The Deal Whisperers

Peter Pompel stood up and extended a hand to Tyler Gitou. “Mr. Gitou,” Peter said. “Thanks for coming to visit with us. I hear ...

The Deal Whisperer posted its 50th  article in September, all based on my ongoing experiences leading sales teams in pursuit of outsourc...

“So Verdi, at our last lunch you told me you were struggling with a request from your client for a price cut,” said Tyler Gitou. “That’s ...

“Thanks for meeting me for lunch, Mr. Gitou,” said Verdi. “I have been working on this bid for a new procurement system for one of my client...

“Mr. Gitou, my team worked really hard on this proposal,” said Verdi. “It was a huge disappointment when the client chose our competitor. Bu...

Verdi passed by Tyler Gitou’s office looking dejected. Then he passed again. And again. Tyler smiled and got the hint. “Verdi, is there some...

“Mr. Gitou, I am dealing with a difficult CIO at a financial services company. What does a red car or green car have to do with that?” Verdi...

Verdi burst into Tyler Gitou’s office and blurted, “That man is going to drive me crazy!” Tyler was taken aback for a moment. “Verdi, you...

“Mr. Gitou, the last time we spoke you said one of the problems women have in negotiating is they focus too much on the relationship,” said...

“Ty Gitou?” A young woman stood in the doorway of Tyler’s office. Tyler came out from behind his desk to greet her. “Yes, hello. I am T...

Tyler Gitou drew three interlocking circles on a sheet of paper. In one he wrote “Credibility” in another he wrote “Reliability” and in the ...

“Five, six, seven…” Verdi was counting as he looked over a list. Tyler Gitou stopped in the hall as he passed Verdi’s office. “What are y...

“OK,” Verdi said. “I understand. One of the big mistakes around the negotiation our government just had over the national debt was the failu...

Verdi had never looked worse. Tyler Gitou found him cowering in a corner booth of a restaurant hanging onto a cocktail. His hands were sh...

Tyler Gitou was having lunch with Kevin Del Clinchy, a salesman for a large software company. “How is your deal with Great Works going so fa...

“So you mentioned that a new executive unexpectedly joined the other party’s negotiation team,” Tyler Gitou said to Verdi. “How did that hap...

“I can’t believe what just happened!” Verdi sputtered, red-faced. “We were meeting with the client to close out some of these tough issues. ...

“Now that I understand how to think about my BATNA and the client’s BATNA, what do I do with the analysis?” Verdi asked Tyler Gitou. “Be car...

“I am very intrigued by this concept of BATNA you raised the other day,” Verdi said to Tyler Gitou. “Can you explain to me how I would use i...