Author Archives: Ken Trent
The Difference Between a Position and an Interest (And Why It Wins Deals)
Most negotiators argue over positions - what they want. The best negotiators dig for interests [...]
The Nibble: How Buyers Extract Last-Minute Concessions (And How to Stop Them)
The nibble is one of the most common closing tactics in B2B negotiations. Learn to [...]
Delta Pilots vs. Delta Management: Inside the High-Stakes Contract Negotiation of 2026
Delta pilots already earn up to \/hour. So why are they back at the bargaining [...]
McCormick Buys Unilever Foods: What the Deal Reveals About CPG Supplier Negotiations in 2026
McCormick's acquisition of Unilever Foods is a live negotiation event for every supplier in the [...]
Tariff Chaos Is a Negotiation Opportunity – If You Know Where to Look
Tariff volatility is not just an operations headache - it is a negotiation event. How [...]
The New Negotiation Reality: When Tariffs Shift and Procurement Gets Smarter
Tariff volatility and AI-enabled procurement are changing where leverage lives in B2B negotiations. The winners [...]
AI Has Ended the Information Advantage in B2B Negotiations
AI tools have handed buyers real-time competitive intelligence in minutes. The information asymmetry sellers relied [...]
Tariffs Are Rewriting the Supplier Negotiation Playbook
Tariffs are reshaping the B2B supplier negotiation playbook in 2026. Here is how smart buyers [...]
Tariff Chaos Is a Negotiation Opportunity – If You Know Where to Look
Tariff volatility is not just an operations headache - it is a negotiation event. How [...]
Tariff Chaos Is a Negotiation Opportunity – If You Know Where to Look
Tariff volatility is not just an operations headache - it is a negotiation event. How [...]