5 min read
Anchoring Bias Examples in Sales and Procurement Negotiations
Ever felt boxed into a number at the start of a negotiation, and couldn’t escape it?
Negotiation psychology
5 min read
What Is Anchoring Bias? Negotiation’s Most Misunderstood Mental Shortcut
One number can shape an entire negotiation.
6 min read
5 Planning Power Mistakes That Undermine Negotiation Success
You can lose deals well before you ever start conversations.
6 min read
The Importance of Strategic Planning: Your Secret Power At The Table
What’s the difference between negotiators who control the conversation and those who get cornered?
8 min read
Buying Motives: Why Knowledge of The Other Party Gives You An Edge
What separates the sales professionals who close from those who only follow up? One major factor is this: top performers don’t just pitch...
6 min read
6 Personal Power Pitfalls That Undermine Even the Best Negotiators
What if the most powerful negotiator in the room isn’t the one with the biggest title—but the one with the clearest voice?
7 min read
How To Harness Your Personal Power in Any Negotiation
Think power in negotiation is all about titles, authority, or who controls the budget? Think again.
6 min read
The 5 Most Common Mistakes Negotiators Make with Organizational Power
Yeah, “names” matter.
7 min read
Organizational Power: What It Is And Why Negotiators Use It
When most negotiators prepare for a high-stakes discussion, they focus on personal qualities and tactics—questions to ask, offers to make,...