Negotiation Bluff — Poker & Selling

Bluff­ing is the most excit­ing topic in poker. It is the art of win­ning with­out hav­ing the best hand. Wikipedia defines “a pure bluff, or stone-cold bluff, is a bet or raise with an infe­rior hand that has lit­tle or no chance of improv­ing. A player mak­ing a pure bluff believes he can win the pot […]

When it’s ok to Lie

Lying, no good horse thieves. You know the stereo type. Say any­thing, to any­body.  Get the sale. Love ‘em and leave ‘em. Fact of the mat­ter is, most of my col­leagues, friends and past asso­ciates are above board and con­duct their busi­ness with the utmost integrity.   Most peo­ple can smell a sleaze ball a mile away.  […]

Funnel Evaporation

There’s a prospect I’d been call­ing on, for sev­eral months.   Their project has started and stopped sev­eral times this year, but this past month we were hot and heavy on the clos­ing trail. We’d agreed on final sys­tem con­fig­u­ra­tion, made arrange­ments for alter­na­tive financ­ing, and come to agree­ment on final pric­ing. Inter­face specs had been blessed by […]

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