Tag: Sales
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7 essential qualities for successful cross-cultural negotiation
Identifying the qualities required of an international negotiator Adapting to the cultural context when negotiating across cultures involves understanding and respecting the laws, customs, and traditions of the other party. This can include researching and familiarizing oneself with the other party’s legal system and cultural norms, as well as being mindful of differences in communication…
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Know the essential keys to negotiate across cultures
How to grasp the typology of negotiators Negotiating with people from different cultures can be challenging. You need to understand their values, beliefs, and communication styles and adapt your own accordingly. Acquiring the keys to understanding and adapting to the negotiation context will help you navigate the cultural complexity of global trade. Communication is not…
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How to navigate cultural differences and negotiate effectively with a Gentlemen’s agreement and a Letter of Intent.
The role of culture. How to use oral and written communication skills to seal a deal Oral and written communication have often been seen as opposing modes of expression, with the former being associated with lower status and the latter with higher prestige. However, this dichotomy overlooks the complexity and diversity of both forms of…
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How contracts vary across cultures
Understanding the role of the contract in cultures The contract is a legal instrument aimed at organizing economic and social life. Cultural diversity is becoming a frequent characteristic of companies. Culture is a system of values, attitudes, norms, beliefs and behaviors, which are shared by a group of us (society) A ‘good contract’ often involves…
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Mastering negotiation: The importance of Soft Skills
Negotiation is a critical skill in business and in life. It involves reaching an agreement between two or more parties with different interests and needs. To be successful in negotiations, one must possess not only technical knowledge and expertise but also a range of soft skills. These skills enable negotiators to communicate effectively, build trust,…
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Negotiation traps: 7 pitfalls and 10 mistakes that could cost you big time
How to avoid the 7 deadly sins of negotiation Negotiation is a skill that can make or break your career. Whether you are negotiating a salary, a contract, a partnership, or a merger, you need to be able to communicate effectively and persuasively with your counterpart. However, many people fall into common traps that undermine…
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ZOPA. How to avoid 3 costly mistakes in negotiation
The ZOPA factor (ZOne of Possible Agreement) Negotiation is a crucial skill in today’s world, both in business and in your personal life. Some common mistakes may seem harmless at first, but they can cost you a lot of time and money in the long run. An elite negotiator should absolutely know these 3 pitfalls…
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Negotiation tactics
The ultimate guide to overcoming obstacles and impasses in negotiation A Three-Part Framework Negotiation is a complex and dynamic process that requires a combination of skills, strategies and tactics. In this article, we propose a simple framework to categorize the different types of tactics that negotiators can use in various situations. We divide the tactics…
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Negotiation strategies and instruments: General tactical procedures
How to negotiate effectively: Tools and tactics Negotiation is a complex and dynamic process that requires a combination of skills and strategies. Here are some key tools and tactics that can help you achieve your goals and build trust with your counterparts. By using these tools and tactics, you can negotiate effectively in any situation…
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Organize the time in the negotiation
How to use pace to your advantage It’s up to you to set the pace of the negotiation. Whoever controls the trading time is the one who controls the negotiation. He has every opportunity to dictate his tempo to his interlocutor, putting him under pressure. However, faced with a salesperson, it is the buyer who…
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