Set the Target First: A Wish Is Not a Deal
A wish is not a target. Set a data-backed deal target and a daily target [...]
Issue Resolution Deferment: Get Them to Solve the Problem
Issue Resolution Deferment puts the commercial problem on the table and asks your counterpart how [...]
Get to “That’s Right” to Validate the Real Need
A quick yes can be fragile. The real signal of progress is when your counterpart [...]
Power Is Not Leverage
Institutional power is size. Leverage is need in this cycle. Ask who needs the deal [...]
Precision: Put a Calculated Number on the Table
Precision signals preparation. Put a calculated number on the table, then bring the two-line math [...]
Secondary Asks: Recover Value When the Headline Move Slips
Secondary asks recover value when a headline concession moves. Rank five before the meeting and [...]
Playing Dumb: Slow the Ask Until You See the Real Constraint
Playing dumb buys time and surfaces the real constraint. Ask how you are supposed to [...]
Conflict Aversion: Hold the Tension Without Softening the Ask
Conflict aversion is a tool and a trap. Hold the ask, sit in the tension, [...]
Daily vs Deal: Know Which Negotiation You Are In
Daily negotiation builds the account. Deal negotiation is the timed event. Name which one you [...]
EBITDA: The Number Behind Company-Level Deals
EBITDA is the company-level profit number. Translate a large deal into operating-profit impact before executives [...]