Articles by Michael Schatzki, MPA, CSP, Principal, Negotiation Dynamics®
It's Ok To Negotiate - REALLY!
If done correctly & ethically good things can happen when you negotiate.
Authority Limits
A good example is the authority limits tactic. The essence of authority limits is that the negotiator lacks the authority to conclude a final agreement - or claims that he or she lacks that authority. In fact, there are three possibilities.
Managing the Sales Negotiation Process
How many times have you heard: "You've got to drop your price by 10% or we will have no choice but to go with your competition." How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be.
Price Negotiations Are Dead, Long Live Price Negotiations
You solved problems with your customer. You anticipated a win/win for everybody. Your goal was to avoid a price negotiation by differentiating yourself and focusing on your services and your added value to the customer. Now, at the last minute, price rears its ugly head. In fact, the purchasing agent says that price is the determining factor.

Michael Schatzki is a master negotiator whose high energy, content-packed keynotes, breakout sessions and seminars draw rave reviews. His Negotiation Dynamics