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Category: Negotiation walktrough

Dooming the Don’s Deal

In Mario Puzo’s The Godfather, everything went wrong when, during a key negotiation, Don Corleone’s own son “broke rank” and asked him to reconsider the offer he

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Bad News First

When we have both good and bad news, or at least bad news and the “silver lining”, there is often a dilemma over which one do

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Bullseye Signal

Let’s revise some basics here: what sound does a cow make? In English, everybody knows it’s moo, of course. It’s muh in German, meuh or mou in French, mu in Spanish, boe in

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Never Hungry

Let’s talk about worst-case negotiation scenarios for a change. The rule is: Never attempt to negotiate while hungry. This is important, on two levels. There is literally research that

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Unwritten rules

How important is it that the first time the client is faced with the price, they hear it from you live, while you can see their face?  It’s important

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What if you Fly

There is freedom waiting for you,  On the breezes of the sky, And you ask “What if I fall?” Oh but my darling, What if

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