Right, that! But Make It Faster
“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
December 4, 2024
“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.
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