Joe Friedman's picture

How I Learned to Negotiate

Submitted by Joe Friedman on Thu, 03/01/2012 - 13:30
I recently returned from a business trip to Shanghai.  While I was awestruck by its size (25 million people), modern look (75% of the world’s construction cranes are in action there), traffic (I’ll never complain about Chicago’s rush hour again) and friendly people, I re-learned how to negotiate.
 
Our firm has taught negotiation skills
Joe Friedman's picture

Influence in the News: Republican Primary Edition

Submitted by Joe Friedman on Tue, 02/14/2012 - 01:16

Influence is around us every day.  Influence is defined as the power to sway or affect based on prestige, wealth, ability or power. In other words, we’re trying to get other people to do the things we want

Tom Rosenak's picture

Tension in Conflict Management: Pay Attention!

Submitted by Tom Rosenak on Mon, 02/13/2012 - 02:23

“When the tension rises between your counter party’s and your interests, splitting the difference is a quick way to relieve the tension…but it is rarely the best solution.”

 

Joe Friedman's picture

Activate Your Influence Plan - Key Reminders from The Influencer

Submitted by Joe Friedman on Fri, 09/30/2011 - 10:58

I recently saw an interview with the author of a book called The Influencer. I thought I’d pass along the key messages from that interview as a reminder to have you activate your plan to have more influence within your world at work:

Joe Friedman's picture

The Psychology of Closing | Q & A

Submitted by Joe Friedman on Fri, 09/30/2011 - 02:15
 
1. Why do some sellers consider "closing" to be the worst part of their job?

It's probably because closing is the most dangerous part of the job. The danger, of course, has nothing to do with physical harm; rather, it's the potential damage to the seller's ego -- and perhaps even to his pocketbook.

David Zehren's picture

How to Answer Different Types of Objections

Submitted by David Zehren on Fri, 09/30/2011 - 00:47

This table quickly correlates the most common types of objections Buyers make to the best types of answers a Seller can give in reply: