From the course: Sales Negotiation
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The three kinds of negotiations
From the course: Sales Negotiation
The three kinds of negotiations
- Are you a trusting and cooperative person? What about your customers? Research from the Thunderbird School of Global Management reveals that 40% of people tend to believe they're cooperative and trusting. But when asked about their counterparts, people tend to believe that the other party is just looking to win. This is a big problem. This mindset, "I'm cooperative, but they're not" is what causes negotiators to take a defensive strategy, and that leaves lots of value on the table. 'Cause, see, it's a truism of human nature. We judge ourselves by our intentions, but we tend to judge others by their actions. And when in doubt, we judge on the side of negative. So there are three types of negotiators: the churn and burn, the in it to win it, and the lasting value. When we talk to buyers, they're pretty clear. They get a beeline on who's who very early in a conversation. So as I describe these three types of…
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