by Jeanette Nyden | Oct 12, 2016 | Business Relationships, contract negotiations, negotiation skills, negotiations
When is the last time that you sat down to think about your goals for an upcoming negotiation? If you are like many others, you have not considered this question beyond thinking about price. There is much more to setting negotiation goals than hitting a certain price...
by Jeanette Nyden | Jul 31, 2009 | negotiation skills
Back in the day, when money was flowing and people were feeling fine, giving a little without getting anything in return was not a problem. Today, it’s a problem. Volumes are down, margins are shrinking and you have to add more to the bottom line. How? By taking...
by Jeanette Nyden | Mar 17, 2009 | negotiation skills
There is an urgent problem facing many companies: Deflation, the devaluing of goods and services as demand shrivels up. For the past 5 years that I’ve been teaching and coaching negotiation skills, my clients have been faced with pressure to reduce prices. Folks, this...
by Jeanette Nyden | Nov 15, 2006 | best practices, negotiation skills, negotiations, Uncategorized
Boy am I hopping mad! If you were here with me you would see the steam coming out from my ears! It is 4 pm Sunday afternoon and I was comfortably reading the Sunday New York Times Week in Review when I came across a blurb about Senator McCain chiding the Clinton...
by Jeanette Nyden | Oct 30, 2006 | best practices, Business Relationships, contract negotiations, negotiation skills, negotiations
f Step One: Restate their words exactly as they said them It seems to me that you are saying . . . What I hear is . . . . Step Two: Ask clarifying questions What is your greatest concern here today? What bothers you the most about that suggestion? What about that is...
by Jeanette Nyden | Sep 18, 2006 | contract management, contract negotiations, customer relationship, negotiating factors, negotiating strategic relationships, negotiation skills, negotiations, negotiators
Experts in time management often say that 20% of our customers take up 80% of our time. With just a few customers taking up a disproportionate amount of time, it is essential to learn how to say no, and still keep that conversation going. That’s right, say no....
