Archive for Negotiation

Value Leverage – Good Reps Use It

I often see sales reps roll over to prospect and customer demands. They are quick to give in to lower

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The Grimace

One of my favorite negotiating techniques is the grimace. The grimace is when an offer is made, and no matter

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Don’t Create Scarcity

You’ve just found the EXACT car you want. You’ve just found the perfect job. You must have it. So what

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Stop Puffing Your Chest

In a negotiation if you can’t or aren’t going to walk away, then don’t puff your chest. It just pisses

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