Shape the perception of your negotiation using anchoring

It’s anniversary night and you’re trying to decide on the perfect place to eat. Since it’s a special occasion you’re willing to pay a bit extra, but you also don’t want to spend money just for the sake of it. You’ve narrowed it down to two contenders, and head to their respective websites to see…

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Person dealing with negotiation price pressure

We’ve all been there. You’re coming to the final stages of a negotiation and everything seems to be going well. Then suddenly you hit a brick wall. The other party has taken a hard right turn and is demanding a discounted price that’s significantly lower than your target price. This is price pressure, and you…

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Does it feel as if your negotiations are missing a little bit of that secret sauce that magically moves things into your favor? Well, you might be surprised to find that the secret sauce is actually you – no magic required. You have an innate ability to favorably influence the outcome of any sales process,…

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Making concessions is a key part of any negotiation. After all, it’s the difference between artfully exchanging value in a way that encourages a long-term partnership and standing there like a petulant toddler demanding the world without giving anything in return. The world’s best negotiators treat concessions in a similar way that experienced chefs use condiments…

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When a person enters into a negotiation, they can either wing it – ultimately leaving its outcome to fate – or they can arrive with a clearly defined game plan informed by knowledge, experience, and determination. We’re firm believers in the latter. That’s why, drawing on years of experience transforming people, teams, and organizations into…

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