Anchoring in Negotiation: How the First Number Wins the Deal
Table of Contents Why the First Number Has Disproportionate Power What Anchoring Actually Does The Fear of Going First How to Anchor Effectively Countering an Anchor That’s Not Yours A Word on Reciprocal Anchoring The Bottom Line There’s a number in every negotiation that matters more than any other.
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No Matter Which Side of the Table You Are — Strategic Deals Need Strategic Negotiators
Whether you’re closing multi-million-dollar sales or sourcing critical contracts, one truth holds: Strategic Deals need Strategic Negotiators.
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Negotiating Skills in the e-Procurement & AI Era
Table of Contents We live in a world which to a large extent is governed by data.
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Mastering Negotiations with Powerful Suppliers
Beyond Price: Strategic Negotiations with Powerful Suppliers Negotiating with a powerful or monopoly supplier often feels like navigating a minefield.
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Managing Rejections in Negotiations: Strategy and Balance
Table of Contents Understanding the Nuances When to and when not to use persuasion Strategic use of persuasion The moment of mindfulness In every negotiation, the possibility of rejection is as real as the hope for agreement.
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