Face value – Added on 21 June 2023 under “A compendium of wrong mistakes”. On the importance of correctly parsing and interpreting the statements of your negotiation counterpart, who is probably not lying but should nevertheless not be believed.

Value-based pricing – Added on 16 June 2023 under “Pricing – The playbook”. Pricing your product or service in relation to the value it creates for your customer is a fair and lucrative methodology. But it’s easier said than done, and these are the five success factors to get right.