"We have to move forward with this decision,.....we've already spent the money!" The escalation of commitment (or the related sunk-cost fallacy) is when we behave completely irrationally and continue to…
Read More
"I knew I was right! That explains everything exactly as I has suspected!" Confirmation bias is the inclination to look for and remember selective information that confirms or supports our…
Read More
Folks, forgive me a little time in the sunshine. On Friday, I was announced as a "Pro to Know" by Supply & Demand Chain Executive Magazine. This was massive news…
Read More
Silence may very well be one of the most powerful skills you can develop in negotiation. It may also be one of the most awkward skills to to learn. Ever…
Read More
It's funny that sometimes the things that makes some of us most successful can also be our greatest undoing. I just finished a fantastic book called, Entrepreneurial Negotiation. The authors…
Read More
So what happens once secure your first sales meeting with procurement? As with public speaking, so it is with meeting with a procurement person, REMEMBER YOUR AUDIENCE! Understand and speak to their…
Read More
"If I could show you how to 10x your negotiation results, how would that change your life?" That's what my one liner is (was) in my online marketing material to drive…
Read More
So much can be said for preparation in negotiation, but even if you prepare, study, and have your questions ready, you can still hit a brick wall if you don't…
Read More
How do you know how well you actually did in a negotiation? I mean, you have a result after the fact, but does that really tell you anything? Sure, you…
Read More