4 Signs The Negotiation Failed
“Julie” recently confessed that her latest negotiation failed, because the client rejected her price proposal and there was no deal. I disagreed. That negotiation saved
September 1, 2024
“Julie” recently confessed that her latest negotiation failed, because the client rejected her price proposal and there was no deal. I disagreed. That negotiation saved
A client once told me that, although they liked what I did, to get the deal I would have to convince his wife first, in
One of my early pricing successes happened because I simultaneously broke two of my favorite pricing rules: never volunteer discounts and large discounts work against you. I offered
The interesting thing is that “transparent”, as a word, has two meanings that are often used but are also the complete opposite of each other. One (literal) means “translucent”
“Penetration pricing” is lame. That’s when you set a low price and lose money just to raise it later or make it up on something else.
There’s an unfortunate chain of events that can be put into motion and unintentionally ruin your week or year. 1) You and your client might be
‘ll admit, fishing for interests rather than taking their negotiating positions at face value feels a lot like playing mind games. On the other hand, if
The greatest myth about profit is that the client doesn’t want you to have any: You either lock horns with them and try to wrestle them
Last week I talked about why I let go of prospects. Of course, it’s a delicate process since it’s rarely wise to burn bridges. You never know
Waiting for a client’s response often feels as dramatic as looking at a slow-motion scene in an action movie. Every day seems drawn out with