Author Archives: Ken Trent
Use Loss Aversion to Protect the Trade
Loss aversion can stall a good deal when one side feels they are giving something [...]
Use Higher Authority Without Losing the Deal
Higher authority can protect you from rushed commitments, but only if you introduce it early, [...]
Policy Is a Starting Point, Not a Wall
When someone says something is against policy, the useful move is not arguing with the [...]
Positions Are Stated Demands. Interests Are the Deal.
Positions are stated demands. Interests reveal the problem underneath, and that is where negotiators often [...]
Stop Negotiating Percentages. Negotiate Dollars.
Percentages can hide the real cost of a concession. Convert each ask into dollars across [...]
When an Early Pay Discount Is Worth More Than It Looks
Early pay discounts are not just small price cuts. Used correctly, they turn payment timing [...]
Trial Balloons: Test the Deal Before You Commit
Use trial balloons to test whether a concession, stretch ask, or package trade has room [...]
Calculate the Real Cost of a Concession
Small concessions compound. Before you agree, calculate the full-term dollar cost across volume, contract length, [...]
Volume Commitments Need Inventory Relief Clauses
Volume commitments can create value, but only when missed forecasts and excess inventory are handled [...]
Your Worth-It Threshold Should Shape the Deal Before Price Ever Does
If you do not define what makes a deal worth it before the negotiation starts, [...]