The Art of Negotiation: The Importance of Empathy, Active Listening, and Communication in Marketing’s Greatest Equalizer

Empathy and negotiations don’t seem to go hand in hand. Negotiations tend to be viewed by many as zero-sum, adversarial conflicts, especially in business. Negotiators, however, have many tools at their disposal that do not resort to negativity or hostility in order to support their positions. So what does it take to win at negotiations?…

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Introverted Selling: The Principle of Trust in the AEC Industry

In every major industry, there are preconceived notions of who can and can’t succeed in sales. The AEC industry is no different. The stereotype of a typical salesperson is an effervescent extrovert who could sell sawdust to a lumbermill. But in order to achieve success, do you have to act like the stereotypical salesperson? Must…

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