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REAL-WORLD INSIGHTS

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Published: Apr 29 , 2019
Author: Brian Buck

Here’s one of the most common questions asked of buyers: “What’s your budget?” The most common answer? You guessed it: “I’m not going to tell you.” I get why this happens. Buyers are afraid that if they share their budget, then the seller’s quote will be exactly that number. We see it happen all the time, so I understand the fear. However, the alternative to not sharing the budget is that the bid process gets elongated, sellers get frustrated, and buyers don’t get what they want. Ironically, buyers eventually do share their budget, which is when deals typically get done. So, why go through all the pain? You don’t have to! Here are some different ways to answer that question.

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Published: Sep 04 , 2018
Author: Brian Buck

It never fails… I see smart, intelligent negotiators who have devoted lots of effort to prepare for their negotiation. They know their positions and limits. They’ve crafted a clever strategy. They have contingency plans. They’ve prepared their teams to work together. They know what they can concede and under what conditions they will concede them. But yet they fail to prepare for that one thing that derails all of their preparation…

Published: Apr 16 , 2015
Author: Alan Smith

Questions, questions everywhere, and not an answer in sight. Asking good questions is productive, positive, creative, and can help get us what we want. Most people believe this to be true and yet often people do not ask enough questions. Perhaps one of the reasons for this is that effective questioning requires to be combined with effective listening.

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Trick or Treat?

We’re a Halloween family. Love it! We decorate, we dress up, we get the biggest candy bars to hand out — the whole bit. Halloween is the Buck family’s jam. And every Halloween, kids (and some adults) flock to our front door armed with their canned question: “trick or treat?” Without fail, we respond with candy bars. Everyone smiles, most say, “Thank you,” and off they go into the night. That’s how it’s always gone . . . until last year, when we met an unusual trick-or-treater.

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