Articles

Total Negotiation is at the forefront of commercial negotiation best practice. Here we share our insights and practical advice, based on real world trading experiences and success. Contact us to improve the negotiation capability of your business.

Essential Negotiation Skills

7th January 2019

A highly interactive programme that introduces delegates to fundamental negotiation skills, building on their selling skills capability. This programme will equip them with an understanding of negotiation techniques and an opportunity to practise, so they can participate in commercial negotiations.

Dealing With Different Types Of Buyers – The ‘Fiery Red’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Fiery Red’. In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body […]

Dealing With Different Types Of Buyers – The ‘Cool Blue’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Cool Blue’.In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body language’, […]

Dealing With Different Types Of Buyers – The ‘Earth Green’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Earth Green. In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body […]

Dealing with Different Types of Buyers – The ‘Sunshine Yellow’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Sunshine Yellow. In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body […]

Dealing With Different Types Of Buyers

24th November 2018

I am sure, like many of you reading this, I was taught by my parents to “treat others as you would like to be treated”. Which is good parental advice to help your child to become polite and courteous and to treat people with respect. As we grow older though, we realise that although those […]

5 things to say and 5 things not to say in a negotiation

14th June 2017

What you say and how you say it is critical to success in negotiations. Language can be used as a source of power in negotiations both acting for you or against you. Check the following list to see if you are saying these things during your negotiations. Things To Say Say Nothing. Yes one of […]

Mistakes in Negotiation and How to Correct Them

5th April 2017

Here are common mistakes which you should avoid in your negotiations: 1. Fail to listen There are plenty of people with poor listening skills. The capacity to listen is probably the best asset you can bring to the negotiation table. In order to learn more about the other party, you have to listen. Listening is the […]

Top 10 Negotiation Tips from 2014

8th December 2014

In the spirit of Christmas, we’ve compiled the perfect list of negotiation tips. Something you can reflect on as you think back over your successes this year and a perfect starting point for your negotiation preparations in January when the tinsel has been boxed up and put away for another year. It was tough choosing […]

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