Wise Negotiating Trait No. 1: Pick Your Battles Carefully
CEOs Share Ideas On Negotiating
CEOs who sell and negotiate successfully know that sometimes even the most valiant fight may not be worth the potential loss it entails. They know it's up to them to assign value to the campaign they decide to take on or decline, not outside forces like sales vice presidents or prospective customers.
In other words, good CEOs are more likely than most other businesspeople to "walk" when they sense there will be no alternative to a bad deal. They don't negotiate a deal just to be able to say they've negotiated something. Karin Bellintoni, CEO of I-Mark (the company that specializes in "permission-based" voice-mail messaging systems), puts it this way: "I'll only negotiate with people who can hear my message."
From: Think & Sell Like a CEO e-book
© 2006 Anthony Parinello
KKT-011-006350
CEOs who sell and negotiate successfully know that sometimes even the most valiant fight may not be worth the potential loss it entails. They know it's up to them to assign value to the campaign they decide to take on or decline, not outside forces like sales vice presidents or prospective customers.
In other words, good CEOs are more likely than most other businesspeople to "walk" when they sense there will be no alternative to a bad deal. They don't negotiate a deal just to be able to say they've negotiated something. Karin Bellintoni, CEO of I-Mark (the company that specializes in "permission-based" voice-mail messaging systems), puts it this way: "I'll only negotiate with people who can hear my message."
From: Think & Sell Like a CEO e-book
© 2006 Anthony Parinello
KKT-011-006350
Visit Tony Parinello's Website: http://www.clubvito.com
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