Build and Master Negotiation Skills with Our Free White Papers

These white papers are filled with valuable tools and examples of the negotiating skills TableForce teaches. A quick read will provide you with proven processes and methods to build your sales and negotiation skills and win critical situations for your business or organization.

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Watch the Children

If you’re like a lot of people, you’ve spent most of your life avoiding situations where you’re expected to negotiate. You pay a fixed price, cringe at the idea of haggling with a car sales rep – you may even avoid the give and take of a weekend rummage sale…

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Wear the Bracket as a Jacket

How would you feel if you entered into a negotiation and someone said “Yes” to your very first offer? Chances are your head would be flooded with thoughts like “Gee, I didn’t ask for enough!”…

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Stand on the Foundation Others Built for You

Many businesspeople have never been in a position where they had to negotiate. And when they do – they don’t know where to start. Our advice for them is to stand on the foundation that others built for them. Do what their parents encouraged years ago — just be willing to try…

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Planning

Untrained and inexperienced negotiators often rely on instincts and what has worked in the past rather than detailed planning. A negotiator that has not planned will often want the other side to begin the negotiations and then will simply “react accordingly”. But reacting in a negotiation will always lead to less than optimal results…

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Raise the Bar

Sometimes it’s stated differently, such as “Shoot for the Moon,” “Go for the Gold,” or any number of other expressions. But anyway you say it, the meaning is the same — set your sights high, raise expectations, aim for something no one else has ever achieved…

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Strengths of the Buyer

Professional negotiators learn a tremendous amount from their encounters. Our work over the past twenty years has revealed buyers have nine key strengths in virtually any negotiation scenario…

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Win-Win and the Power of No

We hear the term “win-win” a lot in our society. It’s used in all sorts of situations. Unfortunately, it’s widely misunderstood by those who promote it…

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Experience Counts

In our workshops, we like to say, experience counts. Unfortunately, it doesn’t always count for the better. Most students in our classes are experienced businesspeople. Yet, when we split a classroom in two – asking one side to pose as buyers and the others as sellers — two things invariably happen…

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Seller's Leverage

All things being equal, friends generally buy from friends. That means relationships are important strengths – strengths you can build upon. In fact, if you want to be a better seller, build relationships first. You can learn to negotiate better, later…

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Terms & Conditions Negotiation

People who don’t negotiate for a living naturally assume that those who do focus primarily on price — the out of pocket payment for goods or services. That’s not a big surprise — we all grew up learning that “money makes the world go ‘round.”…

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The Habit & The Loop

Negotiation is one of mankind’s oldest skills. And like all skills, it’s a learned activity. It must be taught. Consider this article on “The Habit & The Loop,” as a teaching aid on the basics of negotiation…

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Buyer's Tactics

In most areas of life, a “tactic” is a task, action or step taken in support of a plan. In other words, a tactic is a legitimate element of a strategy…

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For more negotiation white papers and case studies you can visit our friends at Harvard Business School’s Program on Negotiation (POM).

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