Category: Need Escalation

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

“I can’t ask for more money,” said a client of mine, who absolutely could. When I calmly asked why not, he started answering in the

“The market won’t bear that kind of price,” she said, quietly. “I looked her in the eye. “So what?” She thought I was kidding. Despite

Inexperienced negotiators know that haggling feels bad, so they try to “play it straight” and offer their “best” price first, graciously allowing the other side to

“Retainer” is one of those “slippery” words. For instance, for you, it may mean “In addition to the tasks that are pre-defined, the client can

While the elephants are small, only a thin rope is required to tie them to a stake in the ground. They’ll struggle and pull at

There’s Nothing More Permanent Than A Temporary Measure, said Milton Friedman. In a (kinda) post COVID world, these words have an even more ominous meaning.