Articles
Caveat Venditor
George Akerlof is perhaps best known for his article “The Market for Lemons: Quality Uncertainty and the Market Mechanism,” published in 1970 – the paper
The “Try It, You’ll Like It” Ploy
The “try it, you’ll like it” ploy has been around for a long time, and to nobody’s surprise it’s even more effective these days than
The Negotiations Agenda Part 2
Hello again, Last week I emailed you a negotiating tip that many people overlook. That tip is preparing an agenda to use when you are
The Power of No
It is important to be comfortable saying “no” in a negotiation and in other aspects of life, like saying “no” to those horrible clothes and
Presenting vs. Positioning
Most sellers feel compelled to share as much information with the buyer as possible, operating under the age-old maxim that more is always better. But
Even Pros Make Mistakes
Jay Cutler is an American football quarterback for the Chicago Bears of the National Football League. Cutler began his professional football career with the Denver Broncos in 2006, and after three years,
Negotiations: Principled Concessions
A very common image of negotiation is one that depicts two adversaries, deadlocked in a heated battle of words, each telling the other to take
The Negotiations Agenda Part 1
Good morning, Joe Auer from International Computer Negotations (ICN) here. Just thought I’d suggest a tactic to add to your negotiation arsenal. Today many people
Financial Analysis — a Refresher
All companies have budgets. All companies spend capital. Therefore, all companies do some form of capital budgeting. It is a major tenet of modern finance
“We Don’t Need To Write It Down. You Can Trust Me” And Other Grim Fairytales
This ploy is built on the vendor first creating and later manipulating personal relationships between its marketing people and the customer’s staff. The focus is
HealthCare.gov
It may be months before all the problems facing the HealthCare.gov website rollout become known, but already the pundits seem to have figured out the