Mike Kunkle VP, Sales Enablement Services, SPARXiQ  Sales and the COVID-19 Pandemic I’ve seen a lot of advice lately about everything from…selling during the pandemicto working from hometo managing a newly-remote sales force (with surprise visits during web conferences from pets and children)to helping organizations shift to virtual instructor-led or online training.I’m not a crisis management expert, by any

Our global village is shrinking. The world is getting smaller, and interaction between societies increases daily. For the Western negotiator, this means an increased likelihood of more contact with people from other cultures. To successfully navigate through a productive negotiation with someone whose cultural mores might be significantly different, it becomes increasingly imperative to understand the

Knowing how to best navigate and overcome diverse cultural barriers during negotiations has become more important than ever. Effective negotiators understand that one of their most essential tools for success is communication. Communication is how we build great relationships, achieve desired outcomes, and resolve disagreements. While teaching negotiations, I am often asked: “I’m going to be traveling

Want to Kill a Deal? Make These Six Negotiation Mistakes In today's hyper-competitive environment, negotiation skills are an essential part of doing business. Increasingly the ability to negotiate effectively is more valued than ever. Negotiation is a process where two or more parties with different needs, pressures, and goals discuss a contention to find a mutually acceptable

The most straightforward, most basic negotiation tactic is one we've all used, whether consciously or not, all our lives. We first learned it from our parents, then siblings, then our gaggle of friends. It's powerful, it's simple, and it works like a charm. The "Flinch." The Flinch as a Tactic Have you ever been flinched by someone? Sometimes it's

It’s been over 20 years since businesses have adopted electronic communications and-accordingly, electronic negotiating has become very attractive and accessible. However, the convenience afforded by instant messengers and email make it easy to respond to an issue quickly but removes the personal interaction we had through a phone call or in person. It can be argued

Going through a difficult negotiation takes more than strategy and preparation technique, Understanding the difference between fact and fiction can mean the difference between success and failure in your negotiations. Over my years of training, I've observed the following myths about leading negotiations, and I wanted to share them with you: 1. Good Negotiators Are Born Not