Negotiating

Pay As You Like

Here's a twist on the old price-setting dilemma: Let the customer decide what he wants to pay. Graham Denton assesses the utility of this novel gambit.

"Buying the Business" Usually Means Trouble

":Buying business": is a natural invitation to customer disappointment and another path to Lose-Lose.

Is That Your Rock-Bottom Price?

Many salespeople are forced to compete on price or try to characterize their offering as so superior that it's worth top dollar. But people buy expectations, not products; here is another approach to the dilemma.

Negotiation = A "Winning" Process

Effective negotiation takes place only after you have learned about your client's buying process, the needs of each buyer and honestly assessed your strengths and weaknesses.

The What-If Tactic

Gary Karrass shows how to spot a common customer's tactic for leveraging price downward.

The Power of Investment

Herb Cohen explains how you can improve your negotiating position by working out the minor differences first.

Concession Areas

Tony Parinello gives his recommendations for handling six areas where customers ask for concessions. Graham Denton, March 31, 1999