The real world of negotiation is pressure-filled. You observe and experience the best, the worst, and everything between with a “What’s In It For Me?” mindset. Your respected opponent sees you, your company, and this negotiation as a means to an end. A few may be honest enough to tell you, “This is business, not […] The post The System to Master Negotiation appeared first on Camp Systems ..read more

Never negotiate against who… or what? You may be thinking it’s a corporate raider, the government, your boss, or your partner. Most people won’t believe this, but the worst person you can negotiate against is yourself. You negotiate against yourself when you think that you know: Most times, you are just making assumptions. When a […] The post Do You Know Who You really Negotiate Against? appeared first on Camp Systems ..read more

Everyone has experienced a blocker in their lives, especially if you work in sales. The blockers circle the real decision-makers, like bodyguards who limit access to the movers, shakers, and decision-makers. Sometimes blockers don’t only block people, but information. They become a vault that encapsulates the information that others want. Some common blockers we see […] The post How to Tackle a Blocker that Pretends To Be a Decision-Maker appeared first on Camp Systems ..read more

You’ve been working on this negotiation for six months and made lots of progress. Notably, you’ve identified your negotiation purpose and undertand the real problems that need to be addressed.  Also, you have listed all your and your respected opponent’s team members. You’ve identified the decision-makers, influencers, or blockers.  You also have a good idea […] The post What to Do When a Stranger Interrupts a Negotiation appeared first on Camp Systems ..read more

When people are afraid or hesitate in negotiations, it all boils down to two fears of negotiation. This is Part 3 of the transcript from Dave DeSantis’ webinar for GreenWave Commissions CEO Slava Isayev. (If you missed Part 2, listen here.) [00:00:00] Dave: This leads us to the two fears of negotiation and this is […] The post The 2 Fears of Negotiation appeared first on Camp Systems ..read more

Once you understand what a negotiation is and when you are in one, it’s time to erase the negotiation myths that allow your respected opponent to gain from you. This is Part 2 of the transcript from Dave DeSantis’ webinar for GreenWave Commissions’ CEO Slava Isayev. (If you missed Part 1, listen here.) Dave DeSantis: […] The post 3 Negotiation Myths Your Opponent Profits From appeared first on Camp Systems ..read more

Ask a roomful of colleagues to define "negotiation," and you'll get all different answers. This excerpt from Dave DeSantis' webinar with GreenWave helps you get your team on the same page and confront their biggest fear in negotiation. The post What 80% of People Don’t Know About Negotiation – Part 1 appeared first on Camp Systems ..read more

Suppose you focus on selling or chasing a positive result in a negotiation. In that case, you miss many opportunities to discover the real problems your respected opponent is trying to solve and maximize potential value for yourself. “Always be closing” focuses on the end of the negotiation process or the outcome, which is not […] The post Why “Always Be Closing” Doesn’t Maximize Potential Value appeared first on Camp Systems ..read more

NEED: a requirement for survival fueled by adrenaline, fear, and emotion. It is often falsely confused with our wants. WANT: something that can improve our life but is not a requirement for survival. NEEDY:  a word used to describe someone that confuses their wants with their needs. But that’s what we need A VP said to a Camp Coach, “We have to make our numbers for the 3rd quarter. So I don’t get this – you tell us we can’t focus on the quota. But that’s what we need. That’s what we’re measured on.” We hear people use the word “need” all the time. It’s easy for coaches to tell people to ..read more

Camp Negotiation’s Personal Coaching Client Landed a New Position and Rose to the Top in Sales in 12 Months To say that Michael (name changed) was unhappy in his job was putting it lightly. As a sales engineer for a major software company, he was frustrated by a corporate culture that conflicted with his business values. “It was my job to build pilot software for prospects. If left unchecked, that process could go on and on. It becomes a huge waste of time, energy, money, and emotion,” Michael explained. Far too often, the actions of his company’s short-sighted sales team would put Michael’s h ..read more