Tried-and-True Negotiation Tips
Presenter: Michael Workman
Channels: BSC Focus, Distributor Focus, Educational Quick Clips, Management, Sales & Marketing
There’s a reason “no haggle” car dealers stay in business: Many people hate the give-and-take process of buying a vehicle. But negotiating doesn’t have to resemble modern-day horse-trading. In this Educational Quick Clip, Dr. Michael Workman lays out the four laws of negotiation—and what you can do to improve your negotiating skills.
About the Presenter
Dr. Michael Workman is an author, speaker, and instructor of management, leadership, and business development programs for small business, distribution, and production industries. He has done extensive international research in wholesale distribution, family business, and economic influences on business.
Other Resources
- ISSA-TV: What Makes an Effective Sales Team
- ISSA Bookstore: Effective Sales Incentive Design for Distributors: What’s the Right Plan?
- ISSA Certifications: CIMS ISSA Certification Expert (I.C.E.)
