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TV Expert Interviews / Negotiations / Mar 13, 2019 / Posted by Herb Cohen / 1392 

Master of Negotiations

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Become an Expert of Negotiations

Negotiations don’t always come naturally to everyone, and some of us absolutely despise this part of doing business. Negotiating is a learned skill that you acquire by practicing. Herb Cohen, a corporate and government negotiator, strategy consultant, and author, discusses what makes someone a great negotiator and common mistakes people make when getting into these types of conversations. He provides three crucial steps for success in negotiations and explores the importance of how you make people feel in the process of selling.

This Sales Expert Interview covers:

  • Mistakes people make when they approach negotiations
    • Some people see negotiations as a competitive game but this is not the case.
  • Is everything negotiable?
    • Mostly everything came about as a result of a negotiation. Herb even has a book called “You Can Negotiate Anything” that was New York Times bestseller.
  • Three Crucial Steps to Success
    • Herb goes over his three crucial steps to success and how you have more power than you think you do.
  • Selling as an honorable profession
    • Salespeople should realize that they have a lot of independence and should be empowered by that.
    • The best way to approach the customer
    • The magic words of selling
    • It’s not what you say, it’s the way you say it
  • Why kids are successful negotiators
    • Kids get what they want a lot of the time. Why is that? Maybe we could all learn a lesson from our younger selves.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

    About Author

    Considered the world's greatest dealmaker, Herb Cohen has been a practicing negotiator for the past four decades, intimately involved in some of the world's headline dramas, from hostile corporate takeovers to hostage negotiations. As a result of his extensive experience and unique presentation style, Mr. Cohen is internationally renowned as someone who can articulate and explain the complexities of selling and negotiations.

    Comments (2)
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    nsamwa ntobolo commented...

    Thank you for sharing, great topic. I totally agree designs and visual communication helps the organization. Data is like the blood of the Organization and if data is not taken seriously wrong decisions can be made accompanied with inefficiency and if you are serious about data consider Pipeliner CRM the worlds most visual CRM, the effective tool for sales enablement!!

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    Gaynor Eloff commented...

    This article truly hit home for me, – I see the desperation with sales people everyday, But this article made me think of myself when I started in sales, it brought back what I was taught, what I execute daily, after 15 years I would say it is a habit, “STICK TO THE BASICS” “DO NOT REINVENT THE WHEEL”. Desperation for a sale can be heard by your client on the other end of the line, in the end a sales person’s desperation to reach target or just get a sale, will just leave your clients feeling as if they are being bullied into a sale.
    Great Topic, something I deal with daily, thank you John Golden and Michelle Weinstein aka “The Pitch Queen”

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