Mike Montague interviews Clint Babcock on How to Succeed at Creating A Negotiating System Enroll yourself in Sandler's Negotiation Mastery course: https://shop.sandler.com/online-courses/negotiating-mastery) In this episode:
- What it means to have a negotiating system
- What’s your attitude towards systems?
- Why it’s important to be comfortable with conflict
- But, just as important not to be too comfortable with conflict
- Are you emotionally composed?
- What kind of negotiator are you as a buyer?
- Two words you must know: Stroke and Assure
- Step II: Struggle and Slight Pull Back
- Take it back to their pain and how you solve it
- You have to believe price isn’t the real issue
- Plans for concessions?
- Clint’s favorite rule for negotiating
- Best attitude, behavior, and technique for succeeding at creating a negotiating system
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