You Might Have a Problem by Brian Buck
We recently hosted a webinar titled Negotiating During Times of Inflation . As I prepared for it, I was neck-deep in research. I found myself talking to a lot of people about the economy and how to make timely adjustments at the negotiating table. One such conversation led me to realize that many leaders have no idea they’ve got a problem till it’s too late. As leaders, we look at a lot of lagging indicators, like booked revenue, total spend, and profit/loss. These are things that have already happened and, as such, there’s nothing you can do other than learn from them. In fact, most leaders struggle to identify the leading indicators in their business that will help them adjust before results are finalized. When it comes to making deals, many people are surprised to learn that there are leading indicators and behaviors that will tell
There’s no plan As obvious as this sounds, it’s one of the biggest indicators that your team will struggle to find success. You need a plan not only to know what you want to achieve, but also how you’ll achieve it. Many leaders don’t even talk to their teams about their plans prior to a negotiation.
them that they’re about to have a problem at the negotiating table. Here are a few things to be on the lookout for, as they may prevent unnecessary pain.
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