Category: Retain Control

“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

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”

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

Hi [Mrs Client] _Attached is the service bill for April.I also want to inform you about a change. As you can see, I regularly invest

It is absolutely true that beer cans could be made out of steel. At the time of writing, a kilogram of steel costs $0,7. A

In the book Never Split the Difference, Chris Voss talks about using what he calls “tactical empathy” to humanize yourself to the other side. One

Fortunately, most client negotiations don’t follow the hard-nosed, down-to-brass-tacks tumble that is expected when you are buying a car or a bunch of radishes from a hard-core