Use the Anchoring Effect for More Profitable Negotiating

By Scott Francis on Negotiation, Customer Behavior / Post a Comment

When you are entering negotiations, is it better to offer a number first, or wait for the other side to do it?  Although many books and seminars on[..]

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Respond Profitably to "Alternative Facts"

While there are surely more important things than crowd size for our politicians and news media to worry about, both groups have participated in a[..]

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The Whole Truth and Nothing But the Truth

Last week a friend told me that her sister’s business had overpaid their taxes and without justification the government would not refund the[..]

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It Takes Courage to Price Strategically

By Scott Francis on Value Pricing, Negotiation, Pricing Strategy / Post a Comment

I recently had a conversation with an executive of a B2B company who said they want to price more strategically. The company currently sets prices[..]

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How to Thrive (Not Just Survive) in Negotiations with Procurement

By Scott Francis on Negotiation, Best Practices / Post a Comment

Procurement professionals can be a challenge for anyone trying to sell at reasonable prices, and especially so during periods when suppliers are being[..]

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Know Your Buyer Type Before Negotiating

By Scott Francis on Negotiation, Price communication / Post a Comment

"Make him an offer you can’t refuse," is one of the most famous lines from the Godfather movies, in which Don Corleone tells his lawyer Tom Hagen to[..]

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Pricing Lessons From the Cheap Seats

By Scott Francis on Value Pricing, Negotiation, Pricing Strategy / Post a Comment

I am a fan of the Miami Dolphins, but since I live in Pittsburgh, I only get to see my team occasionally. The Dolphins were visiting the Steelers this[..]

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Are You Getting Enough Pie?

By Scott Francis on Value Pricing, Negotiation / Post a Comment

Ok. It has been awhile since my last blog entry. I guess I don’t find interesting articles about pricing all that often. But I think this one, although[..]

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