I find this website quite well designed and the information tends to be based on solid theory and research. The negotiation section is a good one and highlights the need to move away from the old antagonistic view of negotiations towards a more win-win, collaborative approach.

Have a look at this link:

http://www.businessballs.com/negotiation.htm

Perhaps we can discuss some of the issues raised there?

__________________
Dr Stephanie Morgan
Crosslight Management
www.crosslight.co.uk

One thing I noticed, looking further at their tips on negotiation, was the link to another area:
http://www.businessballs.com/sharond...cilitation.htm

I had a look at it (and at the main link) and although I liked the emphasis on having a sales 'reflective diary' which I think is really important in all types of business, I had a look at the tips and the type of questions they suggest you ask, and it looked very much like most of the (good) sales courses I know. It is really about asking the questions that will help the seller and the buyer realise how the change/purchase can be justified.

Or am I missing something?

__________________
Dr Stephanie Morgan
Crosslight Management
www.crosslight.co.uk