What Happens When a Business Trend is Here to Stay
The most significant business trend that will continue beyond 2024 is generative AI – artificial intelligence. By far, this trend will have the greatest impact on negotiation. Collecting and managing information takes time. It’s much faster with focused use of AI tools like ChatGPT4, Copilot, Bard, and others. Negotiation requires the effective discovery, organization, and […]
What is a Negotiator’s Most Valuable Asset?
We coach business owners and executives that your reputation is a negotiator’s most valuable asset. Based on your reputation, people project what you will do or might do. Your reputation is what people think is true about you. It includes your beliefs, strengths, and weaknesses. Our job is to help you become an effective and […]
The Smartest Way to Negotiate Compensation
Intro to Video: An agent comes from another agency and wants to keep the same rates. Should we try to match his rates? This is Part 4 of the transcript from Dave DeSantis’ webinar for GreenWave Commissions CEO Slava Isayev. (If you missed Part 3, listen here.) Slava Isayev: Dave, if you could help us […]
Why “Always Be Closing” Doesn’t Maximize Potential Value
Suppose you focus on selling or chasing a positive result in a negotiation. In that case, you miss many opportunities to discover the real problems your respected opponent is trying to solve and maximize potential value for yourself. “Always be closing” focuses on the end of the negotiation process or the outcome, which is not […]
How To Distinguish Negotiation Pain and Problems
Without pain, there’s no reason for a negotiation. The greater the pain, the more value is placed on its solution. We’ll show you how we distinguish and identify negotiation pains and problems.
How to Safely Land on the Moon
The successful lunar landing of 1969 was an example of an effective decision-making process. Although we remember that perfect landing, the capability to make millions of decisions got them to the moon, and that’s the genius. The ability to string together many decisions is the heart of negotiation. Most importantly, effective decision-making can be learned. […]
How to Ask Better Questions
Young children may not be the savviest negotiators, but we can learn a valuable lesson from them. A child’s curiosity in their early years compels them to ask questions about everything. These questions help them understand the world that takes shape around them. It’s a shame that we tend to lose that spark as adults. Why […]