Resources for Business Owners and Leaders

Videos by Jane Gentry

CEO advisor & business consultant, Jane Gentry discusses sales, leadership and overcoming business challenges in a series of videos and articles.

Negotiating Communication Tips

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Three Essential Negotiation Tips

Sales expert Jane Gentry shares her top three ways to improve your negotiation skills. Watch today’s video to learn three simple communication tips  to be a better negotiator in any scenario.

Tip #1: Understanding and agreeing are NOT the same thing.

Getting to a point of understanding is critical to any negotiation. It’s important to understand the other person’s interests and what their bottom line is. Acknowledging that you understand their incentive does not mean you agree with them. 

Tip # 2: Start With the 100% Rule.

A great way to start a negotiation-based conversation is by using the 100% rule. The 100% rule in sales is to start the conversation by stating one thing that the two parties can agree on 100%. Starting the conversation on the right foot helps to set a collaborative tone.

Tip #3: Put your “but” in the right place.

“But” is a problematic word that can entirely alter your tone and intention based on where it’s placed in a sentence. Rather than using “but” and negating a statement, Jane recommends using “Yes and…” whenever possible. Responding with “yes, add” contributes to a conversation rather than stunting it. 

Negotiation isn’t just for salespeople. Regardless of your position or industry, these tips will help you communicate more effectively with others.  


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Meet Jane


Jane Gentry has had a successful 30-year career as a CEO, Business Consultant, Executive Coach, and Keynoter. Jane formed her practice in 1999 and since then has partnered with her clients to improve growth, profitability, client retention, employee retention, leadership capabilities and business value.

Jane leverages strategies including the proprietary Value Blueprint to enable business owners and leaders to successfully create healthy organizations, plan for succession or sell their businesses for the highest possible market value. Jane is considered one of the top voices in leadership and sales.