The Questions Bring The Action
In the final analysis, I learned that there is no such thing as the correct answers; it is only perspective. Michael J. Marquardt, Leading with Questions While
February 6, 2025
In the final analysis, I learned that there is no such thing as the correct answers; it is only perspective. Michael J. Marquardt, Leading with Questions While
I’ve always wondered why, in negotiations, the general approach to building a case is called an “angle”. It turns out to be quite a clever
“Everyone knows it takes a woman nine months to have a baby. But you Americans think if you get nine women pregnant, you can have
Negotiation is hard to practice without stakes. It’s like playing poker without money – no one cares, everyone makes careless moves, and you never really
“Information is a negotiator’s greatest weapon.” Victor Kiam. The first time I heard that quote it inspired me. Later, I started to resent it, as
“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.