I have extensive experience in negotiation, both as a manager and as an advisor to clients in drafting agreements of various kinds. While expressing appreciation for the options the table, some remained hesitant, while others had no hesitation in expressing their doubts, openly asking themselves questions such as: Will the boss agree? What would he […]

Do you find the cartoon funny? Let me tell you something confidentially. A while ago I picked up the vent of a talented purchasing professional who came across the situation I described. I wish I could tell you that it is all a result of my imagination, but I would be lying. Everything is sadly […]

What you see in the cartoon strip is a situation I experienced when I was working as a sales manager. Periodically I was challenged by a salesman who, despite his rather questionable performance, kept asking for salary raises. Want to know if he ended up accepting the challenge? No, he didn’t; and he stopped bothering […]

The positional negotiation focused on price follows a dynamic quite similar to the one represented in the cartoon. Under what circumstances does it arise? Two people, seller and buyer, confront each other to exchange a product (physical or not) for money: the value at which the exchange takes place is fixed through subsequent positions taken […]

Do you find the scene in the cartoon strip completely new? Good for you! The situation is quite common, mainly because dealing with objections is complicated: they often hit us like a punch in the stomach. The temptation to shift the responsibility onto others is always lurking… The circumstances in which we have to deal […]