Author Archives: Ken Trent
Customer Framing: Negotiate as Problem-Solving, Not Position Fighting
Customer framing turns B2B negotiation from position fighting into joint problem-solving by leading with the [...]
Expectation Management: Shape the Deal Before Positions Harden
Expectation management shapes what feels possible before positions harden. Set the zone early, use careful [...]
Value Validation: Confirm What They Care About Before You Negotiate
Value validation is the first Daily Tactics move: ask what your counterpart values now, confirm [...]
Feigned Surprise: Clear the Fat Before You Counter
Feigned surprise, or the flinch, clears weak opening positions before you counter. Use a calm [...]
Diffusion and Reinforcement: Rebalance the Room When Tension Rises
Diffusion and Reinforcement rebalances tense negotiations: address friction directly, reinforce what is working, then return [...]
Allow the Win: Leave Your Counterpart With Something to Own
Allow the Win means leaving your counterpart with something meaningful they can claim. Low cost [...]
Labeling: Name the Friction Before You Push the Deal
Labeling names the unspoken friction in a deal with "It seems like..." and a pause. [...]
Bracketing: Open So the Midpoint Protects Your Target
Bracketing means opening far enough from your target that a normal back-and-forth still lands where [...]
What Instead of Why: Keep the Room Collaborative
Why can sound like an accusation. What invites explanation. Use this Psychology lesson to dig [...]
Calm and Assertive: Control the Temperature of the Room
Calm is self-control under pressure. Assertive is a clear ask without aggression. Together they set [...]