value based negotiation – Simon Hazeldine

The Trade-Off Discipline: How to Protect Margin Without Damaging Relationships

Post author:Simon Hazeldine
Post published:May 20, 2026
Post category:Negotiating
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By Simon Hazeldine Discounting is often presented as a commercial decision. In reality, it is often an emotional reaction. A buyer pushes back.Procurement asks for a better price.A customer says…

Profit in the Pain: Why Your Best Negotiating Power Lies in the Other Side’s Problems

Post author:Simon Hazeldine
Post published:December 3, 2025
Post category:Negotiating
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By Simon Hazeldine Most salespeople think negotiating power comes from confidence, preparation, or holding their price. It does not. Your real power comes from one thing, how deeply you understand…