Category Archives: Negotiation Fundamentals
Saying No – more complex than you think
One of the most fundamental sources of power in negotiation is the ability to say “No”. If one party to a negotiation can truly not refuse to agree it has a massive problem. Even when … Continue reading
Practice does not make perfect
The issue with practice There is a misunderstanding based on research conducted into effectiveness that you need 10,000 hours of practice, feedback and coaching to become really outstandingly good at something. This was popularised by … Continue reading
Anchoring effectively – research update
Readers of this blog and alumni of my fee negotiation workshops know that anchoring is one of the most effective tools at the disposal of a negotiator. Benefits of good anchoring Good anchoring allows negotiators … Continue reading
How to improve your negotiation skills and have fun
I want to wish all readers a wonderful and restful summer break. Vacations are often a good opportunity to negotiate with street vendors or bazar merchants. You have little to lose, will never see the … Continue reading
How are pricing and negotiation linked?
A lot of professionals struggle to fully understand the link between pricing and negotiation. Here are some thoughts to help understand how pricing and negotiations are linked. The challenge Many professionals find it difficult to … Continue reading
Pitching without pricing – a form of madness
Why pitching without good pricing is a form of madness and harmful to a firm Continue reading
Flinching
How to flinch well and why it is so important Continue reading