Christine McMahon is a featured contributor to the "Small Business Times" business publication on the topic of Successful Negotiating. Her expertise in how sales professionals can improve their productivity and selling effectiveness has also been featured in various industry publications. Following is a sample of articles for your review.

4.18.08
Disclose your deadline
Question: I recently participated in a contentious negotiation that dragged on and on and on.  I didn't impose a deadline because I was afraid that I would be forced to make concessions.  Is there a better strategy to manage this type of situation. Click here for a copy of the article.

3.21.08
Confidence comes with experience
Question:  I would like to be more assertive during a negotiation.  It's especially hard for me to be confident and self-assured when I know the negotiation will be confrontational. Click here for a copy of the article.

2.22.08
Dispute resolution
How do you respond to a customer who is angry about an invoice?  We discussed the amount several months ago, and now he's challenging it after the work has been completed. Click here for a copy of the article.

1.25.08
Make a positive impression
I'm an experienced salesperson and have worked with my current employer for about a year.  My specialty is working with large accounts.  My success is measured by the number of proposals I submit and total revenue I generate.  I will hit my revenue goal but will miss my proposal quota.  If is continue to pursue large accounts, I will never hit my proposal quota.  How do I negotiate performance expectations that are in line with my skill set? Click here for a copy of the article.

2007

12.14.07
Do your homework
Question:  Two months ago, I switched industries and was told that it will be a year before I have the product knowledge to be considered a player by the customers in this market.  As the greenhorn, how do I gain leverage in the sales/negotiations process? Click here for a copy of the article.

11.23.07
Raise a red flag
Question:  I am one of five directors who report to Ron, the president.  Four of us work well as a team and consistently meet expectations.  The fifth colleague, Jenna, is manipulative, operates off her own agenda, takes credit for other people's work, blames others when she falls short, is passive-aggressive and it's getting worse.  I am scheduled to meet with Ron to discuss Jenna's behavior and I don't want to be confrontational - I want Ron to know that I support his vision but that Jenna's behavior poses a significant threat to our long-term success.  How should I handle this? Click here for a copy of the article.

10.26.07
Earning Respect
This article answers the question:  I am a 27-year old female manager with responsibility for seven sales people and more than $ 30 million in sales.  My toughest negotiations are not with my customers, but with my peers.  They are all male, twice my age and have worked for the company for at least 15 years.  Is it possible to negotiate beyond the gender and age gap so I am accepted and treated with respect? Click here for a copy of the article.

9.28.07
Don't just give in
This article answers the question:  Twice this month, one of my key account executives has frantically asked me to make last-minute concessions for two prospects he's been working with for several months to secure an agreement.  It appears the CFO  and procurement director are exerting some real pressure on him, but I feel as though he is caving too quickly.  What do I do? Click here for a copy of the article.

8.31.07
Option Overload
This article answers the question:  I sell a custom product that offers a wide selection of options.  This causes many of my customers to experieince "option overload" and base their decision on price vs. choice.  Is there a way to eliminate this from happening? Click here for a copy of the article.

8.03.07
Aspire for the win/win – Pursue the keys to mutual-gain negotiations
This article answers the question: Is it realistic to embrace mutual-gain negotiating in today's world of intense competition. Click here for a copy of the article.

7.06.07 Part II
The art of concession – Anticipation is key to closing the deal
This article answers the question: I sometimes lose my emotional balance when faced with unexpected concession demands during negotiations. What can I do to minimize the risk of this happening in the future? Click here for a copy of the article.

6.8.07 Part I
The art of concession – Anticipation is key to closing the deal
This article answers the question: I sometimes lose my emotional balance when faced with unexpected concession demands during negotiations. What can I do to minimize the risk of this happening in the future? Click here for a copy of the article.

5.11.07
Overcoming the impasse – What to do when negotiations hit a snag
This article answers the question: Four weeks ago, I was assigned to lead a major company initiative because the two departments who will implement the plan, have opposing positions and had reached an impasse. Do you have any suggestions to help me facilitate these discussions and minimize the risk of stalemate? Click here for a copy of the article.

4.13.07
Lie detector – Facial expressions can reveal if you are being told the truth This article answers the question: Is it possible to tell if someone is lying or telling the truth during a negotiation? Click here for a copy of the article.

3.16.07
The counter-offer
This article answers the question: I am 30 years old and have two job offers for similar positions. Company A has offered me a salary of $ 100,000 and company B has offered me $ 110,000. I know I would be successful in either role, but the people, work environment and advancement potential at Company A is a better fit and overall, more appealing. I was prepared to accept Company A’s offer when my husband suggested that I counter. Is this a smart move? Click here for a copy of the article.

2.16.07
The right technology – Electronic communication has limitations
This article answers the question: I am in a new role and face an interesting dilemma. The majority of my negotiations will be with distant clients who I will not be meeting face to face. Which technology is better: phone, video-conference, e-mail or instant messaging? Click here for a copy of the article.

1.19.07
‘I’m Sorry’ – Master the elements of an apology
This article answers the question: During a recent negotiation with a co-worker, I unintentionally said something that offended him. The comment came out before I realized how it would sound. I’d like to make this right, but I am unsure how to handle this. What would you suggest? Click here for a copy of the article.

2006

12.15.06
Overcome resistance – Help your employees embrace change
This article answers the question: We are in the midst of a restructuring initiative and two sales team members are resisting the change. One is our best sales performer who has been with the company for over 16 years. The second is a relatively new player who has a great deal of potential. I’d like to retrain them both. Is it appropriate for me to negotiate with them to gain their buy-in? Click here for a copy of the article.

11.24.06
Know your options – Narrow your focus before the talks begin
This article answers the question: Is it possible to have too many options available when negotiating? Click here for a copy of the article.

10.27.06
No deal – Don’t give in to requests for last-minute concessions
This article answers the question: Is it advisable to accept an offer from a customer who asks for a discount at the last minute to close the deal? 9.29.06 Responding to threats – Exhale and think before you speak This article answers the question: Is there an effective way to respond to threats at the bargaining table? Click here for a copy of the article.

9.01.06
Letting go – Soften the blow of losing a star performer
This article answers the question: I was shocked when my best performing sales manager informed me that he received and is seriously considering a job offer from one of our largest customers. The offer is compelling – a 12 percent salary increase, broader responsibility and a promotion opportunity within two years. Do I counter-offer with compensation, knowing that I don’t have a career track available for him, or bid him a fond farewell? Click here for a copy of the article.

8.4.06
Communication skills – How to handle internal negotiations after a merger
This article answers the question: I lead a national sales organization. Prior to a company merger six months ago, 50 percent of my negotiations focused on new client acquisition. Today, the majority of my negotiations are internal. What suggestions can you offer for negotiating change in a post-merger climate? Click here for a copy of the article.

7.7.06
What went wrong? Negotiating mistakes can hurt sales
This article answers the question: What are the most common mistakes sales people make when negotiating? Click here for a copy of the article.

6.9.06
Take a longer view – Resist the offer to ‘split the difference’
This article answers the question: I have a team member who’s been working with a prospective customer for months to close an important deal. Last week the discussion stalled over what else, price. The buyer called and offered to split the difference so he can move on to the implementation step. Would you agree to accept his offer? Click here for a copy of the article.

5.12.06
Screen pass – Ask early questions to make sure deal is worth pursuing
This article answers the question: I’ve personally experienced situations where a prospective client loved my proposal and acknowledged that it was precisely what their organization needed. However, after presenting my proposal, they disclosed that they had a fixed $ 20,000 budget, which was significantly lower than my $ 38.000 fee. How would you resolve this situation without losing the deal? Click here for a copy of the article.

4.14.06
Changes in attitude – Don’t let your sales people play the ‘blame game’
This article answers the question: I’ve inherited a sales team that blames everything and everyone for their poor performance. I’d like to change their focus from blame to accountability. Is it realistic to think I can negotiate a change in their attitude? Click here for a copy of the article.

3.17.06
Building trust – Disciplined approach can reap rewards
This article answers the question: Is it possible to build trust when negotiating? Click here for a copy of the article.

2.17.06
Point of view – Managers can find more diplomatic ways to criticize
This article answers the question: Overall, I do a good job and oftentimes, even a great job, but my boss never acknowledges my successes. He is generous however with constructive criticism, which is eroding my self-confidence. How do I improve this situation? Click here for a copy of the article.

1.20.06
Tackling a challenge – Laser focus will be needed when taking on a difficult responsibility This article answers the question: In addition to my current role as vice president of marketing, I have been asked to assume responsibility for a business line that is losing money. The mandate is to improve the bottom-line by 30 percent and cut personnel by 28 percent by the end of the year. I don’t want to be tagged as not being a team player and have future opportunities restricted. What should I negotiate up front to improve my chances of success? Click here for a copy of the article.

2005

12.16.05
I Hate You – Sense of humor can be best tool for hostile prospect
This article answers the question: The top executive of a prospective customer started our meeting by saying, “Derek, I hate your company. I will never buy from you.” I was shocked. How do I negotiate past “NO”? Click here for a copy of the article.

11.25.05
Insider’s Information – Early research on prospective client pays off
This article answers the question: We sell high end software and at the end of a product demonstration, my prospective client stood up and said, “This product will resolve a host of difficult issues which will streamline our systems and communications. Call me next week.” After many unreturned phone calls, we finally spoke. He told me they decided not to buy our product. What should I have done differently? Click here for a copy of the article.

10.28.05
Break through the noise
This article answers the question: I call on Data Center Directors and am having difficulty getting them to return my calls. How do I negotiate a meeting when I can’t even speak to them? Click here for a copy of the article.

9.30.05
Old Dogs Can Learn New Tricks – Sales people must first discard their old habits This article answers the question: I have a young sales team who are being out-negotiated at the bargaining table. How do I select a negotiations training program that that will do more than just fill them with information? Click here for a copy of the article.

9.02.05
Sticker Shock – How to help your customers cope if you have to raise prices
This article answers the question: Raising labor and raw materials costs are forcing our company to increase prices. I’m afraid I will lose customers to our competition. How can I minimize the risk? Click here for a copy of the article.

8.5.05
What are you worth? – Salary negotiations need not be mysterious
This article answers the question: My employer is going to move its corporate headquarters out of state and I have chosen to stay. After eight wonderful years of employment, I find myself in job transition. How should I handle negotiating salary? Click here for a copy of the article.

7.8.05
How to Deal with a Whiner – A sympathetic ear can pay dividends in the end
This article answers the question: I work with a colleague whose response to every request is: “I can’t do that,.” or “Do you know how difficult it is to do?” We usually come to some agreement over time, but it’s exhausting. He’s the “go-to” guy, so there’s no change of going above his head. Are there any strategies to speed the process? Click here for a copy of the article.

6.10.05
Horse Trading – To gain concessions, know what your customer needs most
This article answers the question: When negotiating a sale, are there some common negotiating trade-offs that I should share with my team to ensure we have covered the basics? Click here for a copy of the article.

5.13.05
Before, During and After – Be proactive during each phase of the negotiating process This article answers the question: The members of my sales team are inconsistent when negotiating. I have some team members who shine when I think they haven’t got a chance to succeed. But in other less risky situations, they often give away the store. I need to help them create more predictable results. Any suggestions? Click here for a copy of the article.

4.15.05
How to Ask – Preparation is key to making request
This article answers the question: My boss doesn’t negotiate. He either accepts or rejects my request. My department is in critical need of new equipment. I am reluctant to present this request, fearing that he will say “no” and close the door. Do you have any suggestions for approaching him? Click here for a copy of the article.

3.18.05
Self-Inflicted Wounds – Don’t be your own worst enemy
This article answers the question: Do people sabotage themselves at the bargaining table without knowing it? Click here for a copy of the article.

02.18.05
"Absolute power ... Understand how a customer's decisions are made."
This article (Part two of two parts) answers the question: In a recent complex sale, I was negotiating with the vice president who told me he was the key decision maker. As it turns out, he had to go to a lower level manager to get approval. The new player changed the scope of the project, forcing me to do a lot of rework. What did I miss? Click here for a copy of the article.

02.04.05
"Identify the players ... Know the other party's chain of command."
This article (Part one of two parts) answers the question: In a recent complex sale, I was negotiating with the vice president who told me he was the key decision maker. As it turns out, he had to go to a lower level manager to get approval. The new player changed the scope of the project, forcing me to do a lot of rework. What did I miss? Click here for a copy of the article.

2004

12.17.04
"Now or never ... Deadlines can help negotiations."
This article answers the question: Is it smart to use deadlines to close a deal? Click here for a copy of the article.

11.26.04
"Wiggle room ... Don't lead with your best offer." This article answers the question: How important is it to be flexible in your position when negotiating? Click here for a copy of the article.

10.01.04
"Project manager ... Here's how to assemble a team across several departments." This article answers the question: Recently, I have been assigned as a project manager to ensure we deliver what we promised to a new high-profile client. Doing so involves cross-departmental cooperation and teamwork. While I love the responsibility, the reality is I have no authority to tell them what to do. Do you have any suggestions for negotiating outcomes? Click here for a copy of the article.

09.03.04
"Finding solutions ... Avoid win/lose negotiations."
This article answers the question: Our health care company was acquired by another two years ago and we have yet to create a blended culture between the two organizations. It seems every discussion turns into a win/lose negotiation. While I do not have the authority to change the culture, I am interested in your suggestions for improving our communications. Click here for a copy of the article.

08.06.04
"Careful critique ... Be tactful when trying to change manager's negotiating style." This article answers the question: We are in the construction industry and have a project manager who is well-liked by his colleagues but despised by our subcontractors. His negotiating style can be best described as, "It's my way or the highway." We obviously want him to get the best price from the subs, but would like to tame his barbed-wire style. Any recommendations? Click here for a copy of the article.

07.09.04
"Variable response ... Add them up and then respond."
This article answers the question: From a sales perspective, is there a difference between how you respond to objections and variables in a negotiation? Click here for a copy of the article.

06.11.04
"Barriers to change ... Tread with baby steps when reinventing the wheel."
This article answers the question: The majority of my negotiations focus on trying to convince a prospect to change a system that has been in place a long time. Some prospects see the value within a short period of time, while others are flat-out resistant to the idea of change. Do you have any helpful hints to help me get prospects to more readily accept change? Click here for a copy of the article.

05.14.04
"More dirty tricks (Part 2 of 2, Part 1 dated April 16th) ... How to respond when the other party tries to slip one by you." Dirty tricks distort the negotiation process and produce unstable agreements. But as companies intensify their efforts to reduce costs and produce higher profitability, dirty tricks are becoming more common. In the April 16th issue of SBT, we talked about the first two of five dirty tricks: the written agreement and the puppy-dog close. This month, we'll explore the next three. Click here for a copy of the article.

04.16.04
"Dealing with dirty tricks ... Here's how to respond to 'surprises' thrown at you while negotiating." This article answers the question: In a recent negotiation with a buyer, an executive whom I had never met with unexpectedly walked into our meeting. The buyer and I were finalizing key points of our agreement when the executive said, "Here's the deal ... and this is our final offer, take it or leave it." I was stunned. To save the deal, I accepted the terms of his offer which of course, favored him. How do I prepare for these types of situations in the future? Click here for a copy of the article.

Small Business Times: 03.19.04
"It's a team ... Five steps to shift your perception as a 'know it all' to a valued negotiating colleague." This article answers the question: I think well on my feet and am able to solve problems quicker than most people. Decisions at our company are team-based. At a meeting last week, I received strong feedback from the group telling me that I am egocentric and that I tell people what to do rather than working collaboratively. I need to renegotiate my approach, any suggestions? Click here for a copy of the article.

02.20.04
"You first ... Never make an opening offer unless you're well prepared for the consequences." This article answers the question: Some say you should initiate making the opening offer, while others say that you should wait until the other party presents their offer. What is the best rule of thumb? Click here for a copy of the article.

01.23.04
"Defending your words ... Good note-taking, meeting reviews will help you defend your statements." This article answers the question: I negotiate with someone who has a bad habit of putting words in my mouth or twisting what I say to his benefit. On more than one occasion, he has accused me of agreeing to something I didn't say. How do you deal with someone like this? Click here for a copy of the article.

2003

12.26.03
"Staying on track ... Map out these four information categories to stay focused during negotiations." This article answers the question: I have a tendency to lose my focus in a negotiation either when the other party does something I don't expect or when there are lots of issues put on the table. Do you have any recommendations for helping me maintain my concentration? Click here for a copy of the article.

11.28.03
"Top of your game ... Follow these seven steps to prevent anxiety from ruining a negotiation." This article answers the question: Do you have any recommendations for reducing anxiety prior to a negotiation? Click here for a copy of the article.

10.03.03
"Barriers to understanding ... Here's how sales managers can help their staffs better interpret what prospects are saying." This article answers the question: Members of our sales team pursue opportunities they perceive to be "live ones" but which, in reality, are requests for "free consulting." Those consultations waste valuable time and resources. As their sales manager, how can I help them better understand the hidden meaning behind the other party's communication? Click here for a copy of the article.

09.05.03
"Now hear this ... Listening is a trainable skill that is crucial to successful negotiations." This article answers the question: I have a new employee who joined our team seven months ago. Recently, we visited a client to negotiate a contract. During that meeting, it became painfully obvious that this individual is not a good listener. Is listening a trainable skill? If so, what can I do to help him? Click here for a copy of the article.

08.08.03
"Common ground ... How women can overcome the six common errors they make during negotiations." This article answers the question: I recently joined a firm where I am the only female. I am being asked to get involved with more and more negotiations. I'm wondering, what are the common mistakes women make at the bargaining table? Click here for a copy of the article.

07.11.03
"Starting strong ... These five tips will help you launch negotiations on solid ground." This article answers the question: I'm in sales and, on average, I do pretty well at the bargaining table. However, I always feel awkward at the beginning of a negotiation. How do I handle this? Click here for a copy of the article.

06.13.03
"Be flexible -- to a point ... Establish your lower limit before you negotiate." This article answers the question: When I think about being flexible in a negotiation, the idea seems like I am accepting less than what I wanted. Is this true? Click here for a copy of the article.

05.16.03
"Roadblocks ahead ... How to get past the hurdles of underhanded ploys attempted in negotiations." This article answers the questions: What are some common underhanded ploys people use to get leverage in a negotiation? How do you recommend responding to such tactics? Click here for a copy of the article.

04.18.03
"Bringing in a big gun ... Experts can add power to a negotiating session - if used properly." This article answers the question: When should experts be used to assist in the negotiation process? Click here for a copy of the article.

03.21.03
"Finding common ground ... Here's how to negotiate a solution when a supplier's parts fail." This article answers the question: We have a contract with a high-profile client who has a tight timeline. To fulfill our agreement, we purchase a $200 product from a supplier and then upgrade it with about $1,700 worth of components. Our customer called to inform us that our product is failing. After an investigation, we discovered that one large batch of our supplier's product was faulty. To maintain integrity and minimize liability, we recalled all products of that batch from our customer. Our contract with the supplier states that it is liable for its product only, which comes to $40,000. We estimate our costs to be $211,500 to resolve this. Any suggestions? Click here for a copy of the article.

02.21.03
"Make it so ... How to move dialogue into action." This article answers the question: In our company, it seems whenever we engage in a negotiation, we never really make a decision. Everyone leaves feeling like we had a good discussion, but nothing happens. How do we move our dialogue into action? Click here for a copy of the article.

01.24.03
"Saying 'no' graciously ... How to reject an offer without causing rancor." This article answers the question: I am having a difficult time rejecting the offer of the other party in a negotiation without causing rancor. What are some techniques I can use to be more effective? Click here for a copy of the article.

2002

12.20.02
"The meaning behind the move ... Here's how to read body language and use that knowledge in your negotiations." This article answers the question: How do I make body language work to my advantage in a negotiation? Click here for a copy of the article.

11.22.02
"It's your call ... Here's what to consider when using the telephone for negotiations." This article answers the question: It seems like a majority of my negotiation discussions take place on the telephone. Either distance or timing makes it impossible to schedule a face-to-face meeting for each issue that needs to be resolved. What are the pluses and minuses of using the phone? Click here for a copy of the article.

10.25.02
Maintain control ... The supplier should write the contract." This article answers the question: At the end of a recent negotiation, the other party agreed to write up the contract. I agreed, since it would save me a great deal of time. My boss was critical of me for "pawning" the agreement off. Who's right? Click here for a copy of the article.

09.27.02
Bridging the gap ... Avoid sales vs. marketing conficts by formally integrating the two processes." This article answers the question: My marketing and sales directors seem to be in a constant battle. Instead of working in a collaborative fashion to streamline processes and improve market share, they are constantly engaged at some level of the blame game. How can I resolve this without losing my cool? Click here for a copy of the article.

08.30.02
"Now hear this ... Help your sales team be better listeners and you'll help them be more successful." This article answers the question: I am a sales manager. I have worked with my sales team to become more disciplined in preparing for a negotiation, mapping out concession strategies and determining options. What else can I do to help them be more successful? Click here for a copy of the article.

08.02.02
Power base ... Here's how to determine your leverage when going into a negotiations process." This article answers the question: How can I determine the leverage when going into a negotiation? Click here for a copy of the article.

07.05.02
"Ungluing the sticking point ... Four strategies to advance a negotiation through a bottleneck." This article answers the question: When a negotiation is stalled because of a single point, how can I move the discussion forward? Click here for a copy of the article.

06.07.02
"Well received ... How to frame your message to make it more acceptable to the other party." The following article answers the question: I heard that how you "frame" a negotiation influences the other party's willingness to reach an agreement. Can you explain what framing is and how to do it? Click here for a copy of the article.

05.10.02
"Hang on ... Part II of a two-part series on Concessions." This article answers the question: Determine in advance what you'll concede, and carry it out deliberately. Are there some quidelines? Click here for a copy of the article.

04.12.02
"Concessions ... How to respond to demands for concessions during negotiations." This article answers the question: Whenever possible, I am dedicating time to preparing before I engage in a negotiation. However, I find myself struggling in preparing myself for concession demands. Are there some guidelines that I can follow? Click here for a copy of the article.

03.15.02
"Chain reation ... How to handle problems with a supplier before they hurt your customer base." This article answers the question: We have a 12-year supplier whose quality level and on-time delivery performance has dropped significantly. While we value the relationship, it is beginning to impact our credibility with some customers. What is the best course of action? Click here for a copy of the article.

02.15.02
"What's your value? ... How employees can position themselves as candidates for management postitions. This article answers the question: I have the desire to move into management with my company. How do I negotiate my value? Click here for a copy of the article.

01.18.02
"A sharp edge may cut you ... Why being a tough guy won't benefit you in the long run." This article answers the question: When is it appropriate to be the "tough guy" when negotiating? By "tough guy", I mean being demanding and not making compromises. Click here for a copy of the article.

2001

12.21.01
"In the driver's seat ... Want to learn to negotiate? Consider the world of automobile sales, leasing." This article answers the question: With all this zero-interest financing going on, do you have any tips for buying or leasing a new car? Click here for a copy of the article.

11.23.01
"Getting ready ... Use these low- or no-cost practices to improve sales negotiating abilities." This article answers the question: I am a sales manager with a very limited budget. How can I help my sales organization be more effective negotiating with customers? Click here for a copy of the article.