Negotiation Techniques by Stephan Schiffman
By Stephan Schiffman
Sales is all approximately negotiation. cost. supply. Terms.
And each day, salespeople depart funds at the desk. they only shouldn't have the abilities to get what they need. Now Stephan Schiffman, drawing on years of expertise, indicates you the way to nail the sale, hit quotas, and enhance the base line. Schiffman-style negotiation is all approximately getting the easiest deal. And he outlines particular thoughts to get there.
Things will be tricky available in the market. yet with Schiffman's negotiation talents on your pocket, you are able to do conflict and win.
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Get the Right Tone What you say in a negotiation is essential to winning, and I’ll talk about that in upcoming chapters. But here I want to stress that what’s also important is how you say it. During most of the negotiation, you’re going to be sitting and talking. Don’t slouch in your chair. Sit in a position that’s relaxed and comfortable for you. You want to strike the right balance between sitting at rigid attention (which is going to make you seem inflexible) and lounging in your seat (which is going to make you too informal).
Search for stories about both the company and about its officers. And be sure to separate fact from rumor; in these days of Internet-based communication, not all information is equal. Websites. Check out the company’s website. It will tell you a lot about how the company wants to present itself to the public. It will also contain important information about the company’s products and services—their extent, projected release dates, significant features, and so on. As with annual reports, remember that the website is the public face of the company, so examine it with a critical eye.
Nonetheless, you can glean some useful information by carefully reading the report. Look at what it doesn’t say as well as what it does. Is the company expanding or contracting? Is its leadership stable, or is there a new crop of executives who’ve just been installed? What are its hot properties? Is it emphasizing consolidation or is research and development given a prominent place in the report? Stock price. Publications such as Value Line and Barron’s can given you a summary of how the company’s stock has performed during the past year, along with recommendations for buy or sell.