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 [...]
Ask Five Whys Before You Negotiate the Fix
Surface problems invite expensive concessions. The 5 Whys helps you identify the real source before [...]
Questions Lead the Negotiation Without Forcing It
Thoughtful questions gather information, lower tension, and help you lead the negotiation without turning every [...]
EBITDA: The Executive-Level Negotiation Filter
EBITDA helps negotiators frame larger deals in the language executives use to judge operational profitability, [...]
Reverse Why: Let Them Say Your Value Out Loud
The Reverse Why turns your counterpart into the source of your value case. Ask why [...]
Structural Leverage vs. Situational Leverage
Learn the difference between structural leverage and situational leverage, and how to use the leverage [...]
Core Interests: The Human Layer Under the Deal
Price and terms matter, but business negotiations move through people. Core interests help you understand [...]