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Negotiation

Negotiation – Questioning Skills

When you are asking questions, whether you are negotiating or just being polite – remember 5WH. 5WH stands for What, Where, Why, When Who and How. They are all you need to ask open questions. Even when you are asking yourself questions about something – start with those words and see the fantastic results you [...]

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Posted on September 2, 2010 • No comments so far
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Negotiation

Performance Psychology

Zero Based Thinking

Zero based thinking is a concept I am introducing for my Inner Circle meetings.  Based on Brian Tracy’s work in say in business or when you are negotiating – you should stop – recess to reassess and see based on what you know now – would you do what you did before? Would you deal [...]

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Posted on August 30, 2010 • No comments so far
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Negotiation

Performance Psychology

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Speed Stuns – make things happen

Whenever you are doing a job for a new or existing client. Underpromise and over deliver. If you say it will take three days and you do it in two that looks great. If you say you will do it in two days and you do it in three it is a 50% failure on delivery timing. [...]

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Posted on August 26, 2010 • No comments so far
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Negotiation

How close can you get to our figure? Negotiating tip 26

A friend of mine Graham Jones negotiated a recent hotel deal for an organisation to which we both belong. I provided some advice. The bids came in at over £9000 and we privately chose our favourite hotel. The one where we wanted to hold the conference. They were told  they were still in competition and we had [...]

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Posted on August 22, 2010 • No comments so far
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Negotiating a new bank account is more difficult than negotiating a new wife

According to research published today by Santander Bank people change bank accounts every 16 years and change marriage partners every 14 years. Therefore is it more difficult and more trouble to change your bank than change your partner. It certainly is more expensive to change your partner as the negotiations that take place are both [...]

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Posted on August 21, 2010 • No comments so far
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