The Proposal Is Not the Beginning of the Negotiation A proposal can feel like the official start of the negotiation because it puts the offer into writing. The scope, price, timeline, assumptions, deliverables, and terms become visible. The buyer can review the details, compare options, ask for changes, and...
Compliance Is Not Only About Rules Compliance work often begins with a rule, requirement, standard, or approval process. But successful compliance depends on people. Someone has to understand the requirement, believe it matters, change a behavior, provide documentation, approve a step, update a workflow, or accept a constraint on...
Why Project Preparation Is Really Negotiation Preparation Project preparation is often treated as an internal planning exercise. Teams define deliverables, assign responsibilities, create timelines, and identify resources. Those steps matter, but they are only part of the work. A project plan is also a set of negotiated commitments between...
Operational Efficiency Depends on Clear Agreements Operational efficiency rarely comes from speed alone. A team can move quickly and still create rework, confusion, missed handoffs, quality problems, or customer frustration. Real efficiency comes from clarity: people understand what needs to happen, when it needs to happen, who owns it,...
Why Smaller Businesses Often Feel Disadvantaged Negotiating with a larger customer, supplier, distributor, investor, landlord, or institutional partner can feel intimidating. The larger party may have formal procurement procedures, standard contracts, preferred pricing expectations, legal review, payment policies, and more experience negotiating similar agreements. A small business owner may...
Why Entrepreneurs Prepare for the Obvious Negotiations but Miss the Hidden Ones Most entrepreneurs understand that a sales deal, funding round, or acquisition conversation deserves preparation. These negotiations feel important because the stakes are visible. A customer might say no. An investor might walk away. A strategic buyer might...
Why Priority Conflicts Are Negotiation Moments Priority conflicts often appear as management problems. There is too much work, not enough time, limited staffing, unclear ownership, or disagreement about what matters most. But beneath those problems is usually a negotiation about value, timing, resources, risk, and accountability. Competing Priorities Require Tradeoffs When...
Why Scope Creep Starts Before the Work Expands Scope creep rarely begins with a major demand. It usually starts with something that sounds reasonable: one more round of revisions, a small additional deliverable, an extra meeting, a faster turnaround, a minor feature, a different approval process, or a request...
Small Businesses Often Lose Value Gradually Most small business owners understand the importance of winning customers, keeping cash moving, and maintaining strong relationships. That pressure can make negotiation feel risky. When a customer asks for a better price, a vendor pushes for faster payment, or a partner requests more...
Why Value Protection and Relationships Often Feel in Conflict Many leaders want to be both commercially disciplined and relationship-aware. They want stronger agreements, better margins, clearer terms, and realistic commitments. At the same time, they do not want to seem rigid, aggressive, or difficult to work with. This is...
Why Deadlines Matter in Negotiation Deadlines matter because they change how people think. As the clock runs down, the pressure to decide often becomes stronger than the pressure to decide well. That shift can be dangerous. A party that felt patient and analytical at the start of a negotiation...
Why Small Negotiation Mistakes Lead to Bigger Losses The good news is that these mistakes can be corrected. As Dr. Chester L. Karrass taught, negotiation is not an inborn talent reserved for a few naturally persuasive people. It is a process that can be learned, practiced, and improved. Once...
Negotiating is a critical aspect of business that cannot be ignored. Knowing “What is negotiation?” is crucial to your advancement regardless of where you fit on the totem pole. The art of negotiation requires delving into the negotiation definition and determining a strategy to confront every scenario. Unfortunately, the...
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