In a negotiation, you are in a powerful position only if you are ready to walk away:

  • What do you do if you can’t agree and find ‘common grounds’?

To have maximum impact, you need to understand the next best alternative of your customer:

  • Ask questions
  • Understand what the competition has to offer

Remember: if you have to make concessions, try to ‘trade’ resources:

  • Price
  • Scope
  • Time
  • Options

In a conflict situation: don’t use emails, they just lead to disasters (misunderstanding, aggressivity etc)