“When should we just stop asking for more and sign the deal?” I usually answer by noting that, at the end of the day, you must evaluate whether the value on the table is better or worse than your best alternative — your Plan B. If it’s better than Plan B, sign...
We arrived at the dealership on Dec. 28. Our goal? Find out as much as possible about the new sports car I had been eyeing. Two hours later, goal accomplished, we walked out. But I was hooked. The car cornered like a dream. And I needed safe, reliable and fun...
I will shortly be entering into a critical business negotiation with a major impact on my company’s success — and it will be with several individuals with whom I have long-standing and productive business relationships. This situation — negotiating...
My client was a straight-shooter who laid it all out there in our first meeting with the potential business partner. “I’m telling you the way it is,” he said, “and I’m not holding back, because that’s the way I am. If you like it, we can create a very profitable...
The new home was listed at about $500,000, and the builder held a live auction to sell it. It sold for $383,000 — the buyer received almost 25 percent off. “What a deal,” you might say. Personally, I don’t know if the buyer received a good deal. It depends on...
“What should we do if a big potential customer pre-qualifies us as a possible supplier, invites us to bid for its business, asks us to fly to its headquarters, puts us in a conference room right next to our competitors in adjoining rooms, and starts working us off...
Do you know how Walmart has historically negotiated with new potential suppliers? I haven’t personally been involved in these negotiations, but a number of folks have shared their experiences with me. I’ve been told that Walmart first sends out a Request for Proposal...
