What you see in the cartoon strip is a situation I experienced when I was working as a sales manager. Periodically I was challenged by a salesman who, despite his rather questionable performance, kept asking for salary raises. Want to know if he ended up accepting the challenge? No, he didn’t; and he stopped bothering […]

The positional negotiation focused on price follows a dynamic quite similar to the one represented in the cartoon. Under what circumstances does it arise? Two people, seller and buyer, confront each other to exchange a product (physical or not) for money: the value at which the exchange takes place is fixed through subsequent positions taken […]

Do you find the scene in the cartoon strip completely new? Good for you! The situation is quite common, mainly because dealing with objections is complicated: they often hit us like a punch in the stomach. The temptation to shift the responsibility onto others is always lurking… The circumstances in which we have to deal […]