Author Archives: Ken Trent
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 [...]
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. [...]