Author Archives: Ken Trent
Get to “That’s Right”: Confirming Real Alignment in Negotiations
Learn why hearing "that's right" from your counterpart signals you've identified their real needs - [...]
The Two Negotiations: Daily & Deal
Not all negotiations are the same. Distinguish between daily negotiations and deal negotiations to improve [...]
Anchoring: How the First Number Shapes Every Negotiation
The opening number creates a reference point that influences the entire negotiation. Learn the Anchoring [...]
Silence: Let the Other Side Reveal Their Real Position
Strategic silence after a significant proposal often prompts the other side to share constraints and [...]
Mutual Value, Not Compromise
Compromise feels like progress but often reduces value for both sides. The ABN approach focuses [...]
The Accusation Audit: Lead With the Hard Truth
Name the negatives before your counterpart does. This defensive tactic from the ABN curriculum clears [...]
Labeling: Acknowledging Concerns to Uncover Real Needs
Labeling helps surface unspoken concerns in negotiations by acknowledging the other side's perspective early, leading [...]
Silence: Why Stopping at the Right Moment Wins Deals
Most negotiators talk their way out of better outcomes. Deliberate silence after an anchor or [...]
Core Interests: Finding the Real Drivers Behind Every Position
Core interests sit beneath the surface-level asks in a negotiation. Learning to identify them helps [...]
The Leverage Shift: Act When the Balance Tips Your Way
Leverage rarely stays fixed in a negotiation. Learn to recognize when it shifts in your [...]