Negotiating

Concordance…or… Facts Count (Issue 800)

In which we are encouraged to look at the facts behind our clients’ first thoughts  about their problems before jumping to recommendations. Read more »

Options (Issue 677)

In which we are reminded that broad perspective and many options accelerate successful negotiating conclusions. Read more »

Two Months Free (Issue 560)

In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »

Triple Priced (Issue 506)

In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »

Domination (Issue 429)

In which we propose collaborating as an alternative to overcoming. Teenager standing in kitchen. 9:00 pm. Car keys in hand. Preparing to go out with friends. Parent: “No, it’ll keep you out too late.” Teenager: “No, it won’t. I don’t have to be at work tomorrow until 9:00; I can sleep later in the morning.” Read more »

Errands (Issue 412)

In which we are urged to protect our profits in escalating negotiations. My wife (who expertly manages our household day to day) sometimes asks me to run errands for her on a Saturday morning. Typically, we discuss her list and I head out the door. Then the most amazing thing happens. Read more »