During our recent Virtual Backbone workshops, our participants have been sharing interesting insights about the psychological aspect of negotiating. We wanted to share some with you:

1. Rethinking the notion that your customer's hiring of one of your former competitors is a bad thing--and why that is not always the case
2. Challenging the behavior of prenegotiating a deal with yourself before even getting in front of the customer--and how that can inadvertently work against you
3. Considering the power of offering options to your customers--and a case study of how a $35K renewal turned into a $2.5M initiative

Watch this brief video as Adele McLean discusses this feedback and more from our recent Virtual Backbone workshops and challenges all sellers to rethink their assumptions.