Author Archives: Ken Trent
Higher Authority Only Works If It’s Real Enough to Be Respected
Higher authority can buy you time, protect your position, and keep emotion out of a [...]
Stop Negotiating Percentages. Negotiate Dollars.
Percentages sound sophisticated, but they often hide the real value of a concession. Strong negotiators [...]
The Accusation Audit: Name the Objection Before They Do
The accusation audit helps you lower resistance by naming the objection before the other side [...]
Silence Is a Weapon – Are You Using It?
Silence is one of the most underused tools in any negotiation. Here's why most people [...]
The Flinch: Why Your Reaction to a Number Is Worth More Than Your Counteroffer
The flinch is a visible reaction to a number you didn't want - and it's [...]
The Flinch: Why Your First Reaction to a Number Is More Powerful Than Your First Counteroffer
Your first reaction to a number is often worth more than your first counteroffer. Here's [...]
The Nibble: How Smart Negotiators Extract Last-Minute Concessions
The deal is done. Hands are shaking. That's exactly when the nibble happens - and [...]
Silence Is a Weapon – Are You Using It?
Silence is one of the most powerful tools in any negotiator's arsenal. Most people fill [...]
The Nibble: How Small Last-Minute Asks Drain Big Deals
The deal is done - then they ask for one more thing. Learn how the [...]
The Nibble: How Smart Negotiators Lose Thousands at the Finish Line
The nibble is a last-minute tactic where the other side extracts one more concession right [...]