Author Archives: Ken Trent
Selective Transparency: Share Needs, Protect Constraints
Be clear about what you need in a negotiation. Be careful about revealing the constraints [...]
Bracket Your Anchor Around the Real Target
Your opening number should protect your target, not reveal it. Bracket so a normal back-and-forth [...]
Your Position Is Not Your Target
A target is the financial outcome you need. A position is only one path to [...]
Build Leverage Before You Need It
Structural power is the hand you are dealt. Situational leverage is what you build. Strengthen [...]
Your Position Is Not Your Target
Confusing your opening ask with your real commercial target locks you into dead ends. Separate [...]
The Four Resources Every Negotiation Spends
Money is only one cost of negotiation. Time, energy, and emotional investment also shape deal [...]
Your Position Is Not Your Target
In B2B negotiation, the target is the commercial outcome you need. The position is only [...]
Calm and Assertive: Set the Temperature of the Room
In B2B negotiation, tone is strategy. Calm keeps you from reacting. Assertive keeps your ask [...]
Selective Transparency: Share Needs, Guard Constraints
In B2B negotiation, clarity about what you need builds progress. Openness about your deadlines, floors, [...]
Your Position Is Not Your Target
ABN Basics lesson: keep your dollar target fixed and treat every ask as one of [...]