Author Archives: Ken Trent
Bracketing: Open So the Midpoint Protects Your Target
Bracketing means opening far enough from your target that a normal back-and-forth still lands where [...]
What Instead of Why: Keep the Room Collaborative
Why can sound like an accusation. What invites explanation. Use this Psychology lesson to dig [...]
Calm and Assertive: Control the Temperature of the Room
Calm is self-control under pressure. Assertive is a clear ask without aggression. Together they set [...]
Daily Negotiation vs Deal Negotiation: Know Which One You’re In
Daily Negotiation builds relationship equity over time. Deal Negotiation is time-bound and data-heavy. Know which [...]
Play Dumb to Surface the Real Constraint
Playing Dumb is a defensive negotiation move that slows the pace, surfaces the real constraint, [...]
Your Position Is Not Your Target
Cost cuts, co-op dollars, and payment terms are paths. The target is the profit outcome. [...]
Use Feigned Surprise Before You Counter
When a tough number lands, a calm flinch can clear weak positions before you spend [...]
Mirroring: Get More Information With Almost No Pushback
Mirroring is a simple Psychology tool: repeat the last few key words as a question, [...]
Nibbles: Small Asks That Quietly Shift Deal Value
Nibbles are low-friction asks sprinkled through a negotiation. Used with intent, they compound into real [...]
Mirroring: Three Words That Surface the Real Constraint
Repeat the last few words your counterpart said, then pause. That simple mirror often reveals [...]