Author Archives: Ken Trent
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, [...]
How to Make a Concession Feel More Valuable Than It Costs
A concession carries more weight when it is framed, traded, and made to feel earned [...]
When Should You Make the First Offer?
Making the first offer can create leverage, but only when you know enough to anchor [...]
Power Mapping: The Deal Is Usually Decided Before the Meeting Starts
Before you negotiate the deal, map who approves it, who influences it, who can block [...]
Higher Authority Only Works If It’s Real Enough to Be Respected
Higher authority can buy you time, protect your position, and keep emotion out of a [...]
Stop Negotiating Percentages. Negotiate Dollars.
Percentages sound sophisticated, but they often hide the real value of a concession. Strong negotiators [...]
The Accusation Audit: Name the Objection Before They Do
The accusation audit helps you lower resistance by naming the objection before the other side [...]