Negotiating is a learned skill. Many people feel uncomfortable negotiating, view negotiating as a form of conflict, try to avoid it, and therefore never develop negotiating skills. As a result, they frequently fare poorlywhen encountering experienced negotiators (such as automobile salesmen, for example).

While many negotiations fit the winner-take-all model, in many other cases, negotiation can be viewed as forging long term relationships instead of as conflict. In this win-win model, the objective is to advance your long term interests and create a mutually beneficial relationship. Interestingly, skills developed for win-win negotiating are also very effective in winner-take-all negotiating. Some basic concepts are: ... full article

1. Shift from Not Valuing to Valuing your Time.

This is an important change to make and when it happens you will never waste another minute! In a dollar sense - this means you are comfortable charging for your lifetime of knowledge and experience - don't allow clients to take this for granted. You have invested a lot of time and energy. In life, we only get one chance with our time - we can not go back and use the last 10 seconds! ... full article

The best motivator in sales is success, and the sooner you can get a contract signed, get a deal closed, and get paid, the more enthusiasm you will have for doing what it takes to do it all again. ... full article