Negotiations are about collaboration, but sometimes the other side might use a tactic called “Divide and Conquer” to weaken your position. This involves breaking the negotiation down and dealing with each party (or issue) separately. Here’s how…
Contracts are the lifeblood of business, but they’re more than just inked promises. They hold immense financial potential, and effective financial management for contracts unlocks that potential. Here’s why it’s a critical component for any…
Negotiations can be stressful, and sometimes the other side might try to take advantage of that. This tactic, exploiting fatigue or weakness, involves pushing for concessions when you’re tired, stressed, or pressured for time. Here’s how to recognize it and protect yourself….
Ever feel like you’re being buried in a paperwork avalanche during negotiations? That might be “information overload,” a tactic where the other side bombards you with data to pressure you into a rushed decision. Here’s how to…
Negotiations should be a fair exchange, not a game of pick-and-choose. Cherry-picking, where someone grabs only the good stuff and leaves you with the scraps, is a tactic that can sabotage a deal and damage relationships. Here’s how to spot…
Negotiations can get heated, but what happens when the other side intentionally throws up roadblocks? This tactic, creating deadlocks, aims to pressure you into concessions. Here’s how to spot it and keep the deal moving forward on your terms….
Negotiations aren’t just about price. The “funny money” tactic throws in non-cash bonuses to make a deal seem sweeter. Here’s how to spot it and land a deal that benefits you. The “Funny Money” Maneuver: This…
Reverse auctions are a common procurement strategy, but they can prioritize price over quality, harming both suppliers and buyers in the long run. Here’s how suppliers can navigate these challenges. The Problem: Protect Yourself: Looking Ahead: Suppliers…
Ever feel like your conversations lack focus or direction? Strategic questioning can be your game-changer! It’s the art of crafting questions to achieve specific goals, from gathering hidden insights to driving innovation. Why Strategic Questions Matter Mastering the…
