As you will know, one of the biggest challenges that business negotiators face is how to move discussions away from a focus purely on price to a discussion on overall value.
Watch this 5 minute video clip to learn about the findings of a research study conducted by Tom Reilly and how you can use the persuasion principle of scarcity to establish unique value as seen from your counterpart's perspective.(Click on the little arrows on the bottom right of the video player to make the video full screen.)
get Adobe Flash Player
This web site makes use of the Adobe Flash Player version 8 or newer.
Upcoming Open Workshop Dates:
Business Negotiation Best Practice Programme
Jan Potgieter's Blog
Welcome, and thank you for taking some time to look at my blog!
This blog is intended to be a helpful resource, and I would love to hear from you with feedback or suggestions for topics which you would like to see covered. 
Sign Up
If you would like to receive a notification when I post new articles, please enter your contact details below...