Negotiation Tips

Defending Price in a Difficult Negotiation

by Erich Rifenburgh

What do you do when you are confronted on price from an aggressive buyer who is out for discounts. In this video we explore the concept of disassembling your offer when asked for a discount and how it plays into prospect theory.

backdoor selling is killing your teams ability to negotiate

Prevent Backdoor Selling

Moving Your Negotiation From Price to Priceless

Breaking Free from Single-Issue Negotiations in Sales

Don't Start Your Negotiation by Surrendering Control of the Agenda

Control the agenda and control the outcome

Struggling with Price? Uncover Their True Business Problem!

Get out of the battle for price.

How Understanding Switching Costs Changed My Game

March 2024 Newletter

Prepare to Negotiate like a B2B Pro with these Six Steps

6 Steps to Negotiating Like a Pro

"Let's Meet in the Middle" - The Lazy Approach to Negotiation Strategy

Splitting the Difference: A Tempting Trap, but Don't Take the Bait!

Protecting Leverage in Negotiations: The Key to Achieving Your Goals

Methods to use Leverage in your Negotiations

Winning the Battle of Silence in B2B Negotiations: A Powerful Tool for Success

How can silence help me become a better negotiator?

Empowering Engineering Teams: The Vital Role in Preventing Backdoor Selling

Educating your engineering teams about the dangers of backdoor selling is imperative for all organizations

Don't Give Away Your Negotiation Leverage!

Think twice before you give away something that is of little value you to you

Unlock Negotiation Success: Be the First to Anchor with Expert Negotiation Skills!

Learn how to start your B2B negotiation from your position.

B2B Negotiation Tips: Prepare Like a Pro for Success!

Easy-to-use tips that anyone can use to prepare for their B2B negotiations.

5 Ways Prospect Theory can Improve your Negotiations

Prospect theory explains how people make decisions under risk. Learn how this can help you.

Don't let others cherry-pick your deals: Keep them fair and balanced

Nothing is agreed to until everything is agreed to!

Stop Paying the Ignorance Tax

We are all paying a tax for the things we don't know.

Unleash the Hidden Power of Cognitive Anchoring for Winning Deals!"

Uncover the mysterious connection between calorie preservation and negotiation success.

Is Backdoor Selling Killing Your Negotiation Leverage?

Prevent Backdoor Selling from Stealing Your Negotiation Leverage

Mastering The Art of Negotiations

Prevent Backdoor Selling! Spies are sneaking around your company. They’re leaking information and your suppliers are robbing you blind.

End Backdoor Selling

Let Prospect Theory Unlock Value in Your Negotiation

Video: Learn how prospect theory can be used in your next B2B negotiations.

Unlock the Power of Flexibility in Negotiations: How Being Like a Willow Can Help You Build Trust and Create Enduring Value

Learn how being more like a Willow can help you build value in your next negotiation.

The best negotiators Have a co-pilot by their side, Here's why

Negotiation as a team is much like a rally driver and co-pilot working together in a race. The rally driver is responsible for maneuvering the vehicle through the twists and turns of the negotiation process, while the co-pilot gives guidance and points out hazards along the way.

5 Negotiating Styles to Consider when Closing a Deal

So you’re preparing to negotiate. Have you thought about your style? How about the style of your counter party? The hard truth is that style is often left off our preparation list. Many negotiators fall into the trap of unwittingly charging forward with their own natural style and don't consider what impact it plays in the outcome.‍

5 Top Mistakes New Negotiators Make

Don't focus entirely on what you want, instead focus on what they want or need. This will ensure that you make equitable trades.‍What are their interests? What do they need? During your preparation you will have uncovered most of the information you need, now put your listening skills to use so you can recognize how they view the importance of their interests. Some of these interests will match your own and some will be in opposition to yours. It's the opposing interests that you negotiate.