Category: Negotiation

Understanding Yourself to Better Connect with Others – EMPATHY

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality traits. These are traits that are a part of everyone’s personality. Traits like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the first in…

Selling and Negotiating are Interdependent

When I share with sales professionals that we’re going to talk about negotiation, most of them immediately assume we’ll be talking about contractual negotiation – how to get the agreement signed. But the reality is, that’s not where most of the negotiating happens. A lot of it happens early in the selling cycle when – if the sales professional asks…