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FOUR ACTIONABLE TAKEAWAYS
- When giving price: explain how it works first, then give price and stop talking.
- When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
- Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
- Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.
RESOURCES DISCUSSED
