Negotiations Resources and Insights
This collection of negotiation resources, authored primarily by Roberto Parra and others between 2023 and 2025, offers strategic insights and practical guidance on protecting profit margins by setting price boundaries, emphasizing value over price, creatively planning negotiations, and reframing negotiation approaches to avoid unnecessary discounts and close deals more profitably.
Stop Getting Squeezed: Rethink How You Negotiate Before the Price Talk Starts
Learn what it means to approach negotiations as a strategist, and why rewiring your approach can help protect your margins—without forcing you to play defense.
- Author: Roberto Parra
- Date: July 29, 2025
Set Your Price Boundaries
Learn how to set pricing boundaries that protect your profitability.
- Author: Roberto Parra
- Date: May 12, 2025
The Emblazers Podcast, Ep. 12: Closing Deals Smarter with Saad Saad
Amanda DeVlugt and Tim Riesterer sat down with professor and master negotiation coach Saad Saad to chat about how sales teams can think more strategically about negotiating and why tension isn’t the villain you might think it is.
- Author: Amanda DeVlugt
- Date: May 6, 2025
Creative Negotiation: Never Lose on Price Again
In this e-book, Creative Negotiations, you'll learn how sellers can position themselves for success long before formal negotiations begin.
- Author: Roberto Parra
- Date: April 28, 2025
Protect Your Value: The Art and Science of Creative Negotiation
Buyer feedback reveals how to discuss value (not just price) in negotiations, so you can protect your profits.
- Author: Madeline Cunningham
- Date: January 15, 2025
Negotiate Creatively
Plan your next negotiation so you can highlight the value your solution brings, instead of just defending your price.
- Author: Roberto Parra
- Date: March 27, 2024
Negotiate Creatively – Highlight Your Value to Protect Profits
Plan your next negotiation so you can highlight the value your solution brings, instead of just defending your price.
- Author: Roberto Parra
- Date: March 26, 2024
Win the Margins Growth Play
Find out how to avoid unnecessary discounts, protect your margins, and win more profitable deals.
- Author: Roberto Parra
- Date: August 17, 2023
Win the Margins Growth Play – Protect Your Profitability During Pricing Conversations
Discover research-backed techniques to win tough negotiations.
- Author: Roberto Parra
- Date: May 31, 2023
The Good Guy Discount: Fear of Rejection and Sales Negotiation Techniques
Back in January 2014, This American Life broadcast a segment in which one of the program’s reporters went to several stores, making purchases and using the negotiation technique of asking for a “good guy discount.” The idea is to establish…
- Author: Tim Riesterer
- Date: April 24, 2019