The Energizer

Resilient Insights for Work & Life

Resilient Relationships Aren’t Always Win/Win

by Eileen McDargh, Chief Energy Officer - Monday, February 10, 2020
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I must admit - when I first read Jeb’s article I had to suspend my judgement until I got further along in his piece. And then I understood the merits. Too often, I’ve been “the nice guy” and ended up feeling taken advantage of and the relationship goes south. Be patient and read. Here’s the big take-away for me "In sales negotiations, you cannot lose sight of the lifetime value of the relationships you’ve developed and nurtured." In other words, relationships matter and must be protected.” And that’s a two way street. Enjoy Jeb’s article!

Win-Win: Just Another Verse of Sales Kumbaya

People, especially salespeople and those who manage them, often use the phrase “win-win” and negotiation in the same breath. The concept of negotiating win-win outcomes certainly makes sense in diplomacy, arbitration, and conflict resolution.

“Win-win” is a noble concept. It’s nice when everyone wins. If both sides can walk away winners that’s a good thing. But win- win should not be your primary objective at the sales negotiation table, because as a sales professional, your objective is to win for your team.

Salespeople delude themselves into believing that everyone needs to win and that negotiated outcomes must be “fair and equitable.” “Win-win” makes sense. Fair and equitable is an easy concept to wrap your mind and emotions around.

Read the rest of the article on SalesGravy!



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Eileen McDargh Keynote Speaker Blog Author

About Eileen!

Since beginning her consulting and training practice in 1980, Eileen has become noted for her ability to speak the truth with clarity, wisdom, humor and compassion. Long-standing clients and repeat engagements attest to her commitment to make a difference in minds, hearts and spirits of organizations and individuals. She draws upon practical business know-how, life's experiences and years of consulting to major national and international organizations that have ranged from global pharmaceuticals to the US Armed Forces, from health care associations to religious institutions. Executive Excellence magazine selected her as one of the top 100 thought leaders in leadership and among the top ten consultant providers of leadership development.

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