Category Archives: Uncategorized
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 [...]
Swap Why for What to Keep Negotiations Collaborative
ABN Psychology lesson: restate "why" questions as "what" questions so counterparts explain constraints instead of [...]
Mirroring: Get Them Talking Without Pushing Back
Mirroring from the ABN Psychology module shows how repeating one to three key words as [...]
Your Position Is Not Your Target
Distinguishing between your position and your target opens more paths to value in negotiations.