negotiation

For at least the third time in two years, one of my colleagues has proposed to change how we manage a calling list.

We print out a physical paper contact sheet for every prospect or customer. Each time someone has proposed this change it has been from the perspective of a sales team member who makes phone calls. The change? Allow the team direct access to the database to eliminate the paper clutter and speed up data entry.

The problem? No one on the operations side is looking to change things, because their job is to manage the information gathered by the sales team. The sales team is best at getting the information; the operations team is best at creating reports and managing the database using this information.

Not once has a member of the sales team approached the operations team first to ask questions and understand why we print out paper contact sheets.

If you understand the other side first:
- You can see whether or not you can help the other person
- They are more receptive to you because you can show them how you understand them and where you fit inRead more

Have you ever thought, “I wish I had made an offer for that instead of walking away” as you continued on your way somewhere else?

Me too.

A lot of people have told me they do not like to negotiate. Most of the time negotiating is a waste of effort. I’m not going to walk into the supermarket and start haggling over the price of grapefruit. They’re $1.50 apiece and I buy 2 or 3 each week, so there’s no point.

On the other hand, there are two key times when being prepared to negotiate is important: when you have a strong option to walk away, and when it’s a life-altering decision. Let’s look at why and what to do in each situation.Read more