Posts Categorized: commercial success

Value pricing

I can hear your excuses for why it is not necessary, in this particular case, to spend much time and attention assessing and communicating the value of your proposed service.  “I’ve served this client for a long time,” you say; “he already knows the value, it would look strange if I now started to discuss… Read more »

Threat as a negotiating tool

A threat is a statement that takes the form of: “Do X… or else I will do Y”. In negotiations, that typically means some form of: “Raise the price you’ll pay/reduce the price you’ll charge… or else I will abandon these negotiations.” Since the possibility of “no deal” is implicit in any negotiation, it is… Read more »