Author Archives: Ken Trent

Give the Gift They Did Not Ask For

A surprise gift is unexpected, useful to them, and given without asking for anything back. [...]

Precision Signals Preparation

A round ask sounds like a guess. A precise ask signals you did the work. [...]

When They Push, Slow Down First

When the other side pushes a hard demand, slow down, find the real driver, and [...]

Make Your Ask Their Solution

Before you ask for cost, volume, or terms, restate the deal in your counterpart's KPIs. [...]

Daily Negotiations Have a Financial Outcome

Daily negotiating is where freight hikes, allocation, and off-spec POs quietly move profit dollars. Treat [...]

Your First Concession Is Attention

Active listening is not manners. It is how you gather information, drop barriers, and earn [...]

What Share of Their Business Do You Represent?

Size is not the only power input. Run both concentration numbers: what share of their [...]

Four Resources, Not Just Money

Every negotiation spends time, energy, money, and emotional investment. Count all four before you decide [...]

OpEx Is the Silent Variable

Operational expenses sit under COGS and can turn a healthy gross margin into a weak [...]

Four Resources: What a Deal Really Costs You

Time, energy, money, and emotional investment are the four costs of every negotiation. Spend them [...]