Use Silence After a Significant Move
Silence is not dead air. Used after an anchor, ask, or difficult term, it gives [...]
Selective Transparency: Be Clear Without Exposing Your Constraints
Selective transparency helps you build trust by clarifying your needs while protecting the constraints that [...]
Calculate the Deal in Profit Dollars
A negotiation outcome is only as good as the profit dollars it creates. Run the [...]
Invite No Before You Chase Yes
Invite a clean no to reduce pressure, uncover the real objection, and move the negotiation [...]
Contribution Profit: The Number Behind the Deal
Revenue can make a deal look attractive. Contribution profit shows whether the deal actually improves [...]
Feigned Surprise Clears Out Soft Positions
Feigned surprise is a simple negotiation tactic: react calmly to an aggressive number, then let [...]
Secondary Asks Keep Value on the Table
Secondary asks give you tradeable value when the headline ask changes. Prepare them before the [...]
Use Ranges Without Anchoring Against Yourself
Ranges can preserve flexibility in negotiation, but only if the low end still protects your [...]
Selective Transparency: Be Clear Without Giving Away Your Leverage
Selective transparency helps negotiators share enough to solve the business problem without giving away deadlines, [...]
Use Labeling to Put the Real Concern on the Table
When a negotiation stalls, labeling helps you name the likely concern without accusing your counterpart [...]