Labeling: Naming Unspoken Dynamics in Negotiations
Labeling helps surface hidden concerns by naming what you observe, lowering defensiveness and revealing the [...]
The Accusation Audit: Name the Objections Before They Do
The Accusation Audit helps you name your counterpart's likely objections before they raise them, reducing [...]
Disproportionate Value: Trade What Costs You Less Than It Helps Them
Disproportionate value turns low-cost assets into meaningful negotiating currency when the value is real to [...]
Mea Culpa: Own the Problem Without Giving Up the Deal
A Mea Culpa lowers tension by owning a specific mistake, pairing it with a fix, [...]
Use Silence After the Anchor
Silence gives your anchor time to land and gives your counterpart room to reveal information [...]
Selective Transparency: Be Clear Without Overexposing the Deal
Selective transparency helps you share enough to solve the business problem while protecting deadlines, floors, [...]
Use a North Star Before You Negotiate the Deal
A negotiation North Star gives the team direction before pressure arrives: mission, beacons, goals, targets, [...]
Contribution Profit Is the Deal-Level Scoreboard
Contribution profit shows whether a deal is actually helping the business after direct costs, not [...]
Set Your Target Before You Frame the Ask
A negotiation target should come from data, KPIs, and business logic, not a vague desire [...]
Find the Negotiation Need Under the Position
Stated positions are clues. Better negotiators find the business need underneath the demand and solve [...]