9 min read
Cost Avoidance vs Cost Savings: What Procurement Leaders Need to Know
Procurement’s role has shifted.
Negotiation Skills
5 min read
Mastering Anchoring in Negotiation: How to Set High Expectations and Win
It's our role as negotiators to help the other party see our case at its highest value possible, anchoring their perceptions to our ideal price or...
5 min read
The 5 Negotiation Behaviors You Need to Master
One of the first steps to becoming a master negotiator is to learn 5 key negotiation behaviors and how they work within the 3D Negotiation Model to...
4 min read
Negotiation Tactics and Tough Situations: How to React to Tactics
The main goal of using negotiation tactics by a customer is to fundamentally alter the negotiation in the customer’s favor. Negotiation tactics are...
2 min read
Tension is the Key to a Successful Negotiation
As humans, we’re naturally averse to dwelling within a state of tension — it’s uncomfortable, it makes us feel vulnerable, and it often leads to...
3 min read
How to Maximize Information Flow in Your Team
The best way to avoid gridlock in internal negotiations is to maximize information flow. The free exchange of ideas and opinions are often the...
2 min read
How To Get More From Every Negotiation Meeting
A negotiation is a gestalt process: a series of events that, when taken together, lead to an outcome greater than the sum of its parts. That’s why...
3 min read
How to Use Price Pressure Skills to Defend Your Price
You spent hours doing prep work, researching your potential customer, and getting ready for your meeting. You envision your perfect closing scenario...
2 min read
5 (More) Guidelines For Dealing With Price Pressure
In a previous blog post, we offered five guidelines to navigate the often slippery slopes of customer price pressure in a negotiation. But in the...