8 articles in this category
Conventional wisdom says never make the first offer. We argue the opposite: anchor precisely, then trade across issues. Here's our step-by-step method...
Price is only one issue. The best negotiators anchor early, expand the ZOPA, and use BATNA to walk away rich. Here's how to stop leaving money on the ...
The best B2B negotiators don't win at the table—they win by preparing BATNA, ZOPA, and qualification long before. Here's the edge.
Negotiation isn't about compromise; it's about leverage. Learn why anchoring, BATNA, and ZOPA matter more than charm, and how to use them without kill...
Sandler, Challenger, and MEDDICC each promise better B2B negotiation outcomes. Here's a blunt comparison across four criteria—and when each one wins.
Most sales reps anchor too low and fear walking away. Learn how BATNA and ZOPA, backed by hard data, can turn negotiation into a strategic advantage.
Stop haggling over price. The only number that matters in negotiation is your best alternative to a deal. Here's how to build and use your BATNA.
Stop haggling over price. Your only real leverage is your walk-away alternative. Here's how to build a BATNA before you sit down.