Mae Collinsworth

The old playbook says: lower price, win deal, hope volume makes up for it. That playbook is broken. Buyers are savvier, competition is fiercer, and your margins cannot absorb endless concessions. Yet most business owners still default to discounting because they don't know what else to offer. This book replaces discounting with a value-creation negotiation model. You'll learn to expand the pie before dividing it, use contingent agreements to manage risk, and build deal structures that align incentives.
Exercises help you practice framing, questioning, and silence as strategic tools. Stop being the business owner who gives away margin. Become the one who designs deals that work for both sides-and protects your company's financial health in the process.