by Dan Greenberg | Jul 16, 2026 | Closing, Negotiation, Power Dynamics, Uncategorized
Sales are not negotiations, and negotiations are not sales, and you can be a perfectly good seller without being a great negotiator. However, it can’t hurt to be better at getting the specific deal you want. More to the point, many of the skills that great negotiators...
by | Jan 21, 2026 | Negotiation, Power Dynamics, Value Selling
Many economic theorists and thinkers spend their life working on marketplace design and trying to understand the most efficient ways to design markets. What they focus on, for the most part, is maximizing the utility. The interesting thing about this is that only a...
by | May 10, 2024 | Negotiation, Power Dynamics, The Seller's Mind, Urgency
There are a few excellent negotiation books out there. There is “Negotiation Genius” by Deepak Malhotra and Max Bazerman, which focuses on the preparation and calculations that go into a negotiation. There is “Getting to Yes”, by Roger Fisher and William Ury which...
