Beach Ball Rules

Fortunately, most client negotiations don’t follow the hard-nosed, down-to-brass-tacks tumble that is expected when you are buying a car or a bunch of radishes from a hard-core farmers market lady. If all is well and the client knows why experts can’t be treated like they grow on trees, the actual negotiations we usually face use Read more…

Compromised

Compromise in price signals compromise in value. If I buy cheaper potatoes, I anticipate throwing away more bad parts. If I buy a cheaper house, I know I’m going to have to fix her up, walk more, or pay more for utilities. As a rule, when we are talking about interchangeable, commodity-type goods and services, which the clients know Read more…