The knack

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A lot of it just takes experience and practice. There are a few good books available. "The Knack" by Norm Brodsky is very good, and the source of the "You don't ask, you don't get quote". The chapter on negotiation is small, but the rest of the book contains tons of invaluable insight. Many books stress formulating a "win-win" situation, and "expanding the pie" so that "everybody wins". This is good in theory, but rare in practice. In almost every negotiation someone will have the upper hand. I think the best approach is to listen carefully and try to understand the other party's need . This may not necessarily be more money. Maybe they want to build a long term relationship. Maybe they are willing to lower the price if you pay upfront, or provide a larger deposit, because they prefer the cashflow now. Maybe business is slow. You never kn…

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I second this. In addition, +1 for Eric Sink. Also check out "The Knack" by Norm Brodsky and Bo Burlingham. In the end, though, no book can prepare you for starting up,

I found out about Growing a Business on HN, loved it, recommend it w/o reservation. For a similar but more hard-headed perspective, I also liked Norm Brodsky's "The Knack". I started doubting this list as soon as I saw Guy Kawasaki on it.

I think read something similar in Norm Brodsky's The Knack. Joel has been talking about this for the longest time, http://www.joelonsoftware.com/articles/fog0000000070.html If I were to guess, I would say some of the top folks that want to make more money compared to what Red-gate is paying now and don't want to trade in the risk-reward factor will probably leave.

…. Especially because the product is something people are very risk-averse about and the switching cost of re-uploading everything is a big pain. You might enjoy the book The Knack: How Street-Smart Entrepreneurs Learn to Handle Whatever Comes Up by Norm Brodsky and Bo Burlingham. There's a lot of war stories from author Brodsky about his document-storage business (a similar market to yours) and how he differentiated it from competitors.