I often like to think about a negotiation as being very similar to being the pilot of an airplane. In order to keep the airplane flying, or for that matter to have any hope of landing it, you’ve got a lot of work to do. You have to make sure that the plane is going … Read more How Negotiators Can Deal With Change
The one thing that just about any negotiator does not want to have to deal with during a negotiation is a price increase. Look, it’s hard enough to hold our position with the price that our product or service has right now, let alone having to deal with a 5%, 10%, or even higher price … Read more What Should A Negotiator Do When The Price Goes Up?