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 [...]

Leverage Moves During the Negotiation

Leverage is not fixed. It shifts as timing, pressure, alternatives, and information change. Here is [...]