Author Archives: Ken Trent
Name the Feeling Before You Answer
Emotion management keeps a sharp comment from choosing your next concession. Name the feeling, widen [...]
What Leverage Can You Actually Change?
Structural leverage is the hand you are dealt. Situational leverage is what you can still [...]
Whose Deadline Are You Racing?
A deadline is often one side's constraint, not a shared fact. Name who owns the [...]
What Does the Deal Do to Contribution Profit?
Contribution profit dollars show what a product or relationship contributes after direct costs, and that [...]
A Status Quo Change Is a Negotiation Opportunity
Constant Negotiations means opening a conversation when conditions change, instead of waiting for the next [...]
Answer the Question With a Question
In Defensive Negotiating, The Reverse sends a direct question back so you can gather information [...]
The Side Asking the Questions Leads
In the Basics module, the person asking the questions leads the conversation, gathers information, and [...]
Precision Signals Preparation
In Offensive Negotiating, Precision means putting a calculated number on the table so your counterpart [...]
Allow the Win
In Offensive Negotiating, Allow the Win means leaving your counterpart with something they can take [...]
Precise Numbers Carry More Weight Than Round Ones
A calculated number signals homework. In Offensive Negotiating, Precision is about putting a real figure [...]