The Psychology of Concessions: Why Giving Something Away Too Quickly Costs More Than Margin

The Psychology of Concessions: Why Giving Something Away Too Quickly Costs More Than Margin

By Simon Hazeldine The buyer asks for 10%. The seller pauses for approximately half a second. “I’m sure we can do something.” And at that moment, something important has happened.…

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The Negotiation Brain: Why Price Pressure Makes Sellers Panic and How to Stay Commercially Strong

The Negotiation Brain: Why Price Pressure Makes Sellers Panic and How to Stay Commercially Strong

By Simon Hazeldine Discounting is often described as a commercial decision. Sometimes it is. But very often, it is something else. An emotional reaction. A buyer pushes back on price.…

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The Pricing Gym: Why Your Team’s Margin Is a Fitness Problem, Not a Market Problem

The Pricing Gym: Why Your Team’s Margin Is a Fitness Problem, Not a Market Problem

By Simon Hazeldine Many sales leaders blame the market for shrinking margins. “The competition is aggressive.”“Customers are more price sensitive.”“Procurement is tougher than ever.” Those statements may be true, but…

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