Core Interests: The Human Layer Under the Deal
Price and terms matter, but business negotiations move through people. Core interests help you understand [...]
The Reverse: Answer Pressure With a Better Question
The Reverse helps you respond to pressure with a targeted question, buying time and surfacing [...]
Validate Value Before You Build the Offer
Value validation helps you confirm what your counterpart actually cares about before you build the [...]
Bracket Your Target Before You Anchor
Bracketing protects your negotiation target by creating room to move from your opening position without [...]
Mutual Value Is Not Compromise
Mutual value is not splitting the difference. It is finding the deal structure where each [...]
Strategic Validation Turns Complaints Into a Workable Plan
Strategic Validation helps you acknowledge a counterpart's concern fully, lower defensiveness, and redirect the negotiation [...]
Active Listening Is a Negotiation Tool
Active listening is not soft etiquette. It is a practical way to lower resistance, confirm [...]
Contribution Profit: The Deal’s Soft Bottom Line
Contribution profit shows what a deal actually contributes after direct costs, so you can negotiate [...]
Build Leverage Before You Need It
Leverage is not just what you have at the table. It is what you build [...]
Precision Makes Your Ask Credible
A precise ask tells your counterpart you did the math. Use specific numbers when you [...]