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About: Mark Tucker

Recent Posts by Mark Tucker

Planning for Failure

Planning for Failure
Most IT projects have the potential to be successful. Likewise, they all have the inherent potential to fail. If the possibility of failure is not contemplated and no or few Remedies for failure are provided, then the Customer may suffer devastating loses when failure does occur. Conversely, a Customer can avoid much unnecessary loss, delay,...
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The Phantom Deadline

The Phantom Deadline
Sales Reps sometimes use the Phantom Deadline Ploy to create a sense of urgency in the Customer. Unchecked, it can adversely affect the Customer’s negotiation leverage. Here’s how to defeat this Ploy and how to get the most mileage out of its demise. “There’s just one thing,” your supplier will say. “If it’s not signed by...
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The Partner Ploy

The Partner Ploy
One deadly Vendor Ploy is the Partner Ploy. It lessens Customer negotiation leverage, making a good deal harder to get. Learn a good countermove for the Partner Ploy. One deadly Vendor Ploy is the Partner Ploy. It lessens Customer negotiation leverage, making a good deal harder to get. Learn a good countermove for the Partner Ploy. Vendors...
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The Power of Silence

The Power of Silence
Success in negotiation is more than knowing what to say. Sometimes knowing when and how “not to speak” can be even more powerful than well spoken words. As negotiators, we naturally and for good reason tend to focus on proactivity. What will we say? How will we present things? Who will we strategically involve? It’s said that...
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