Successful negotiating habits and techniques can be learned through experience, practice, and study. There are many good books and courses available on negotiating. One of my favorites is the classic, “Getting to Yes: Negotiating Agreement Without Giving In” by Fisher and Ury. Being a better negotiator is very helpful in our personal lives, but it is essential for all salespeople who want to sell more and generate higher margins.

Joe Rickard is a training leader and consultant who works with printing and technology companies in the graphic arts to improve their sales and operational effectiveness. He is the founder of Intellective Solutions, a provider of customized sales, operational and sales management training material and services. Contact Rickard at 845-753-6156, jrickard@intellectives.com or visit www.intellectives.com.