Articles

Handle a take-it-or-leave-it deadline by verifying the underlying constraint and checking what due diligence remains necessary.

Plan concessions as explicit exchanges rather than isolated reductions in your terms.

Define your BATNA by identifying what you can actually do if the negotiation ends without agreement.

Consider making the first offer when you have defensible information about the range and your alternatives. If that information is weak, investigate before...

Ask the counterpart to describe the decision and constraint behind a stalled position. Summarize what you heard and invite correction before proposing an e...

Agree on a pilot that tests a meaningful uncertainty and ends with a real decision.

Reconstruct the buyer’s ownership, approval path, and milestones before blaming price. Ask whether the company agreed on the problem and accepted the...

Prevent a closed deal from becoming a delivery dispute by checking the whole commitment with sales, implementation, and the customer before handoff. ...

Help a buyer champion a deal with a verifiable decision brief that explains value, tradeoffs, and unresolved dependencies.