have achieved great success, including some with seven-figure incomes. The most effective have excellent negotiation skills (since sales and...
Negotiation Strategies with Plumbers and other Contractors (Part One)
I’m not much of a handyman. In fact, my father-in-law warns me all the time to stop overtightening everything. And he watches me with an eagle eye whenever I use any of his tools (and he has a veritable hardware store in his garage). It’s just not my skillset....
Expert Panel’s Lessons Learned
I recently led a negotiation ethics seminar with an expert panel that included: the Dallas Mavericks’ General Manager and President of Basketball Operations, a U.S. 9th Circuit Court of Appeals judge, and a large law firm partner. Since they collectively have over 150...
Caitlin Clark’s Leverage and Non-Competes
WNBA number 1 draft pick and college superstar Caitlin Clark recently agreed to a Nike endorsement deal that pays her $28 million over 8 years plus a signature shoe, according to The Athletic and The Wall Street Journal. And the Federal Trade Commission (FTC) just...
Negotiation Strategies for Divorcing Parties (Part One)
I’m often asked to identify my most challenging negotiation, and my answer for the last 21 years has always been the same – with my wife! The second most challenging one? With my kids. Most family negotiations have all the elements of extremely tough negotiations....
Similarities in Poker and Negotiation Strategies
I’ve always enjoyed poker, in part due to its similarities to negotiation: strategy, bluffing, reading others’ intentions, significant stakes, crucial verbal and non-verbal signals, split-second decisions with immediate consequences and feedback, and the list goes on....
Real Estate Agents’ Compensation Negotiations (Part Two)
How much should a home buyer or seller pay their real estate agent? Historically, the answer was 6% of the home sale price, split equally by the seller’s and buyer’s agents. But that amount was basically set by the National Association of Realtors, real estate agents’...