Category Archives: Uncategorized
Positions Are Stated Demands. Interests Are the Deal.
Positions are stated demands. Interests reveal the problem underneath, and that is where negotiators often [...]
Stop Negotiating Percentages. Negotiate Dollars.
Percentages can hide the real cost of a concession. Convert each ask into dollars across [...]
When an Early Pay Discount Is Worth More Than It Looks
Early pay discounts are not just small price cuts. Used correctly, they turn payment timing [...]
Trial Balloons: Test the Deal Before You Commit
Use trial balloons to test whether a concession, stretch ask, or package trade has room [...]
Calculate the Real Cost of a Concession
Small concessions compound. Before you agree, calculate the full-term dollar cost across volume, contract length, [...]
Volume Commitments Need Inventory Relief Clauses
Volume commitments can create value, but only when missed forecasts and excess inventory are handled [...]
Your Worth-It Threshold Should Shape the Deal Before Price Ever Does
If you do not define what makes a deal worth it before the negotiation starts, [...]
How to Make a Concession Feel More Valuable Than It Costs
A concession carries more weight when it is framed, traded, and made to feel earned [...]
When Should You Make the First Offer?
Making the first offer can create leverage, but only when you know enough to anchor [...]
Power Mapping: The Deal Is Usually Decided Before the Meeting Starts
Before you negotiate the deal, map who approves it, who influences it, who can block [...]