It makes sense, right? The person that makes the first offer loses. Not always. In fact, the opposite can be true. Following are 5 things you need to know about negotiations that may give you an edge. 1. It can be advantageous to make the opening offer. Here’s what the experts say. First of all, most negotiations don’t start with an offer, they start with something far more important, which is each party’s position. There is some advantage to getting the other party to reveal

Following are a few tips for making cold-calling less stressful (in order of effectiveness). 1. Commit to an amount of time, not a certain number of contacts. So instead of starting with a list of say 25 prospects to call, commit to an hour of cold-calling. This has the psychological effect of putting a cap on the anticipated stress. It also makes a negative response or two less likely to affect you and it will make you more likely to engage with a promising prospect (you are