Episode #132: George Siedel
Information is Power
George Siedel is currently a professor at the Ross School of Business, where he teaches negotiation. He has authored numerous books and articles and has received the Faculty Recognition Award from the University of Michigan and several national research awards, including the Hoeber Award, the Ralph Bunche Award and the Maurer Award. In 2018 he received the distinguished career achievement award from the Academy Studies of Legal Studies in Business. George also authored the book ‘Negotiating for Success – Essential Strategies And Skills’ which is a must read for anyone who needs to negotiate as part of their role. [01.15] George defines Negotiation – as a process that is designed to reach an agreement that will satisfy each sides wants and needs.
[01.25] George explains how negotiation is important for business – especially in sales, as the sales profession is in the heart of any company, with sales you build customer relations, build sales strategies and contribute to the profitability of the company. So negotiation generally and sales specifically is critical to the companies success.
[01.59] Why don’t some salespeople don’t like to negotiate and what can we do to change this – George feels that it is due to the F word …FEAR! George also feels that Sales People fall into two groups one where they dread negotiation, […]